How To Find Clients As A Freelancer In 2023 And Win Contracts
This post may contain affiliate links, meaning we may receive a small commission at no cost for you, if you purchase through these links.
As a freelancer, acquiring new clients can be one of your biggest challenges.
With an unceasing surge of competitors in the market, getting noticed and building a credible reputation can be daunting. Yet, understanding the nuances of attracting and retaining clients is integral to ensuring a successful freelance career.
A consistent inflow of clients is the lifeblood of every freelance business. Beyond serving as a source of income, each new client enhances your market reputation, propelling your credibility upwards. Moreover, satisfied clients become powerful ambassadors of your work, often driving referrals that can become substantial new business opportunities.
However, a well-conceived plan and a strategic approach are vital to navigate the dense marketplace and rise above the competition.
Written by an experienced freelancer, this comprehensive guide delves into the intricacies of client acquisition—a key aspect of thriving in the freelancing world. We will explore the critical facets of gaining clients in the freelance world, providing you with practical advice and insightful recommendations. We will explore essential topics like understanding your target market, crafting a compelling portfolio, strategic networking, and relationship building, effective self-promotion, astute bidding on freelance platforms, setting competitive rates, and delivering unparalleled customer service. The goal is to equip you with the knowledge and tools to elevate your freelancing career to new heights.
In essence, this strategy involves being aware of who your competitors are, what services they offer, their pricing structures, and their unique selling points. You can gain this knowledge through market research, following industry blogs and forums, or even directly engaging with competitors where appropriate.
Such insights serve a dual purpose. Firstly, they enable you to identify what sets you apart from your competitors. This could be a unique skill you possess, superior quality of work, faster turnaround times, excellent customer service, or any other aspect that distinguishes you. Knowing your unique selling proposition lets you highlight these points in your marketing efforts, pitches to clients, and overall branding, helping you stand out in the crowded freelance market.
Secondly, understanding your competition can provide inspiration for improvement. Observing successful strategies employed by your competitors could stimulate ideas for how you can refine your practices. For instance, if a competitor’s client engagement approach is earning them repeat business, could there be elements you can adopt or adapt for your own freelance business?
However, it’s important to remember that while learning from the competition is valuable, maintaining authenticity is crucial. Clients value originality and will appreciate your unique voice, style, and approach. So, while you may adopt successful strategies, ensure you tailor them to reflect your brand and values.
Furthermore, competition need not be viewed solely as a challenge. Other freelancers and businesses can also be potential collaborators. Building professional relationships with competitors can lead to mutually beneficial partnerships, shared learning, and expanded client opportunities.
Understanding and navigating competition is not just about staying ahead; it’s about learning, improving, distinguishing yourself, and potentially collaborating. By embracing competition and leveraging it wisely, you can carve out your unique space in the freelancing world, attracting more clients and ensuring your freelance business thrives.
How To Acquire More Clients
In the dynamic and often challenging world of freelancing, one factor consistently determines the sustainability and growth of your career – your ability to acquire new clients. Yet, this task is often easier said than done. Amid the fierce competition and market saturation, standing out and attracting a steady stream of clientele is an art. In this section, we will explore a gamut of strategies and actionable insights that can enable you to expand your client base, enhance your market reputation, and, ultimately, foster the growth of your freelancing career.
Understanding Your Market
Ask yourself: What challenges are they grappling with? What solutions are they seeking? What value can you bring them with your particular skills and services?
In-depth knowledge of the market landscape is an invaluable asset in this process. Keep yourself abreast with the current market trends, the evolving demands, and the specific skills that potential clients seek. This not only helps tailor your offerings to be more attractive but also provides a competitive edge by showcasing your adaptability and relevance in a dynamic market environment.
To gain this knowledge, one must commit to extensive research. Dive into industry reports, follow thought leaders in your field, join relevant professional communities, and engage in discussions. Understand the trajectory of your industry and the factors influencing its direction. Evaluate the competitive landscape to understand the services and pricing standards prevalent in the market. Annotate everything into a document or in a Notion board so to make sure not to miss a piece.
But knowledge is just the starting point. Applying this understanding to meet or exceed client expectations is the true differentiator. Every interaction with a client, from initial conversation to project delivery and follow-up, should be driven by a deep understanding of their needs. Tailor your approach and services to provide unique, value-driven solutions that not only meet but exceed their expectations.
