As you’re growing your freelance business, some tasks require your undivided attention and effort. And then there are lighter tasks, like building your pitch list! Unfortunately, many people make some freelance assumptions that limit their business prospects and suck the fun right out of this task!
Compiling a list of companies to pitch is exciting! It’s the one area of business-building where rabbit holes actually make you more productive. So I encourage you to follow them to your heart’s content.
Creating your pitch list follows a somewhat logical path—with a few important twists and turns. First, identify a company you’d like to work with (based on personal interest, insight from your unique background, or even your proximity). Then, search for companies that are either direct or indirect competitors of that company. And then find their competitors. The list can go on for as long as you like!
Let your imagination run free and wild. Have some fun with it! You can never have too many businesses on your pitch list, so don’t limit yourself!
That brings me to a word of caution: freelance assumptions that directly undercut your business and your success. Here are four reasons you might exclude someone from your pitch list.
1. The Company is Too Big—They Already Have the Staff They Need
This is one of the most nefarious freelance assumptions. There is absolutely no way for an outsider to know what challenges a large company might be dealing with.
Even if they have staff members who handle the majority of the work, maybe someone is taking a leave of absence. Or they have an influx of projects and need support.
Many organizations have full-time staff members and freelancers who fill the same or similar roles. Both are needed!
2. The Company is Too Small—They Won’t Have the Budget
Again, you never know what’s going on inside the business. Perhaps they ONLY have a budget to hire a freelancer rather than a full-time employee.
Pitch them to find out!
Also, just because a company is small doesn’t mean it isn’t wildly profitable. There are plenty of large corporations that may be less profitable than a small business. You have no way of knowing any company’s financials, big or small.
3. The Company is Laying People Off—They Don’t Have Money to Hire Me
This is a similar objection to #2, and it’s just as flawed. So, pitch them! You may be the solution to their budget problems. After all, they still need to complete their projects.
4. They’re Looking for a Full-Time Employee—They Won’t Work With Me
It never hurts to send a pitch even though a company has listed a job opportunity. After all, they might need someone—like you!—to step in while they’re searching for the right candidate. Or they might discover that a freelancer can fill the position. Or they are open to a freelancer, but one who can work during normal business hours. Or … there are any number of scenarios that could mean they’re open to working with you!
Don’t Let Freelance Assumptions Limit Your Career
I’ve worked with multi-billion-dollar companies that had plenty of staff—and who still hired freelancers.
I’ve also worked with small businesses, including solopreneurs, who understand that hiring a freelancer is an essential investment in their business.
Eliminating businesses from your pitch list because you think they’re “too large” or “too small” is a big mistake.
Similarly, companies that are either hiring or firing may greatly benefit from your services. You’ll never know unless you send the pitch!
The bottom line is that you shouldn’t make decisions based on unfounded assumptions. Open yourself up to the hundreds of thousands of opportunities out there, and you’ll grow your business!
Your turn! Have you let preconceptions limit your to-pitch list of potential clients? What fears have you let stop you? Let me know in the comments below.
Last Updated on July 1, 2023.
