How to Stay Motivated When Business is Tough
One of the toughest parts of working for yourself is staying motivated, especially when you're going through a tough patch. I don't think there are many experienced freelancers who haven't at some point wondered "what's the point?"
Back in 2019, I was struggling. Everything felt like a slog, I was barely making more than minimum wage, and my business was making me miserable. Thankfully, I turned things around, but I have never forgotten that feeling.
I know many freelancers have had similar experiences. And I know there are freelancers out there right now who are wondering whether things will ever get better.
I can't tell you whether you should stick with it or not because I don't know your circumstances. What I will say is that your health (physical and mental) should always be a priority. So if the anxiety of it all is making you ill, or you're getting yourself into financial difficulty, it might be worth taking a break from freelancing and getting a regular job for a while.
But if employment isn't an option, or you're able to ride out the tough times for a bit longer, here are some tips for staying motivated.
Remove self-doubt and focus on the positives
When the sales aren't flowing and nothing you do seems to be working, it's easy to doubt your ability.
You wouldn't be the first freelancer to question whether you are good enough. I've certainly let self-doubt slip in during those quieter months.
The first thing you need to do is eliminate that self-doubt.
Create a "happy clients" folder
Dig out all the good client feedback you've ever had and create a "happy clients" file. Screenshot all your reviews, recommendations, nice messages and emails, and pop them all in a folder, paste them into a doc or even print them out. Pull out your favourite sentences and turn them into a carousel or PDF.
Use them to remind yourself of all the people you've helped and use that as the inspiration to help more people. And don't forget to use them in your marketing - you can tell the world how good you are, but they are more likely to believe it if other people say it too.
Make a list of all your big successes and achievements
I often compare running a business to climbing a mountain. We're so busy looking at the path ahead that we forget to look at how far we've already come.
Turn around and admire the view. Think of everything you've learned and achieved on your journey so far.
Take a minute to celebrate all the success you've already had. If you've made money as a freelancer, that's further than some people ever get.
Remind yourself why you started a business
Even when times are tough, there are advantages to being self-employed. Maybe freelancing allowed you to leave a toxic job. Perhaps it has given you more freedom and flexibility. Maybe you just like the feeling of building something for yourself instead of someone else.
Your reasons for wanting to be self-employed haven't gone away, so focus on the positives.
And if it's turned out the grass isn't greener, that's ok too. If you've tried self-employment and decided it isn't for you, at least you tried, and now you know. If you hadn't tried, you'd have always been left wondering.
Identify the problem
If business is tough, you need to work out what the problem is.
Are you lacking direction and feeling a bit like you're going round in circles?
Are you doing a lot of work you don't enjoy or attracting too many shitty clients?
Are you just not getting any clients at all?
Articulating the problem can help you figure out a solution. And there probably is a solution.
Be honest
Are you really doing everything you can to solve the problems in your business, or are you finding excuses?
I'm seeing a lot of freelancers posting on social media about how tough the market is right now and how everyone is struggling. Then I see other people in the exact same industry as them who are busier than ever.
If people in the same industry as you are thriving, then there's no reason you can't thrive too. But you'll only turn things around if you are prepared to take action, and that action might not be easy or comfortable.
Review your marketing activity
Look at your marketing activity. What has worked in the last twelve months and what hasn't? It doesn't matter if something brought you loads of leads five years ago. If it's not bringing you business now, it's clearly not working anymore..
That doesn't mean you have to stop doing that activity. It might be that you just need to change your approach slightly. But don't hang on to old ways of working if they are no longer generating results.
If your messaging is no longer appealing to your ideal clients, change your messaging so it does. If your ideal clients are no longer on the platform you're using, find out where they are now.
I know that letting go of something you're comfortable with can be hard, but crossing your fingers and hoping things will go back to how they once were isn't a good strategy.
Review your sales process
Think back to your last few enquiries. Where did you lose the sale? Did they sound enthusiastic on the call, only to ghost you afterwards? Or did it not even get to the call stage in the first place?
If you can work out where the gaps are in your marketing and sales process, you can then look at how to fix the problems.
Be productive
When you aren't busy, there's no urgency to get stuff done and it can be easy to slip into a funk.
If you've been in a slump for a while, try and stay productive. Having something to focus on will help you stay motivated.
Work on your marketing
I always use quieter periods to work on my marketing. Sometimes I'll write a few extra blog posts or create a batch of social media posts, so I have stuff ready to go when things get busy again. Other times, I'll update my website or update old content.
Consistency in marketing helps you get consistency in enquiries. And there is always more we can be doing.
So if you are going through a tough period, use the time to work on your marketing.
Learn a new skill (or refresh an existing one)
There is always something new to learn, and we never know everything there is to know about a subject.
If you're finding it hard to sell your existing services, it might be worth diversifying your skillset so you can offer something more.
What do your ideal clients need? How can you give them a more well-rounded service? What additional value can you add?
As well as improving your services, learning a new skill can give you renewed motivation.
