Christina Gillick

Every agency must find – and eventually convert – leads. Lead generation is crucial regardless of your agency’s size or industry.

It truly is a numbers game. As you hone your proposals and sales skills over time, you’ll turn a greater percentage of your leads into paying customers. But that can’t happen with zero leads!

Some agencies just scramble for leads whenever their cash flow dries up. They don’t ever take the time to set up a sustainable system to generate leads consistently.

Laying this foundation takes some effort and creativity up front, but the investment is more than worth it. The payoffs? More consistent income. Less stress. The ability to be pickier about which clients you decide to work with.

Ready to build your own lead generation system?

Keep reading to get started.

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Christina GillickChristina Gillick

build-trustBuild trust and increase your business …

Whether you own an agency, work for one, or work for yourself, your credibility is important.

Do people trust you enough to exchange money for your services?

One-on-one with a potential client and you can sell your services by building rapport, learning their pain points, and showing them how your service solves their problem.

But, when it comes to the Internet – and the visitors that arrive on your website – you have to build trust more quickly …

Some experts say you only have a few seconds to capture a visitor’s attention or they’ll hit “back” and be gone forever.

Let’s say you get through those first few seconds …

Your visitor is intrigued and wants to learn more …

As they look at your website … the design … the colors … the navigation … the information … and the glowing words about your agency’s services …

Do they believe you?

Well … the answer just might be, “no” … if you’re missing too many “credibility elements” …

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Christina GillickChristina Gillick

follow up automaticallyAs discussed in a previous article, “every paying client begins as a potential client … or a “lead” …

“So, it stands to reason that the more leads you get, the more proposals you’ll send, and the more paying clients you’ll acquire.”

The same article covered lead generation and 6 Tips for Effective Bait Pieces, but … today’s question is:

“Once you collect leads, what do you do with them?”

How do you convince them to trust you and eventually come back and buy from you? The answer is “lead nurturing.” Which we’ve previously written about and defined as:

“Lead nurturing is relationship building via email. ”

Some call it “a follow up system” …

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Christina GillickChristina Gillick

repurposing-content-definitionContent marketing is a great way to attract clients and customers – whether you’re a small business owner, freelancer, or both.

In fact, 57% of marketers now report that content marketing is their top marketing priority!

But, for those of us who seem to have a never-ending (and always growing) task list, content marketing might keep getting pushed to the bottom. Especially considering the time and energy it takes to publish valuable content that will stand out among all the other content online.

So what can we do?

We can turn to “repurposing content” to get the most out of every word we write.

To make sure we’re on the same page, here is the definition of repurposing content (from –

“Changing the format of the content, and/or changing the target audience for the content.”

Repurposing content should not be confused with “revamping” content or “updating it so it remains relevant and attractive to that audience,” (also from

An example of repurposing content (by changing the format) would be to turn your e-book into a series of blog posts or to use an article as a video outline or script.

An example of repurposing content (by changing the target audience) would be to revise an article from “10 Things Every Freelance Website Should Include” to “10 Things Every E-Commerce Website Should Include.”

The basic idea is the same, but the content may be reworded or restructured for the new audience.

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Christina GillickChristina Gillick

sick-days-freelancer-guideAs freelancers, we have a lot of responsibilities. I’d even venture to say we wear more “hats” than most high-level executives in the “corporate” world.

Most days I enjoy the variety — when I’m bored with one task, I can change to something completely different. Focusing on just one thing at a time while not getting burnt out or bored.

However, the stress of filling so many diverse roles – from accounting to marketing our services to actually performing our job – can take its toll.

When the stress becomes too much – or our immune system drops – we are open to illnesses like the common cold or even the flu.

If you worked a “regular” J.O.B., you’d likely call in sick …

They would understand – especially considering that “sick days” are expected. Your boss might even beg you to stay away from work to keep anyone else from getting what you have …

Then, you’d be free to spend the day crashed in your lazy-boy, watching re-runs of “The Price Is Right,” with a bottle of Nyquil, a box of Kleenex, and a bowl of chicken noodle soup.

At least for the day, you’d be able to relax and forget about work … guilt-free. The other employees would pick up the slack and keep the business running in your absence.

Everyone understands that relaxation time is essential for your recovery …

But, it’s different for freelancers …

When you’re personally responsible for a full plate of clients, pending deadlines, and a (seemingly) never-ending list of administrative tasks, how can you manage time off?

Well, first you need the right mindset …

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Christina GillickChristina Gillick