How I Turned My Newest Copy Client Into a Retainer

Last month, I landed a brand new copywriting client.

Yes, I’m a copywriting coach who still writes copy for clients.

Unlike a lot of the copy coach gurus out there, I’ve still got skin in the game.

And I like it that way.

Why?

Because:

1) It’s fun writing copy for clients
2) My copy clients pay me really good money
3) I get to show you what works as a copywriter right now (not outdated tactics)

So anyways, month one with my newest copy client is officially over (and they sent me a four-figure check)

Now what?

Well, if I was a newbie copywriter, I’d say “Thanks, pleasure working with you” and move on with my life…

And that would mean hopping on the freelance hamster wheel. I’d have to start from scratch to try to hunt down a new client each month to (hopefully) replace the last.

But, that takes a lot of time. And I didn’t start this business to trap myself into another 12 hour workday. (that’s why I left my last job).

I became a copywriter to have more free time.

So, a little tip for you: Whenever you get a copywriting client, it’s crucial you keep that copywriting client.

So, here’s how I convinced her to stick around on a monthly retainer:

1. We got on the same page with the main goal at the beginning

2. Told her what I'd do in the first month before we started

3. I did what I said I would do in the first month (and more)

4. I got quick results for her that she visibly see

5. I told her we got those results in the first month

Point #5 is crucial — I communicated the first months’ results with her.

If you want to turn a one-time project into recurring revenue, you need to COMMUNICATE the results you got for your client (especially how it relates to their main goal).

Just remember: Your copywriting clients are BUSY business owners.

They don’t always have time to hunt down all the numbers 24/7 to see if you did your job properly. That means they won’t always know if you’re doing a good job or a bad job.

To solve that?

You need to reiterate the value you provide to them

Lead the way. Create a monthly report or campaign report. Communicate your worth. Show them the numbers.

Keep in mind...

Business owners aren’t hiring you to be their friend. They’re hiring you to make them more money. That’s your job.

You are their investment.

And if they don't know with 100% certainty you're a good investment (and that you're getting them a positive ROI)…

…They'll assume you're a bad investment.

This typically means you need to show proof of increased revenue, conversions, traffic, or audience growth.

In other words, you’ve gotta show them the money.

If you can’t show them the money — and they see you as a bad investment?

They’ll pull their money out.

So, show them the money and they’ll give you more money.

You need to do everything you can to prove you’re getting them results:

• Get clear on metrics (i.e. traffic, audience growth, conversions, revenue)

• Get clear on the tasks/projects you’ll complete to get those metrics

• When you reach those target metrics, show them the numbers

Bonus: Once you show them the numbers from your first project together…

Let your client know the next steps you’ll take to achieve the main goal and improve results even more.

Then, rinse and repeat.

-Brandon “show me the money” Storey

P.S. Not sure how to get results for clients yet?

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If you can’t get results with your copy, it means you simply haven’t built up your copy skills enough yet.

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