Remember, your success as a freelancer is intricately tied to your clients’ satisfaction. When you understand your clients and deliver work that resonates with their expectations, you build trust, loyalty, and a reputation for excellence. This not only aids in retaining existing clients but also acts as a magnet, attracting more potential clients and setting you on the path to long-term success.
Building a Strong Portfolio
It’s the visual and experiential testament of your professional narrative, offering potential clients a glimpse into your capabilities. Hence, building a compelling and robust portfolio is an indispensable step in establishing and growing your freelance career.
When selecting which projects to showcase in your portfolio, careful consideration is paramount. Don’t just include projects because they exist; instead, curate your portfolio thoughtfully. Highlight projects that illustrate the breadth and depth of your skills, encapsulating your work’s diversity and epitomizing the pinnacle of your abilities. Aim to tell a compelling story that articulates your evolution as a professional, the challenges you’ve overcome, and the solutions you’ve devised.
Yet, the process doesn’t stop at simply curating and showcasing your best work. To truly make your portfolio a powerful tool for attracting new clients, it must be accompanied by an effective promotional strategy. Use various platforms, both online and offline, to make your portfolio visible to potential clients. Leverage social media, professional networking sites, your website, and even word-of-mouth to expand your portfolio’s reach and visibility.
Additionally, continuous improvement should be at the core of your portfolio development strategy. Consider seeking feedback from your past clients or peers. Their perspectives can shed light on your portfolio’s strengths and areas where it could be more effective. This feedback can be invaluable for refining and honing your portfolio, making it more impactful and resonant with potential clients.
Building a strong portfolio is a dynamic, ongoing process. As you grow in your career, your portfolio should evolve with you, constantly updated with your latest and greatest work. A well-crafted, meticulously curated, and regularly updated portfolio stands out in a sea of competitors and serves as a persuasive testament to your offerings, helping you attract and secure more clients.
Building Your Brand
Creating this brand and subsequently marketing yourself involves identifying your unique attributes and leveraging them effectively to promote your services and build a compelling brand narrative.
Start by delving into introspection. What differentiates you from others offering similar services? It could be your unique skillset, distinct approach to work, exceptional customer service, or impressive track record. This unique aspect forms the core of your brand and will serve as a cornerstone for your marketing endeavors.
Once you’ve identified your unique attributes, it’s time to weave these elements into a coherent, compelling narrative that showcases your brand. This narrative should encapsulate who you are, what you do, and—most importantly—why it matters to your potential clients. It’s not just about listing services or showcasing skills but communicating the unique benefits and experiences clients can expect when working with you.
Social media platforms such as LinkedIn can serve as potent marketing tools. With their broad reach and diverse user bases, these platforms offer an ideal space for reaching out to potential clients, showcasing your work, and promoting your brand.
Each platform offers different ways to connect and engage with your audience. LinkedIn, for instance, is a hub for professional networking and thought leadership, making it an ideal platform for sharing industry insights, joining professional discussions, and connecting with potential clients. With its visual focus, Instagram is a great place to showcase your work visually appealingly. With its fast-paced, conversational nature, Twitter is perfect for staying abreast of industry trends, participating in discussions, and establishing yourself as a thought leader.
Moreover, consider leveraging other online marketing avenues such as email newsletters, blogs, and your website to create a multi-channel marketing strategy. This ensures a wider reach and multiple touchpoints for your potential clients, increasing the chances of engagement and conversion.
Remember, marketing yourself is an ongoing process, not a one-time event. Keep refining your brand narrative as you evolve in your career, continue engaging with your audience, and consistently promote your brand across various channels. As you do so, you will stand out in the crowded marketplace, attract more clients, and scale your freelance career to new heights.
Pitching to Potential Clients
Your pitch should serve as a concise yet compelling introduction to who you are, what you do, and why you’re the right choice for the potential client. This requires a clear understanding of your value proposition. Ask yourself: What unique services or skills do I bring? How have I solved similar problems or handled similar projects in the past? What benefits can the client expect from working with me?
Ensure that your pitch does more than merely list your skills or experiences. Instead, weave your unique value proposition into a compelling narrative that showcases your capabilities, your understanding of the client’s needs, and the value you can deliver. Highlight past successes and notable achievements that align with the client’s project or needs, demonstrating that you have a proven track record of delivering results.
