92: Cracking the Code to Consistent Client Work with Scott Stransky

How do you ensure that you will be getting consistent client work the moment you land your first client? This is the secret that our guest, Scott Stransky, is going to reveal to us today!

Scott is the founder and content lead at Full-Funnel Content, a boutique content development firm serving the B2B tech industry. After nearly a decade in various sales and client services roles, Scott broke into professional writing by producing case studies for well-known tech brands like Adobe and Cisco. 

Today, Scott is a highly sought-after copywriter, content strategist, and business consultant who works with everyone from 10-man startups to global Fortune 500 companies alike. His work includes various long- and short-form content for organizations serving industries like cloud computing, HR tech, software-as-a-service, and both mental and physical health platform providers.

Scott presently resides in Denver, CO, with his Nurse Practitioner wife, Hailey, and their 2-year-old reservation rescue dog, Gus. 

Scott’s career path:

• He started his career as an Admission Consultant for a profit art school. 
• After he moved to Denver, he came in contact with an agency that specializes in customer testimonial marketing called Customer Advocacy Programs. During his interview, he talked about how he really liked to write. Fortunately, the company hired him for a hybrid role and taught him how to write with the skills that he developed based on his experience with accounts and management over the period of time. 
• Within three months of starting the job. He became a full-time writer, receiving client work like writing case studies for big software companies, and that snowballed. 
• After three years of working in the company, he decided to go on his own and started freelancing.
• The company taught him how to write through a writing test. They gave him a sample of what the company does, recordings, call notes, and interviews and told him to start writing about it. 
• He started freelancing with case studies and actively sought out opportunities to get client work and start writing like blogs, ebooks, white papers, and other content assets.

Getting a Consistent Client Work with His Project Called “Cracking the Code for Consistent Client”

• He originally planned on calling it “Cracking the Code to Business Development as a Freelancer.” It is worth checking out if you’re looking to find out how to get consistent client work, but then we’ll reveal some of his valuable tips in this episode.
• Cracking Code for Consistent Client came about through his hardship of facing a huge financial problem. 
• Getting client work and being consistent in that role starts with understanding how to target who you want to work for. For Scott, it meant going to the jobs board and searching for companies who were hiring for work that he could do. 
• After finding the clients, he’ll do a deep dive search on Linkedin to find who might be the hiring manager for the role. 
• Do the elimination process and narrow it down to 2-3 people that he thinks are heavy influencers. At this point, he will send a direct email to their corporate email using an email scrubbing tool, tracking what happens to the email. 
• After finding out what happens to email, if it gets opened and re-read many times, go ahead and push through for a meeting. A get-to-know meeting of 15-20 mins, but it goes a little longer than that. You propose 15-20 mins, they propose an hour. I want them to make the decision that they need more than 15-20 mins to talk to me, so that gives me the time that I need to explain my background and convince them that working with me is a better option than working with another writer.
• He shared that the prospective clients who go immediately to the cost are not generally the ones he ends up working with. They’re more interested in how little they can spend versus what they get for their money.
• Subject Line Tip: Keep it simple, straightforward, and conversational. 
• When he sends a helpful article, it is based on what he knows from their Linkedin profile and business job postings. But sometimes, it is an article about their industry or about their competitors to let them know that he is paying attention to what’s going on in their market and that he can help them compete with this type of content.

Connect with Scott on social media: www.linkedin/com/in/sjstransky

Check out his website! His awesome work speaks to why he is getting client work: www.funnelcontent.com

Also mentioned on the show: https://www.jennifergregorywriter.com/

Do you have more tips on how to ensure you’re getting client work consistently? Share with us in the comments, or don’t forget to share this episode with colleagues who might have the same question.