Anti-Sell | The Indie List webinar Sept 2024

An Anti-Sell talk for The Indie List, a freelancer marketplace in Ireland, for one of their monthly webinars. My first Anti-Sell talk since the rebranding in line with the 5th anniversary in early 2024.

Find out more about Anti-Sell at https://anti-sell.com/

1. Marketing, Lead Generation
& Networking Tips for
Freelancers Who Hate Sales

2. Anti-Sell
Old New

3. Me
Main
•SEO since 2009
•Freelancer since 2013
•Morgan Online Marketing
Also
•Anti-Sell
•The DEMONS Series
•DM of the Mists

4. I have a confession.

5. I hate sales.

6. I sales.

7. The problem with sales

8. The problem with sales

9. No.

10. The best way to sell is not to sell

11. The best way to sell is NOT to sell

12. 1. Networking ≠ business networking events

13. 1. Networking ≠ business networking events

14. 1. Networking ≠ business networking events

15. 1. Networking ≠ business networking events

16. 1. Networking ≠ business networking events
Networking is what you make of it

17. 2. Go to ‘semi-related’ events/meetups

18. 2. Go to ‘semi-related’ events/meetups
•Example 1:
•Big SEO conference (twice)
•Audience size: 500 (combined)
•No. of direct enquiries: 1

19. 2. Go to ‘semi-related’ events/meetups

20. 2. Go to ‘semi-related’ events/meetups
•Example 2:
•Small local web developer meetup
•Audience size: less than 50
•No. of direct enquiries: at least 6

21. 2. Go to ‘semi-related’ events/meetups
•Other examples (for me):
•WordPress meetup
•Ecommerce/online business meetup
•Startup meetup
•PR meetup
•Design meetup
•What would work for you?

22. 3. Tips for making networking easier
•Go with a friend
•Check the attendee list before you go (if available)
•Chat to people on social media before you go
•“Hey, I think I know you from Twitter...?”

23. 4. Start something

24. 4. Start something
•Start a meetup
•Start a conference
•Start a webinar
•Start a podcast*
•Start an online community
•...And so on

25. 4. Start something
•Start a podcast*
* How is starting a podcast a networking opportunity?

26. 5. ‘Invite’ people you want to network with
•Speakers at your events/webinars
•Guests on your podcast
•Interviewees on your blog
Example (for me): Head of SEO at big local company
They might not have known you before
...But now they do

27. 6. Struggle to network offline? Do it online
•Forums
•Blog comments (e.g. Disqus)
•Private communities
•Facebook groups
•LinkedIn groups
•Webinars (e.g. comments section)

28. 7. Consider coworking
•Coworking is not for everyone
•BUT give it a chance!
•It’s the people who make a space - so try different ones
My coworking ‘strategy’:
•Be based at one space primarily (if possible)
•Visit other spaces periodically (e.g. once a month)
(Small print: I don’t go coworking as much as I used to, but the above used to work for me really well when I did.)

29. 7. Consider coworking
Tips for getting known in a coworking space straight away:
1.Engage with the community
•Online groups, events, etc.
2.Ask people for an intro coffee
3.Take cake (seriously!)
•(Gluten-free for me please!)

30. 8. Create resources for your target audience
SEOno.co.uk/coworking

31. 8. Create resources for your target audience
TechEvents.Wales

32. 9. Social (media) etiquette
•Your online self = your offline self
•House party ‘politics’ example
•Don’t always/only talk about business
•Be consistent (e.g. same profile pic)
•Be nice! (my ‘keep your cool’ story)

33. 9. Social (media) etiquette

34. 9. Social (media) etiquette

35. 10. Be as niche as possible
•“You’re a web designer”
•Web designer
•> WordPress web designer
•>> WordPress web designer in the wedding industry
•>>> WordPress web designer who only works on wedding bands’ websites
•Easier for others to refer you
•More specialised
•Easier to ‘sell’ yourself

36. 11. Be ‘you’ – not your company
vs.

37. 11. Be ‘you’ – not your company
•For me, Steve Morgan > Morgan Online Marketing
•“People buy from people”
•People respond better to faces than logos
•More authentic
•More personable(!)

38. 12. Sell yourself through testimonials
•When you say good things about yourself =
•When others say good things about you =
•Don’t tell everyone how good you are - let others do it for you
•The LinkedIn technique
•(Get your testimonials via LinkedIn, not via email)
•See also: awards

39. 12. Sell yourself through testimonials
•Just starting out?
•Get LinkedIn recommendations from:
•Fellow college/university students
•Old colleagues from pre-freelancing jobs
•Friends
•Family
•(It’s not the best – but it’s better than nothing!)
•Treat them more as ‘character’ recommendations / references

40. The Anti-Sell way - summary
•There’s more to networking than just business networking
•There should be something for everyone (even the least businessy of us!)
•Go to ‘semi-related’ events/conferences/whatever
•Run your own [something]
•Be good/nice/helpful to people
•Be a person, not a faceless company

41. The Anti-Sell way - the result
•People sell you for you - so you don’t have to
•You sell yourself without even trying
•It makes the overall sales process easier
•Who knows? You may even begin to enjoy sales...!
•Networking nirvana

42. Anti-Sell: the book
Winner of 5 international book awards
•“Refreshingly honest insight”
•“A business must-read”
•“This book didn’t disappoint”
•“Clear and simple”
•“No fluff”
Paperback | Kindle | Audiobook | PDF

43. Thanks / keep in touch
Web
•anti-sell.com
Social
•Twitter/X: @steviephil
•Threads: @steviephilcdf
•Bluesky: @steviephil.bsky.social
•LinkedIn*: @steviephil
•Instagram: @steviephilcdf