One-size-fits-all pitches rarely resonate with clients. Instead, consider personalizing your pitches. Tailoring your pitch to each potential client shows that you’ve done your homework, understand their unique needs, and are committed to providing tailored solutions. This might involve referencing specific aspects of their business, mentioning a recent project they’ve completed, or discussing industry trends that could impact their project.
While crafting your pitch, remember that brevity and clarity are key. You want to engage the potential client without overwhelming them with too much information. Present your pitch concisely and easily digestibly, but ensure that it’s packed with enough compelling information to pique their interest and incite a conversation.
Finally, embrace that not every pitch will translate into a successful client acquisition. Use every pitching experience as a learning opportunity, regardless of the outcome. Analyze the feedback, evaluate your approach, and refine your pitching strategy continuously. This ongoing improvement process will enhance the quality of your pitches and increase your chances of converting potential clients into actual ones over time. The art of pitching is a journey, not a destination, and each pitch brings you one step closer to mastering it.
Using Freelance Platforms
Each platform offers unique features, opportunities, and client bases, so taking the time to explore and understand each one is a wise first step. Some platforms may cater more to specific industries, skills, or project types, while others may offer broader opportunities. Assessing your skills, interests, and professional goals alongside the offerings of each platform can help you identify where you’ll be most likely to succeed.
Once you’ve chosen a platform that aligns with your goals and preferences, crafting a compelling and attractive profile is essential. Your profile is the first point of contact for potential clients on these platforms, which can significantly impact their impression of you. Ensure your profile accurately represents your skills, experience, and unique value proposition. Use a professional-looking profile picture and craft a concise yet comprehensive bio that showcases your expertise and personality. If Upwork is your choice, read these insights on how to maximise your profile and get qualified clients with advice from seasoned freelancers currently using the platform.
Optimizing your portfolio is another critical step in using freelance platforms effectively. Include samples of your best work, and if possible, tailor these samples to the kind of projects you’re looking to secure on the platform. A well-curated portfolio can significantly enhance your profile’s appeal, providing tangible proof of your skills and capabilities.
But your profile and portfolio are just the starting points. Each platform has its system for connecting freelancers with clients—some may involve bidding on projects, others may have clients reach out directly to freelancers. Understanding these dynamics, and learning how to navigate them effectively, can greatly improve your chances of securing clients. For example, this is how Upwork works for freelancers.
Moreover, don’t underestimate the value of client reviews and testimonials. High-quality work that leads to satisfied clients and positive reviews can boost your visibility and attractiveness to potential clients on these platforms.
In conclusion, using freelance platforms can open up a world of opportunities. With careful exploration, strategic profile and portfolio optimization, and a commitment to delivering top-notch work, these platforms can serve as a springboard for securing more clients and propelling your freelance career forward.
Setting Competitive Rates
Start by conducting thorough research on the market rates for services similar to yours. Networking with other freelancers can provide valuable insights into the current rate standards. Understand the upper and lower limits and the factors contributing to those variations. This will give you a general ballpark of where your prices could fall.
Next, take a careful look at your operating costs. As a freelancer, you bear the cost of business operations, including equipment, software for managing money, taxes and invoices, utilities, taxes, tools (e.g. Grammarly, Audible, books) and even your insurance. All these costs should be factored into your pricing structure. Calculate how much you need to earn to cover these costs and allow for a comfortable living wage.
Equally important is considering your level of experience and expertise. Are you a seasoned professional with a proven track record and specialized skills? Or are you at the start of your freelance journey, still building up your portfolio and expertise? Your experience, skill level, and even the uniqueness of your services can add significant value and thus should be reflected in your pricing.
Make sure you also consider your place of work and if the company allows you to work remotely from everywhere (e.g. Amazon is one of those, for many roles) and if you want to find a remote role as a freelancer. This will set up your expectations in terms of rates and salary.
But setting your rates isn’t a one-time task. It’s an ongoing process that should evolve as you grow in your career, gain more experience, and expand your skills. Regularly review your rates, taking into account any changes in your operating costs, market rates, and professional development.
Another aspect to consider is your pricing model. Will you charge by the hour, by the project, or use a value-based pricing model? Each model has its pros and cons and may be more suitable for different types of projects. For instance, project-based pricing may benefit clearly defined projects, while hourly rates may work better for projects with more ambiguity.
