Roving Report: How to Research and Find Clients


Rebecca Matter often finds herself on the phone with Wealthy Web Writer members looking to start their web-writing careers.

Typically, she advises them to start their marketing by listing 50 companies in their niche to research and then contact.

Recently, though, she’s realized that not every new web writer knows how to do this. To fill the gap, Rebecca met with a group of Wealthy Web Writers on November 15th. Identifying the right clients was the topic du jour.

I have to tell you, when Rebecca speaks, I listen.

She’s the Co-Managing Partner and VP of Marketing for AWAI, and the founder of Wealthy Web Writer. She’s been involved with marketing for over 15 years, and she’s mentored quite a few successful writers.

Finding clients in your niche is easy to do online. You can use the Internet to

  • Identify potential clients
  • Figure out if they have marketing money to spend
  • Identify the right person to talk to and find contact information

“You’re looking for companies that understand your value and are willing to pay professional fees,” Rebecca reminded us.

If you haven’t established your niche yet, you need to do that first. You can find lots of advice from experts like Nick Usborne and Pam Foster. Additionally, check out Pam’s recent webinar on hot niche opportunities for 2013 here.

Once you’ve got your niche nailed down, it’s time to start your prospect list.

Identify 20-50 Top Players in Your Niche

Who’s your ideal prospect? Is it a mid-sized company? A giant multinational? Your list should include 20-50 companies that fit your “ideal client” specs.

They should all:

  • Have money to spend
  • Occupy a niche you want to work for
  • Offer projects you’re interested in doing

First you want to identify the major players.

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Susanna Perkins

Susanna was dragged back, kicking and screaming, into freelancing after losing her job in the banking meltdown in March, '09. One 3-month stint in an appalling temp job persuaded her to get serious about establishing herself as web writer. In March, 2012, she moved to a small town in Panama with her husband and three small dogs. After enjoying the writer's life in the culture of "buenas" and "mañana" for 2-1/2 years, she's returned to the US. At least for now.

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