Certain individuals become members of the club to learn more about running a freelance business. Others find value in showcasing their portfolio and making industry connections. Additionally, there are members who join the Freelancer Club specifically to secure new clients. While offering general advice on best practices when applying for work is always useful, we decided to ask one of the more successful members of the club who appears to have mastered the art of landing the job!

Meet freelance photographer, Mike Hogan, a long-time member of the Freelancer Club. We reached out to find out how Mike has managed to be so successful when it comes to landing freelance jobs, his approach when applying for opportunities, and his secrets to getting that all important initial reply. 

Tell us a bit about your journey. How did you start freelancing?

I am a photographer and also work with video. Starting out, I was taking family photos using a manual film SLR camera and attending various family events, then taking photos at schools which led to business related events - having connections within the music industry and arts has also helped me.

When I worked with analogue film, I used to develop the film and then process and print myself in black and white - I had a dark room. I learnt so much by starting out this way, where I am in total control and not the equipment that is used. Even with digital equipment I still do many things manually which I find to be more accurate and faster.

I cover many photographic disciplines with my main areas being corporate events, fashion (live shows) and weddings - I still love black and white photography and offer this as a dedicated service, some don't realise that black and white photography is not simply colour to black and white it is an entire process.

I have had other jobs over the years including [work] in a film processing lab and in marketing (I also have a marketing background), but my photography was always there and am now full-time doing what I love.

Can you walk us through your approach when applying for jobs on Freelancer Club? 

I like to communicate accurately, so will first review the quote request and tailor my response accordingly based on the information a potential client has provided. Giving a full overview of what I can offer, experience I have as well as some information about myself.

Depending on the quote, I will sometimes directly message them with a more detailed breakdown including some additional available services that they may want such as video. 

I will always try my best to arrange a phone/video call which is much more personal and this will generally lead to securing the job.

In the early stages, you are effectively pitching to get a response and first impressions count! 

In your experience, what strategies or techniques have you found to be effective in grabbing the attention of clients? 

I pay attention to what a client actually wants, take an interest and respond accordingly. I will explain some of the processes with a little overview of my experience and service offering for what they are looking for. My initial contact is generally softer but a detailed approach.

My main aim is to generate that all-important response from the client, once contact is made then the full communication and pitching process can begin.

I also ensure that my portfolio reflects what is required from the client - you can move photos around on your Freelancer Club profile page or select [specific] images for the quote and direct to your Freelancer Club profile/website/social media. Many won't reply, but this is never a negative even if you have lost [the job] to another freelancer since many will have remembered my response and have come back sometimes many months later to hire me for another job.

I have also had, on a number of occasions, turned rejection around into a confirmed booking even after they have said that they have gone with another photographer. This is part experience, part confidence and knowing that you can deliver a good job for the client and expressing this to them.

How do you research and evaluate potential clients or projects before submitting your proposals?

Freelancer Club don't release client contact details or information so it's in a way a little like tendering for a corporate/local authority job. So I simply provide detailed and accurate information on what I can do and [highlight that] I am very passionate and knowledgeable about what I do, which many have commented on when I do speak to them. Once you have a response you can research them or their company quite easily and use this information you have to help secure the job.

What factors do you consider in determining the suitability of a project for your skills and interests?

Firstly you need to be interested in the actual job, knowing that you can deliver. As a creative, this is actually very important. I will prioritise applications based on my experience and interest in a specific area i.e. corporate events/fashion/weddings/portraits. But I will occasionally apply for something that's out of my comfort zone for the experience and will also let the client know about this. Always be honest with the client.

Can you share any specific tips or advice for freelancers who are new to Freelancer Club?

By joining the Freelancer Club, you have already made your first step. Never focus just on price, I've seen so many do this. Price is rarely the outright deciding factor but so many focus too much on this. Your dedication and hard work will ensure you succeed and your fee should always reflect this, never under value your work and charge what you are worth, your clients will understand this once the full process has been explained.

If a client mentions its a test shoot [a collaboration that is not a paid job], remind them that a test shoot does not mean your work will be free, its still work and you may spend many hours or even days on a test shoot and you should get paid.

I apply for the job with an initial overview of what I can offer and how it will benefit the client (not the other way around), you need to think from the clients side. I will suggest some ideas that they might not have thought of but stay on point on what their requirements are. If you don't receive a response, don't bombard them with messages they may not be ready yet or still reviewing options but this does not mean you have been forgotten far from it.

When it comes to communication with clients, what strategies do you employ to establish rapport and build trust? 

Communication is key to the entire process. I will refer them to my Freelancer Club profile and other links. But nothing beats having a good conversation or meeting in some cases. I will often have a conversation with a client that is not about the job, just a nice chat - followed by a booking. Your confidence in this area will grow as your experience does. And finally, always be positive! No matter what creative discipline you specialise in, you know you can and will succeed.

Connect with Mike Hogan by following his profile or sending him a message on Freelancer Club.