Earlier this week, I posted an article on creating a well put together marketing campaign, which can be used for finding direct or indirect clients. Some translators prefer to work exclusively with agencies, whilst others enjoy the benefits of working with direct clients. Personally, I’ve found a mixture of both to work best for my purposes, although a higher percentage of my clients are direct.
If you’d like to find more direct clients, here are a few ideas for places you might like to look:
At the Chamber of Commerce
Your local Chamber of Commerce is a great place to start. They should have a database of companies that conduct business in the countries of your source language. Sometimes you might have to pay for access to these lists, but make contact and find out what the costs are. You can then decide whether you’re ready to invest or not.
With a Clearly Defined Online Search
A good idea would be to look for organisations that group together companies with related interests, or who have similar business goals. For example, you could start with bodies which represent import / exporters, and find out who is doing business in your language pair. You could then drill down even further, and look for ‘fruit’ importers, or for ‘textiles’ – whatever you’re interested, or specialised, in. Think out of the box and remember: sometimes the narrower your focus, the wider your net of opportunities.
Right Inside Your Inbox
Google Alerts is another great tool that delivers new leads straight into your inbox. Its tagline is: “Monitor the Web for Interesting New Content” – and if you’re savvy about it, you can use it for your translation business. For example, if you live in the UK and your language pair is English and Spanish, you could set up alerts for “England Spain” or “Spain UK” or even “Latin America UK”. Google then sends links (like an RSS feed) relevant to your terms. You might find out the UK will soon be hosting an international sporting event (it doesn’t need to be high-profile). You could then make contact with the sporting bodies and see if they need any work done (for example, any agreements or sporting codes) Or maybe a foreign construction company is joining forces with a local one . Once again, be creative. If you’d like to translate short stories, find the name of a writer you admire (preferably not too famous yet!), and set up an alert. If you’re into wine, track the upcoming international show. You can always fine-tune your alerts at a later stage, if you find it a bit overwhelming at first.
Word of Mouth
Word of mouth is probably the brass ring for most freelancers. It’s the most valuable form of marketing, and actually takes the least out of you, in terms of cost and time. Clients will happily recommend freelancers, in any field, who provide an excellent service, and who are willing to give just a little bit extra (without ever needing to sell oneself short). I don’t know about you, but I like being able to pass on a good contact. Same goes for clients.
The other form of ‘word of mouth’ starts with you. Talk about your business to your friends and people you meet. Hammering on about it like a drunk at the party is definitely not recommended, but be enthusiastic about what you do. If you enjoy what you do, this should be easy. It also helps to have a short, but memorable, ‘elevator pitch’ (although the term does make me feel a bit squeamish). When people ask me what I do, I say “I’m a French to English legal translator”. That’s it. Short and to the point, but I’ve made it more specific – not just ‘translator’. Next time they hear about someone doing business with a French company, they might just remember me. It’s happened before.
So these are just some of the ideas for finding direct clients. Where else is a good place? Any ideas? And translators, what’s your preference in terms of direct/indirect work?