Remember, transparency and communication are key when it comes to pricing. Be clear and upfront about your rates, and ensure potential clients understand what they’re getting for the price. This helps build trust and sets the foundation for a positive working relationship.
In conclusion, setting competitive rates is critical to your freelance business strategy. By taking a well-researched, cost-and-value-based approach, you can ensure your pricing structure is competitive and fair to you and your clients.
Building Your Network
As indicated in a research study featured on PubMed Central, the success of a freelancer’s career is strongly dependent on effective networking.
Active engagement is the cornerstone of network building. Participate in industry events—both virtual and physical—to meet like-minded professionals and potential clients. These events offer a platform to exchange ideas, discuss trends, and showcase your expertise, all while forging valuable connections. Online forums and communities, too, offer an invaluable space for such interactions. They enable you to expand your network beyond geographical boundaries, connecting you with global professionals and opportunities.
Social media platforms serve as potent networking tools in this digital age. You can use them to showcase your work and share your insights and engage with other professionals, join industry discussions, and attract potential clients. Regularly sharing valuable content, commenting on relevant posts, and participating in discussions can help you build a strong online presence and expand your network. LinkedIn groups are one of the best way to engage with other freelancers in your niche.
Don’t underestimate the power of traditional, offline networking as well. Local community events, meetups, industry conferences, and casual social gatherings can be excellent avenues to meet potential clients or gain valuable referrals. The personal touch that face-to-face interactions bring can often lead to deeper and more meaningful connections.
When networking, having a clear and compelling narrative about your work is crucial. Be prepared to succinctly articulate what you do, why you do it, and how it adds value. This narrative should reflect your passion, expertise, and uniqueness, creating a lasting impression on the people you meet.
Building a strong network isn’t just about expanding your contact list—it’s about nurturing these relationships over time. Regularly engage with your contacts, offer help when you can, share useful resources, and show genuine interest in their work. Remember, the essence of networking lies in reciprocity. It’s a give-and-take process that thrives on mutual support and collaboration.
Investing time and effort in building and nurturing your professional network can yield enormous dividends for your freelance career. With each new connection, you open the door to potential opportunities, collaborations, and learning experiences. As the old saying goes, “Your network is your net worth,” in the freelancing world, this adage holds truer than ever.
Maintaining Client Relationships
Effective communication forms the bedrock of any client relationship. Strive to communicate, consistently, and promptly. Understand your client’s needs, expectations, and concerns by asking thoughtful questions and actively listening to their responses. Transparency in all communication helps build trust, whether you’re discussing project timelines, pricing, potential hurdles, or successes.
Show professionalism by drawing a comprehensive contract to make sure both you and your clients are protected and you get paid on time. Our guide will help you write the perfect contract for your freelancing business. Despite what you may think, clients always appreciate an organized contributors, even when it comes to money and payments.
Responsiveness is another key facet of maintaining client relationships. Responding to clients’ queries, concerns, or feedback demonstrates your commitment and professionalism. It assures the client that their project is a priority and that you’re available and attentive to their needs. Make sure you set boundaries to avoid getting trapped in a toxic working relation and, if that’s the case, do not shy away from letting your client go.
Of course, delivering high-quality work is at the core of client satisfaction. Uphold the highest standards for all projects, regardless of size or scope. Your work is your signature, so ensure it reflects your best efforts. Meet agreed-upon deadlines, adhere to project specifications, and consistently commit to excellence.
Make sure you setup a project management system to keep track of tasks and progresses and share it with your clients; use time management apps to increase your productivity (learn how to improve your time management skills for better daily outcomes).
But even the best freelancers understand there is always room for improvement.
Regularly seek feedback from your clients regarding your work and their overall experience working with you. Constructive feedback can provide invaluable insights for improving your services and deepening client satisfaction. Show your appreciation for their feedback, and more importantly, act upon it. It sends a powerful message that you value their input and are committed to continual improvement.
Building rapport with your clients also plays a crucial role in maintaining relationships. Celebrate project milestones, acknowledge their achievements, and show genuine interest in their business. These small gestures can contribute to a positive client experience, fostering a stronger, more personal connection.
Lastly, remember to follow up even after a project has been completed. Check in periodically to keep the lines of communication open and to remind clients of your services. This not only aids in maintaining a connection but also keeps you at the forefront of their mind for any future needs or referrals.
