When I went freelance, the idea of selling something never really came into it. I was a writer, first and foremost, and I worked for women’s magazines and newspapers. (There were no websites ‘back then’!).

I would email different editors - often someone I knew from my contacts/friendship circle - and say I was available. My name was often passed on, too.

I found myself working across magazines such as Reveal, Bella and Chat, as well as at the Daily Mirror. This is known as ‘shifts’ and is essentially freelance temping. The most selling I did was when I pitched a story idea to an editor in my own time, or in-between shifts when working from home. However, I wasn’t reliant on pitching as the shifts were plentiful. Selling was the furthest thing from my freelance mind.

Fast-forward 15 years, and selling is a huge part of what I do. Spoiler alert: I HATE IT. It feels unnatural, forced, obvious and ICKY. If you haven’t heard of them, sales funnels are essentially models showing how you bring customers into the point of sale. You attract them (social media, adverts), you show what you’re offering, down to the sale itself. It’s about customer ‘journey’, and how you don’t just pounce into “want to purchase?!”

I don’t like the idea of a sales funnel - it feels like I am luring people in, like a spider. The idea that content, or the things I post and share are the beginning of a funnel where people will eventually buy from me feels… shady.

But that’s how things work, right? So how have I made peace with it?

One of the things I do know is the thrill of the sale. The moment someone signs up to work with you, or offers you a contract. The moment they do that, there’s a big wave of relief, joy, reassurance and pleasure, so that means we have to do the ‘pain’ part first.

I also know there will be lots of you who enjoy the selling aspect of things. You ‘Apprentice’ types who like to negotiate, to barter and to shake hands and say ‘deal!’. I love the Apprentice, and I think it’s because I actually admire those people who can go for the jugular when it comes to sales. The idea of ‘shake on it!’ gives me the creeps, but I love watching them do it, and squirm as they try to make the sale. I guess in that pressured environment, they’re not able to work the funnel, they are forced to go for the direct sale. I love it because it reminds me of who I’m not, and who I never want to be! I would not last long in a world where I had to wear high heels, tight dresses and thank someone who fired me ‘for the opportunity’.

So, with all this in mind, here are my tips and what I’ve learned when trying to make peace with the ‘ick’ of sales:

1. I’ve realised it’s not always about the sale. It can be about messing about on Reels, or sharing some information JUST BECAUSE. When you stop thinking of every single thing you do for your business as part of the sales process, you feel less like you’re constantly selling.

2. I’ve checked in with my values and goals for Freelance Feels, to make sure that what I do put out there, and when I do have a call with someone about work, I know I am being true to what I want to help people with. Being honest means I feel less spidery and sneaky about them being in the funnel.

3. Accepting the funnel exists! You see, people ARE in your funnel. It’s how sales work. So you have to accept it exists, and try to embrace the idea that people will know they’re part of that process. Some of them will want to sign up, which means they are choosing to come through the end and do business with you. Less ICK, more WELCOME!

4. Change the word. Don’t like sales? Try using different language to make it less icky. Signing up a new client is different to selling your product to them.

5. Being OK with the unfollows. I often tell people to unfollow or mute, and I can see it happening to me some days. That might be because I went a bit ‘salesy’ on them. Well, so be it. Accepting that means you can get on with things rather than worrying if you’ve put someone off. You might have done. Back to those values, keep being you!

I totally recommend the book Anti-Sell by Steve Morgan if you’re feeling the ‘icky sales feels’, too.

How do you feel about sales? Do you love the thrill of the sale? Enjoy the funnel? Let me know!

The Self-employed Spring Clean

Now, with my best ‘trying not to feel icky’ feelings, I’d like to tell you about a new course I’m running. The self-employed spring clean starts on March 28th, and the early bird price is £199. It’s all about cleaning up, re-organsing, sorting, prioritising and preparing for Spring and Q2.

I decided to design it after a chat with a possible client about ‘Freelance Fire’. She asked if I had anything about productivity, and getting organised. I didn’t! Well, I do now! The course runs for 3 weeks, and has worksheets, a coaching session on any topic you like, a CV coaching session and optional group zoom calls.

Early bird tickets are £199. Full details at www.freelancefeels.com/selfemployedspringclean

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FREELANCE CV WORKSHOPS

I’m also running three CV workshops this month, today at 11am, on the 3rd at 6pm and the 23rd at Midday. All bookable through Eventbrite. We talk about what you need on a freelance CV, what you don’t (GCSEs, anyone?), why I believe you need more than one CV and why a one-pager is the best format. Workshops are £20 per ticket.

Read, listen, subscribe

Read: I’ve joined TikTok! I’m not sure about it yet, but I’m dabbling. This piece is an interesting read on the pros and cons

Listen: Meet me on the M53 is a podcast from two of my coaching friends, Fay Blakey and Rebekah Whitaker. We talk about being a ‘threelancer’ as well as the warts and all experience of freelance life.

Subscribe: IPSE is running an event for women in self-employment on International Women’s Day . Themes include Female leadership and entrepreneurial potential, tackling gender inequality and building confidence when pitching for work and negotiating.

And finally… are you giving up anything for lent? I always used to, when I was younger. This year I’m toying with the idea of giving up chocolate. But I also wondered about giving something up with regards to business. For example, worrying about what other people think of me, or social media in certain hours… I’ll let you know what I decided next month.

See you in April!

Jenny

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