Moving the first steps: how to win new clients

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 | [email protected]

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


Overview


WHYThe importance of finding clients

WHATTypes of clients

WHOResearching clients

WHEREOn and offline opportunities

HOWContacting clients






When you’re an employee…


?

But when you’re a freelancer…


?

Clients are key!


Why keep searching?

Demand is volatile

Some clients will need your services all the time

Some others will only need them once


Why keep searching?

The market is volatile

Some companies will last forever…

Some others will not


Your Client Base


How it should be

Varied

Reliable

International

Numerous







Translation Agencies


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


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


How it should be

Varied Reliable

International

Numerous







What if you get a call…


…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…


…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…


RESEARCH

Where to look


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/

Google

http://wck2.companieshouse.gov.uk/

http://wck2.companieshouse.gov.uk/

https://beta.companieshouse.gov.uk/

https://beta.companieshouse.gov.uk/

http://ec.europa.eu/taxation_customs/vies/

http://ec.europa.eu/taxation_customs/vies/

Where to look


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

http://www.proz.com/blueboard/

http://www.proz.com/blueboard/

http://www.translator-scammers.com/

http://www.translator-scammers.com/

http://www.atc.org.uk/en/

http://www.atc.org.uk/en/

Your Client Base


How it should be

Varied

Reliable International

Numerous







Where do you find clients?


EVERYWHERE

Offline


Trade shows

Networking events

People you know

Walk around…

Online


Websites

Social media

Chamber of commerce

Forums

Go Global


Don’t stick to one country or market

Explore opportunities abroad

More possibilities

Think of your language combo(s)

YOUR CLIENT BASE


How it should be

Varied

Reliable

International Numerous







Let’s play ‘Employee’ again


Freelancers do it themselves


My experience

Low response rate

Lower conversion rate

EVERY CLOUD HAS A SILVER LINING


CV: what not to do

Overwhelming information

Irrelevant information

All work experiences & education


CV: what to do

Keep it simple Keep it short Keep it relevant Be creative


My personal case


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


Contacting clients: theory

KEEP IT SIMPLE & SHORT!

Make it personal

Be polite, be friendly, be professional


Contacting clients: emails


Short, simple sentences

Introduction, body, conclusion

Body: problem + solution

Contact details

Who’s more important for the client?


TRANSLATORCLIENT

Which pronouns should you use?


I, MEYOU

How do you start an email?


DEAR SIR/MADAMDEAR MR. SMITH

How do you end an email?


KIND REGARDSSEE YA

Let’s practice…


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…


• 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



For questions and comments: [email protected]

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Moving the first steps: how to win new clients