Maintaining client relationships is a multi-faceted process that extends beyond completing a project. It’s an ongoing commitment to communication, quality, improvement, and genuine connection. A satisfied client is a testament to your skills as a freelancer and a potential ambassador for your services, making client relationships a key cornerstone in a thriving freelance career.
Other Strategies To Find Clients
Diversification is key to expanding your client base as a freelancer. Beyond the common strategies, such as building a strong portfolio or effective networking, you can employ many additional approaches to find new clients. Each strategy presents unique opportunities and can be tailored to fit your specific skills and services. This section will delve into a selection of these alternative strategies, providing you with a broader toolkit to augment your client acquisition efforts.
Cold Outreach Strategy
The process begins with detailed research to identify businesses or individuals that could benefit from your services. Look for signs of need, such as businesses launching new initiatives that align with your skill set or individuals mentioning related needs on social media or industry forums.
Once you’ve identified potential clients, invest time in understanding their business or personal brand, challenges, and industry. This will allow you to craft a personalized outreach message that introduces your services and demonstrates your understanding of their needs and how you can provide a solution. Whether your first point of contact is an email, a LinkedIn message, or a phone call, ensure your message is professional, concise, and provides value. Remember, the goal is not to sell immediately but to initiate a conversation and build a relationship.
Persistence is key in cold outreach, but respecting the recipient’s space is equally important. If you don’t receive a response, a polite follow-up message after a reasonable period can reiterate your interest without seeming intrusive. And even if a prospect declines, remember that establishing your presence can sow seeds for future opportunities. Each interaction can provide learning experiences to refine your strategy and enhance your success rate.
While cold outreach requires effort and resilience, it can significantly broaden your client base beyond the constraints of your existing network.
Collaborations and Partnerships
For instance, as a freelance graphic designer, partnering with a freelance content writer could enable you to offer comprehensive website development packages. This way, you can tap into each other’s client networks and offer more value, attracting more clients.
Similarly, partnerships with businesses can be mutually beneficial. You could offer your services as a freelancer to a business in exchange for exposure to their client base or referrals. For instance, a freelance digital marketer could partner with a web development company to offer their services to the company’s clients, thus gaining access to a broader audience.
When considering collaborations and partnerships, aligning yourself with individuals or businesses that uphold the same professional standards and values is crucial. Also, clear communication about responsibilities, deadlines, and payments is crucial to ensure a successful partnership. Collaborations and partnerships can offer a synergistic approach to acquiring more clients, enriching your freelance experience with shared success and growth.
Providing Added And Unique Value
One way to add value is by offering faster turnaround times without compromising quality. This shows that you respect your client’s time and are committed to delivering results promptly.
After-service support is another avenue where you can provide added value. By offering your assistance even after a project has been delivered, you demonstrate a commitment to your client’s success and assure them of your support. This could range from answering follow-up questions, providing a brief training session, or even offering minor revisions or tweaks at no additional cost.
You could also consider offering bonuses, such as providing additional deliverables at no extra charge, sharing useful insights or recommendations beyond the project scope, or offering discounts for long-term contracts or referrals. Such gestures make your services more appealing and foster a positive experience, encouraging clients to return and recommend your services to others.
Providing added value is more than just the deliverables—it’s about the experience you offer your clients. By consistently striving to deliver a superior client experience, you can stand out, attract more clients, and win their loyalty.
Keeping Up With Industry Trends
By keeping your finger on the pulse of these trends, you equip yourself with the knowledge to anticipate and meet evolving client needs.
Clients often seek up-to-date freelancers with the latest practices and can offer fresh, innovative solutions. Being aware of the latest trends in your industry allows you to offer such solutions and demonstrates to clients that you are an expert in your field. This can also influence your service offerings, enabling you to expand or refine your skills and services based on the current high demand.
Keeping up with industry trends can also open new doors of opportunity. For instance, recognizing an emerging niche in your industry and assessing your skills, could allow you to specialize in it before it becomes mainstream, giving you a competitive advantage. Or understanding a new technology could enable you to offer a new service that few competitors provide, thus attracting clients seeking that specific expertise.
There are numerous ways to stay updated with industry trends, including following industry leaders, subscribing to relevant publications, attending webinars or conferences, and participating in industry forums or social media groups.
