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Moving the first steps:how to win new clients
#LSLive #movingthefirststeps @LanguageShow @3P_Translation
M A R T I N A E C Om a r t i n a @ 3 p - t r a n s l a t i o n . c o m
About Me
Italian translator & interpreter (IT, EN, FR)
London, UK
3P Translation
Martina Eco | 3P Translation | martina@3p-translation.com
Facebook: 3P Translation
Twitter: @3P_Translation
Web: 3p-translation.com
Translation Seminars
11.30 - NRPSI and Regulation in the Second Decade of the 21st Century
12.30 - Translating Europe: Young People in Translation
13.30 - Inspiring Confidence and Enhancing Credibility
14.30 - Ssh? Confidentiality Issues for Freelance Interpreters and Translators
15.30 - Working with Languages: Vendors' and Agencies' Perspective
Martina Eco | 3P Translation | martina@3p-translation.com
Overview
Martina Eco | 3P Translation | martina@3p-translation.com
WHYThe importance of finding clients
WHATTypes of clients
WHOResearching clients
WHEREOn and offline opportunities
HOWContacting clients
WHYThe importance of finding clients
WHATTypes of clients
WHOResearching clients
WHEREOn and offline opportunities
HOWContacting clients
When you’re an employee…
Martina Eco | 3P Translation | martina@3p-translation.com
?
But when you’re a freelancer…
Martina Eco | 3P Translation | martina@3p-translation.com
?
Clients are key!
Martina Eco | 3P Translation | martina@3p-translation.com
Why keep searching?
Demand is volatile
Some clients will need your services all the time
Some others will only need them once
Martina Eco | 3P Translation | martina@3p-translation.com
Why keep searching?
The market is volatile
Some companies will last forever…
Some others will not
Martina Eco | 3P Translation | martina@3p-translation.com
Your Client Base
Martina Eco | 3P Translation | martina@3p-translation.com
How it should be
Varied
Reliable
International
Numerous
Martina Eco | 3P Translation | martina@3p-translation.com
WHYThe importance of finding clients
WHATTypes of clients
WHOResearching clients
WHEREOn and offline opportunities
HOWContacting clients
Translation Agencies
Martina Eco | 3P Translation | martina@3p-translation.com
CONS
Lower rates Tighter deadlines
Less bargaining powerOwn terms & conditions
More competition
PROS
Easier to findEasier to approachEasier to research
They know the businessMore willing to trust newbies
Direct Clients
Martina Eco | 3P Translation | martina@3p-translation.com
CONS
Harder to findHarder to approachHarder to research
Might not know the businessLess willing to trust newbies
PROS
Higher ratesBetter deadlines
More bargaining powerAgreed T&Cs
Less competition
Your Client Base
Martina Eco | 3P Translation | martina@3p-translation.com
How it should be
Varied Reliable
International
Numerous
Martina Eco | 3P Translation | martina@3p-translation.com
WHYThe importance of finding clients
WHATTypes of clients
WHOResearching clients
WHEREOn and offline opportunities
HOWContacting clients
What if you get a call…
Martina Eco | 3P Translation | martina@3p-translation.com
…from someone who needs a translation. It’s a lot of words, it’s going to keep you busy for weeks, and they’re willing to pay your full rate. Sounds amazing, doesn’t it?
But then…
Martina Eco | 3P Translation | martina@3p-translation.com
…you carry out all the work, deliver the translation, send your invoice, and when it’s due… there’s no money in your account. You email the client and they don’t answer. You look for a telephone number and you find no companies with the name that this person gave you. You just lost a lot of time, effort and money.
The key is…
Martina Eco | 3P Translation | martina@3p-translation.com
RESEARCH
Where to look
Martina Eco | 3P Translation | martina@3p-translation.com
Companies House / Registrar of companies http://wck2.companieshouse.gov.uk/ https://beta.companieshouse.gov.uk
EU VAT number check (VIES) http://ec.europa.eu/taxation_customs/vies/
Where to look
Martina Eco | 3P Translation | martina@3p-translation.com
Translator websites http://www.proz.com/blueboard/ http://www.translator-scammers.com http://www.atc.org.uk/en/
Facebook groups Speaking Dolphins (invite only) Watercooler The League of Extraordinary Translators
Pick up the phone
Your Client Base
Martina Eco | 3P Translation | martina@3p-translation.com
How it should be
Varied
Reliable International
Numerous
Martina Eco | 3P Translation | martina@3p-translation.com
WHYThe importance of finding clients
WHATTypes of clients
WHOResearching clients
WHEREOn and offline opportunities
HOWContacting clients
Where do you find clients?