Gain knowledge and experience
It's not just skills you should invest in. You should invest in your knowledge and experience too.
Read books, articles or essays about your industry or business in general. Listen to podcasts or watch videos. Go to events or attend webinars.
And find opportunities to gain experience. Could you speak at an event or be a guest on a podcast?
Research the competition
You can learn a lot from your competitors, so do a bit of research. Find people in your industry who are doing well and look at what they are doing that you aren't. What can you learn from them?
I'm certainly not saying you should copy their marketing or create a carbon copy of their business, but use them for inspiration.
Exercise regularly
This might seem like a strange thing to include, but exercise can be hugely beneficial when times are tough. People often focus on the physical benefits of exercise, but the impact on mental health is equally important.
Keeping up with a regular fitness routine helps you battle both the physical and mental symptoms of stress by pumping up your endorphins and reducing the stress hormone cortisol. A workout is the perfect way to release any pent-up frustration or worry. It provides a positive way to express emotions rather than relying on unhealthy coping mechanisms.
Plus, exercise is a natural mood enhancer because it releases happy hormones that make us feel more positive.
Lisa Slater
Get help
I absolutely hate admitting when I need help. I'm terrible at it. I'm fiercely independent and want to prove I can do everything myself.
But back in 2019, when I was stuck in that rut, wondering when everything would start to get easier, I booked some time with a mentor.
I didn't have high hopes, but I didn't really have anything to lose either, so I just went with it.
That first session opened my eyes. It was the starting point for me turning things around.
I'm not saying I suddenly had an epiphany or mentoring was the only thing that helped. But it gave me a fresh perspective and a renewed motivation.
So while I still hate admitting when I need help, I'm much better at going out and getting it because struggling alone when there are people who can help is foolish.
Join a community or networking group
There are so many online communities and networking groups you can join. Find one that offers the kind of support you need.
Personally, I'd look for people who have overcome the problems you're having, rather than people who have the same problems. If they have the same problems as you, it's unlikely they can give you a solution. If they've already overcome the problems you're facing, they might be able to give you useful advice.
But even just having a group of people you can bounce ideas off and share your frustrations with can be useful. Sometimes just saying things out loud or putting things into words on a page can help us work through them.
Get a fresh perspective
It's so easy to develop tunnel vision when you're working on your business alone. Getting an outside opinion and fresh perspective can be hugely beneficial.
One of the most common things I hear on my 90-minute consultations is "I never thought of that!" Some of the suggestions I make aren't particularly ground-breaking or difficult to implement. It's just that I'm viewing things from a different perspective, which makes it easier to see simple fixes or a new approach to doing something.
Invest in your business
Don't be scared to spend money on things that will improve your business. That might be software, training, expert advice, marketing assets, or mentoring.
I'm not suggesting you rack up a load of credit card debt, but if you know there is something that is going to benefit you long-term, it's worth investing.
If your house was in need of repair, you wouldn't hesitate to fix it. If you're business feels like it's falling down, don't ignore the problem.
Look at where you can save money in one area to spend in another. Even something as simple as switching bank accounts, getting a cheaper phone contract, or pausing a subscription you're not using right now can free up a bit of cash.
Get an exchange of services
If you need a service, but you don't have a huge budget, look for people who might be willing to do an exchange of services.
I once wrote website copy for a graphic designer in exchange for some design work. I gave a videographer a free place on my first ever workshop in exchange for him filming some video testimonials for me.
If you find someone who offers something you need and they need something you offer, it can be a good opportunity for you both. Just make sure you are both happy with the arrangement and the terms are fair for both parties.
Find a mentor
Of course I'm going to suggest mentoring because I offer mentoring, but I know first hand how beneficial working with a mentor is and I genuinely believe it's a good investment.
You get all the stuff people rave about - learning from someone who has been there, done that, getting a fresh perspective and guidance, and having someone to hold you accountable.
But the thing that surprised me most about having a mentor was that it removed some of the mental pressures of self-employment.
When you work for yourself, you don't have the support network you have when you have colleagues and managers. Everything is on you. Every decision. Every success. Every failure. And it's exhausting.
You don't realise how tiring it is when you're in it. You just get used to it. But once you start working with a mentor, you suddenly realise how much energy it has been taking up.
A (good) mentor takes some of that pressure off. You have someone there. Someone you can bounce ideas off, share a challenge with, celebrate successes with, and offload your problems to.
And that is my favourite thing about having a mentor and my favourite thing about being a mentor (other than helping people get the results they want).
I'm not saying getting a mentor will solve all your problems, but it's something you might want to consider if your business isn't where you want it to be.
Lisa Slater
Book a session with me
If you want to test the waters or aren't sure whether you need ongoing mentoring, I recommend booking one of my 90-minute starter sessions for £150.
We'll look at where the gaps are in your business and figure out what you need to do to fix them.
After the call, you might feel as though you have enough to get moving forward again (or you might decide you don't like me). No problem. There's absolutely no pressure to sign up for ongoing mentoring after the initial call.
