Landing in a sand trap is how I would describe my layoff. You don’t want to be in one, but it is something you can get out of. (Nikon D2x, ISO 200, f/5.6, 1/750, 600mm)

In 2002 I was laid off from what I considered a great job. Truthfully, I was very frustrated with the environment I was on staff for the last few years. While I enjoyed the opportunities to shoot various subjects, I found myself out of sync with my coworkers.

I should have left earlier, but I didn’t think I could make it as a freelancer. I liked having people give me things to photograph and go home and come in the next day and do it again.

I was devastated when I got called in and told that my position had been eliminated. I called my wife and friend to come and help me pack up my gear and books and move out. While packing my things, my friend was trying to comfort me and made a profound comment. “Stanley, if you put in the amount of effort you have been doing here in your freelance, you will be a very successful photographer.”

I thought about his comment a lot that first year of freelancing.  He had said it to me with such conviction that I realized he believed it accurate. Later even my wife would comment and say that he was right.

My life did change, and each day I got up and worked hard. I didn’t drive to downtown Atlanta every morning, but I did work many hours. Here are the things I did and still do today. I call these tips for the freelancer.

Tips for the freelancer

• Keep a similar work schedule to the one you had on staff. Get up and go to work. While you may not have to drive anywhere to commute, still get out of bed, eat breakfast and then take that commute to another part of your house/apartment.
• Get dressed for work. One of my friends, Ken Touchton, told me that he used to get dressed and put on a tie to go to the next room in those early days. It helps put you psychologically in a different frame of mind.
• Create a calendar of events, just like you had in your last job, and schedule time for the different things you need to be doing. You need to create; meetings and lunch dates and find events from things like the Chamber of Commerce to attend in your community.
• Create a database of clients, prospects, and family/friends. You may need to buy a list to add to your current list. You may need to go to the library and find those resources with contacts for your niche´. Remember this formula for every 1,000 contact names in your database; only 100 of them will be interested in your services. Of those 100 contacts, only 10 of them will become a client.
• Create a plan to connect to those in your database. Another formula is to know that it takes about 6 – 8 touches with contact before they remember you. Therefore you need to have a plan on how to contact these folks in a way that is positive and not annoying. I recommend mixing up your arsenal. I use Phone Calls, emails, eNewsletters, Blogging, Postcards, and events to make contact with my prospects and clients.
• Develop an elevator speech. You need to be able, at a moment’s notice explain to anyone what you do. Here is a link to mine.

http://stanleyleary.com/2minuteshow/_files/iframe.html

Attitude Adjustment

When on staff, you had a role. You would contact people asking if they needed your services. If this is how you worked, then you need to change.

Your goal should be to develop friendships. It would help if you got to know people so well that as they talk about their life, you can see ways you could help them. This is a lot of listening and offering sound advice that isn’t solicited. Once you are at this level in a friendship, it is much easier to give them suggestions of something that might help them.

I listen to my best friends, and often, if I have a suggestion to help them, I point them to a friend, not me. This is how I have learned to build my business. I am there as a resource to help tell my friends (clients) to solutions and other friends; I have to help them.

My friends (clients) see me as someone looking out for them and helping them to be successful. When my friends do the same things for me, I know I can go to them with even more things. I try and include them even more in my life.

We all have those acquaintances that are always trying to get us to use them. We do use them when they are a good fit, but we don’t go to them and talk about our life. We can’t trust them like our friends.

Continuing Education

It would help if you continued to get better and more relevant to your prospects and clients. Set aside time to research your industry. Find out what is next on the horizon. Go to associational meetings and hear what others are doing.

Join a professional association. Become friends with your competition, and you will discover they are your colleagues. I am often booked and have just a few friends I can trust by helping my clients and not trying to steal my clients.

Get involved in those professional associations by helping with meetings and serving as an officer. It will help you grow in knowledge and make you more valuable to your clients.

Build a team

It would help if you found an accountant, lawyer, and maybe someone to assist you on a contract basis. As you grow, you will need to farm out things that take up your time that can be done by someone else.

When you start, you need to consult experts. One of those should be a mentor/coach. Find someone who will help you navigate the waters of freelancing. They may live in another city. Whoever you find, be sure you regularly work with them.

Summary

Freelancing is like a farmer. You will be plowing the fields, weeding, and doing a lot of work long before you can harvest the crop.

If the farmer doesn’t invest time and time, then there is no harvest.

Like the farmer, you can do everything right, but things are outside your control. Most of the farmers I know have tremendous faith in God and know that while they can do everything right, much is out of their control. They pray for guidance and wisdom. Most of all, they pray for grace.