Martina Eco | 3P Translation | martina@3p-translation.com
EVERYWHERE
Offline
Martina Eco | 3P Translation | martina@3p-translation.com
Trade shows
Networking events
People you know
Walk around…
Online
Martina Eco | 3P Translation | martina@3p-translation.com
Websites
Social media
Chamber of commerce
Forums
Go Global
Martina Eco | 3P Translation | martina@3p-translation.com
Don’t stick to one country or market
Explore opportunities abroad
More possibilities
Think of your language combo(s)
YOUR CLIENT BASE
Martina Eco | 3P Translation | martina@3p-translation.com
How it should be
Varied
Reliable
International Numerous
Martina Eco | 3P Translation | martina@3p-translation.com
WHYThe importance of finding clients
WHATTypes of clients
WHOResearching clients
WHEREOn and offline opportunities
HOWContacting clients
Let’s play ‘Employee’ again
Martina Eco | 3P Translation | martina@3p-translation.com
Freelancers do it themselves
Martina Eco | 3P Translation | martina@3p-translation.com
My experience
Low response rate
Lower conversion rate
EVERY CLOUD HAS A SILVER LINING
Martina Eco | 3P Translation | martina@3p-translation.com
CV: what not to do
Overwhelming information
Irrelevant information
All work experiences & education
Martina Eco | 3P Translation | martina@3p-translation.com
CV: what to do
Keep it simple Keep it short Keep it relevant Be creative
Martina Eco | 3P Translation | martina@3p-translation.com
My personal case
Martina Eco | 3P Translation | martina@3p-translation.com
Simple, clear, concise, personal email & new CV
Long, unclear, impersonal email & old CV
7.5%RESPONSE
1%CONVERSION
30%RESPONSE
15%CONVERSION
Contacting clients: premise
Think of yourself as the SOLUTION to their PROBLEM
They need to know you will SATISFY their NEEDS
Highlight your VALUE to them
Martina Eco | 3P Translation | martina@3p-translation.com
Contacting clients: theory
KEEP IT SIMPLE & SHORT!
Make it personal
Be polite, be friendly, be professional
Martina Eco | 3P Translation | martina@3p-translation.com
Contacting clients: emails
Martina Eco | 3P Translation | martina@3p-translation.com
Short, simple sentences
Introduction, body, conclusion
Body: problem + solution
Contact details
Who’s more important for the client?
Martina Eco | 3P Translation | martina@3p-translation.com
TRANSLATORCLIENT
Which pronouns should you use?
Martina Eco | 3P Translation | martina@3p-translation.com
I, MEYOU
How do you start an email?
Martina Eco | 3P Translation | martina@3p-translation.com
DEAR SIR/MADAMDEAR MR. SMITH
How do you end an email?
Martina Eco | 3P Translation | martina@3p-translation.com
KIND REGARDSSEE YA
Let’s practice…
Martina Eco | 3P Translation | martina@3p-translation.com
Situation
You are shopping at your local supermarket and buy some French cheese. Since you usually don’t go to the supermarket, you do a Google search to see if you can buy that cheese online. You find the producer’s website and online shop, but it’s all in French. You can see that they ship to Scotland as well, but there is no English website…
Let’s practice…
Martina Eco | 3P Translation | martina@3p-translation.com
• Clearly state the problem: they might not know they have it!
• Give them your solution: show how you can benefit them
Most Scottish consumers don’t speak French, and they’re not likely to buy online from a website with no English version. Translating your website into English can boost your sales in Scotland and increase your turnover. As a translator specialising in food marketing, I can help you grow your business by translating your website from French to English and make it attractive for Scottish consumers.
Keeping clients
Always deliver high quality
Respect deadlines
Act as a business partner, not as a job seeker or employee
Show your added value
Learn to say NO
Martina Eco | 3P Translation | martina@3p-translation.com
Martina Eco | 3P Translation | martina@3p-translation.com
For questions and comments: martina@3p-translation.com
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