Identifying Your Constraints

These constraints can include:

• Market limitations (specializing in a niche)
• Competency limitations (insufficient skills)
• Capacity limitations (lack of time for sales)
• Sales process hurdles (procrastination)
• Negative mindsets and misconceptions

Regardless of the nature of these constraints, they can be overcome.

Market Limitations

Choosing a niche can confine you to a small market. Many IT freelancers concentrate on specific industries—some may cater exclusively to startups, while others might focus solely on finance or Scrum methodologies. Clients typically seek experts in their specific fields, but an overly specialized market can lead to stagnation.

For instance, as a former SAP CRM consultant, I witnessed my market gradually shrink as industry needs evolved.

Expand your horizons! Consider other market segments that may interest you:

• Industry type
• Company size and age
• Required services (consulting, development, training)
• Technologies used
• Geographical location

Create a list of potential market segments and identify which ones intrigue you. Assess the demand and compensation across these segments, and ensure you diversify your focus.

Competency Limitations

Your skills might hinder your entry into new markets. You may discover an attractive segment with high demand and favorable compensation but realize you lack the necessary skills.

Reflect on what you need to learn to thrive in that segment. Consider acquiring knowledge through various means: reading relevant books, attending training sessions, participating in industry events, and writing about the subject. With dedicated effort over six months, you can secure your first project in that area.

Alternatively, explore opportunities within your current projects. For example, if you're a developer on a Scrum team aspiring to become a Product Owner or Scrum Master, observe their operations and engage in discussions. Offer to take on responsibilities during their absences.

Capacity Limitations

In marketing and sales, you may find yourself stretched too thin. Many freelancers allocate all their time to project work, which is manageable until a project unexpectedly concludes. The sudden void often leads to a sales slump due to neglected marketing efforts.

To counter this, consistently allocate time for marketing and sales activities, even during lucrative projects. Prioritize your limited time on content creation—writing about relevant topics can showcase your expertise and support your clients. Delegate other tasks when possible.

Sales Process Hurdles

Sometimes, you know what actions to take but procrastinate due to an ineffective sales process. If you’ve relied on recruitment agencies in the past and their effectiveness has diminished, it’s time to reassess your approach.

Develop a direct strategy for engaging potential clients. Create a plan, such as reaching out to two decision-makers on LinkedIn daily and following up with a phone call after a week. Avoid letting discomfort cause delays; consider it a 30-day challenge. Treat responses as learning experiences rather than personal rejections.

Negative Mindsets and Misconceptions

A pervasive negative attitude towards marketing and sales exists within the IT community. Many freelancers have faced poor inquiries, leading to frustration. Additionally, marketing and sales may not be enjoyable for everyone.

Evaluate your perceptions of marketing and sales. Identify aspects you enjoy—perhaps writing articles or networking with peers at industry events. Focus on these enjoyable activities rather than forcing yourself into uncomfortable tasks like cold calling.

While various barriers exist for IT freelancers in marketing and sales, the encouraging truth is they are primarily self-imposed. With commitment and discipline, you can effectively dismantle these barriers.

The first video titled "How To Break Free From Your Limitations" provides insights on overcoming personal restrictions that hinder success.

The second video, "Using NLP To Free Yourself From Limitation," explores techniques in Neuro-Linguistic Programming that can aid in breaking free from self-imposed constraints.