Starting your own newsletter can be an effective strategy to stay abreast of industry trends. This initiative not only bolsters your learning but also positions you as a thought leader within your niche, fostering connections with other industry professionals. With regard to implementation, resources such as Constant Contact provide robust features to develop, administer, and streamline your email campaigns.
Keeping up with industry trends is a proactive strategy that empowers you to adapt and evolve in your freelance career. By continually learning and staying at the forefront of your industry, you can meet changing client demands, seize new opportunities, and ensure your freelance business’s sustained growth and success.
Acquiring new clients as a freelancer is a multi-faceted journey beyond merely showcasing your skills or services and it’s a strategic way to grow your business and, in the long run, scale it.
It requires a keen understanding of your market, a robust portfolio, and an effective marketing strategy, all underpinned by a strong, unique value proposition.
Furthermore, strategies such as cold outreach, collaborations, and partnerships, providing added value, understanding your competition, and staying updated with industry trends all play pivotal roles in this endeavor.
Remember, every interaction, whether it results in a new client or not, is a learning opportunity that can enhance your approach.
Be persistent, adaptable, and above all, committed to delivering value. With these strategies and a proactive approach, you can navigate the competitive world of freelancing and successfully attract and retain a growing base of clients, thereby ensuring the sustained success and growth of your freelance career.
How To Find Clients: FAQs
What are the key elements to include in a freelance portfolio?
A compelling portfolio should include your best work samples demonstrating your skills and expertise. Ideally, it should also include client testimonials, a list of services you provide, and possibly case studies that show your problem-solving abilities. You might also include information about your work process to give potential clients an idea of how you approach projects.
How can social media platforms be leveraged for marketing as a freelancer?
Social media platforms like LinkedIn, Twitter, Instagram, and Facebook can be highly effective freelancer marketing tools. They allow you to reach a large audience, engage with potential clients, share your work, and establish your brand. Regularly sharing valuable content related to your field can attract attention and show your expertise. Learn how to use social media platforms as a pro.
How can I determine competitive rates for my services?
Research the current market rates for services similar to yours to get a baseline. Then consider factors such as your operating costs, level of expertise, the complexity of the projects you undertake, and the value you provide to clients. Your rates should fairly reflect your worth and allow you to sustain your business profitably.
What is cold outreach, and how can it be effective in finding clients?
Cold outreach is a proactive approach where you directly contact potential clients to offer your services. This could involve sending personalized emails or LinkedIn messages. The key is to show how you can solve a problem or meet a need of the prospective client. It can be an effective way to find clients thoughtfully and respectfully without sounding spammy.
How can understanding competition help in client acquisition?
Understanding your competition helps identify your unique selling points—what sets you apart. By knowing what competitors offer, you can position your services more effectively and highlight the unique value you provide. Moreover, you can learn from successful strategies competitors employ and adopt or adapt them as appropriate.
How can partnerships and collaborations help in finding clients?
Collaborations and partnerships can help you access a wider client base and take on larger projects. Partnering with other freelancers or businesses whose services complement yours can allow you to offer comprehensive solutions, making you more attractive to potential clients.
How does staying updated with industry trends help in acquiring clients?
By staying current with industry trends, you can anticipate and meet changing client needs, positioning yourself as a forward-thinking freelancer. It allows you to adapt your services according to market demands and seize new opportunities.
How can I provide added value to attract more clients?
You can provide added value by exceeding client expectations, offering faster turnaround times, providing after-service support, or offering bonuses. This shows clients that you’re willing to go the extra mile for their success, making you a more attractive choice.
How important is networking in finding clients?
Networking is vital in finding clients. It helps you build relationships with potential clients, other freelancers, and industry professionals. These relationships can lead to referrals, collaborations, and new opportunities. Networking can be done online and offline through social media, industry events, workshops, and more.
How can freelance platforms help in acquiring clients?
Freelance platforms like Upwork, Fiverr, and Freelancer connect freelancers with potential clients worldwide. These platforms offer a variety of projects, allowing you to showcase your work, bid on projects that match your skills, and establish a reputation. A strong profile and a well-presented portfolio can significantly improve your chances of finding clients on these platforms.
This post may contain affiliate links, which means that we may receive a small commission, at no cost to you, if you make a purchase through a link.