Creative achievements seldom happen in isolation. A big part of making ideas happen is controlling how you come across to others. Of course, the Creative’s tendency is to say, “who gives a crap what other people think.” While there is merit in never compromising oneself for the sake of another’s opinion, creative professionals need to make an effort to be understood. You need to present yourself effectively to engage others and get the support (and the business) you need to push ideas forward.

Do you feel that your strengths come across in your everyday interactions? Every meeting, phone call, email, and resume or portfolio sends a message of who you are and what you are about. Everything communicates something about you. Remember that the strongest brand is your own. (more…)

You are a strong graphic designer? Then find several strong web designers, make them aware of you, and suggest a reciprocal relationship that would help both of you meet clients’ broader needs. Also, consider approaching hosting providers in an effort to be on their short list of referrals for work.

Contact all friends and associates with design skills complementary to your own and set up an informal reciprocal agreement.

It is crucial for the client to make a financial commitment to you at the project kick-off. Upon signing a contract, make sure that you get a deposit and have payment milestones. Consider 5% / 55% / 40%. 5% at signing. $55% at a midpoint deliverable that you have designated in the contract. 40% upon delivery. Some like to make 50% at kick-off. Your call…depends on your comfort level with the client. To explore these types of policies in more detail consider purchasing a copy of the Graphic Artist Guild’s Pricing and Ethical Guidelines.

Put this deposit and payment milestones requirement into your template agreements now.

There are many, many ways to structure retainers. Here are some suggestions. If a client hires you to build a website - or a portion of a website - and they do not have an in-house designer to maintain it, then offer your client to place you on a monthly retainer with a reduced rate. For example, if you charge $40/hour for freelance work, suggest a retainer of 10 hours per month at $30/hour or $300 per month. Invoice them at the beginning of each month Net 30. If they use you, then great. If they don’t, the hours do not rollover. If they are close to you then suggest a meeting once monthly to go over any needs. You’ll want to be proactive and ensure that they use you or the relationship will end.

Contact all current and past clients now and suggest a phone call / meeting to discuss the potential of a retainer. If you have no retainers in place now then don’t reveal that fact…you are a busy and sought-after designer.

The best jobs I’ve ever earned were through colleagues and connections. In an interview, ask the interviewer who else might appreciate your work, or who else is hiring. Keep in touch with everyone you meet to build a large and strong net of connections. Indeed, just sending postcards, letters, or connecting on facebook, has allowed me a happier career and broader options. Dear Claudia, if you are reading, I am still indebted to you.

In the jobs that I’ve held, I’ve really enjoyed being friends with the people behind the creative scenes and I know how hard they work to make the organizations succeed in ways that you wouldn’t expect.

How can you, an enthusiastic, creative solopreneur, not give away all your ideas in the first meeting with a potential client?

1. Listen more than you speak. That will help you restrain your enthusiasm (or desperation) PLUS you’ll get more information, which you’ll need to do the project.

2. Offer a paid, 1-hour brainstorming meeting instead of a free interview or portfolio review. To do this, explain how your prospect will benefit much more from a brainstorming session than a mere portfolio presentation. Then, even if you decide not to work together, they’ll walk away with some good ideas and you will have been compensated for your time.

Unless you’re interviewing with a teensy design studio, chances are good you’ll meet with more than one person. At the very least, you should know your interviewers’ names and titles before you show up. If the hiring manager doesn’t give you this information, simply ask for it: “I’d like to be well-prepared for our time together. Might I ask who I’ll be meeting with during the interview process?”

To really impress, though, it’s smart to know more about these people, and then tailor your message to them. Get their names and titles, and then visit the firm’s website to learn more about them. Google them — see if they’ve been written about in the design media, if they’ve won awards, if they’ve presented at industry events, if they’ve authored white papers. In a recent Career article for HOW, columnist Julie Sims recommends, too, that you target your conversation to whoever you’re meeting with. For example, you shouldn’t get super-detailed about your creative process if you’re meeting with a CEO, but you should be prepared to explain your thinking if you’re showing your book to a creative director.

At the risk of stating the obvious, every designer should have a website or web presence of some kind. Websites serve as your marketing and self-promotional tool 24/7. Make sure you have a dedicated e-mail account and an email link on your site for people to contact you (and check your messages every day).

If you can’t afford a website/hosting services, etc, then start a blog (it’s free) and carve out some time to write about anything. You’ll be surprised at how many people will be interested in what you have to say. Contribute to discussion groups and design forums. Make yourself famous. (more…)

When you present a proposal to a prospective client, include an addendum of testimonials from former clients and accompany the testimonials with samples/screengrabs of work you did for them. If you already have this type of content published on your website then great, you can repurpose it in your proposals.

Email past clients now and ask for a testimonial, then add them to your contract/proposal templates.

This is the how the world works, period. Never, ever burn a bridge. Keep in touch with past clients. Send them a “touching base” email thanking them again for the business, telling them you would be happy to work with them again because it was a great experience, and openly ask them for referrals. Send them holiday greetings. Watch their PR list and email them congratulations when you see they have made any interesting announcements. WOMM (Word of Mouth Marketing) is more important than ever because everyone is more sensitive to and savvy about traditional advertising. It is being lumped together with what I would consider to be viral marketing, as you can see here in wikipedia. Our friend Andy Sernovitz has written a book on the topic and has started a growing membership organization called WOMMA.

Set up a google press alert for both former and current client names now so you can learn when they are in the press…and then contact them when they are.

Email past clients now with specific questions that might lead to word of mouth business: “Do you have any business associates in need of a website refresh / new business cards / a marketing DVD of services? Below are some highlights of recent projects we have completed. Please feel free to pass along to any associates you feel might benefit from working with us. And here are some testimonials from some of my happy clients.”