Salesforce Freelance Podcast
6 part series on how to go freelance in the Salesforce ecosystem.
Considering the freelance work-life but don’t know where to start? This mini-series will show you how to run a Salesforce freelance business, digging into real world discussions of how to start and thrive as a Salesforce freelancer.
The 3 Work Models & Getting Your First Clients
This first episode features Lucy Mazalon – founder of The DRIP, editor of SalesforceBen, and a self-employed Pardot & Salesforce consultant.
Lucy and I talk about her experience as a freelancer and the different ways to generate business, and how to get clients.
- We kicked off our conversation by talking about why she decided to start freelancing
- The three common models for generating freelance business, and the Pro’s and Con’s of each (Contracting Through a Recruiter, Sub-contracting Through a Salesforce Consulting Partner, Get your Own Clients Directly),
- Even if you have a preferred model of generating business (for instance, if you prefer to work directly with clients), it can be valuable to use the other two models as well,
- How to build strong relationships with trusted recruiters and referral partners,
- The importance of following up with past clients,
- Using online marketplaces (like Upwork) to generate business,
- How to take small steps to move from full-time employee to freelancer,
- Why freelancing requires particular skills, like sales, self-direction and small business management,
- Ideas on how to specialize: by industry, by getting experience/certified in a unique combination of areas…
Salesforce Freelancing: Define Your Ideal Clients
This episode features Susan Baier – founder and chief strategist at Audience Audit, a consulting firm that uses audience research to help companies identify their ideal clients.
Susan has adapted her consulting process into an online course specifically for freelancers, to give them the ability to define their own ideal clients.
- We kicked off our conversation by talking about why defining your niche doesn’t just mean focusing by industry or by Salesforce product/cloud.
- It is important to clearly define your niche in terms of the specific types of problems that you solve for your clients. For instance, while a Salesforce consultant may be a specialist in Service Cloud, they may further define their niche as being an expert in helping users become comfortable using Service Cloud (user adoption). We discuss a number of examples of problem-based niches in this episode.
- How three Salesforce freelancers with the same resume/experience, industry knowledge, certifications and years of experience could have drastically different niches and ideal clients.
- Why defining your ideal client is not a one-time event – it is an iterative process that you work on continuously over time.
- Why your marketing efforts should signal to your ideal clients that you’re a perfect fit for their needs (and should also signal to non-ideal clients that you are not a great fit for their needs).