Heidi [00:00:00]:
Here's a scenario. You send a LinkedIn message that's not a pitch, but a genuine compliment to a brand you love. Weeks later, it has turned into a client who now pays you 4 times your previous salary. For my guest today, Gabriella Bilota, this was more than just luck. It was strategy. She has been working on mastering the art of landing clients without ever feeling like she's selling herself. She did it on LinkedIn, and she's been doing it in person at trade shows. If you wanna know how to find high paying clients without pitching, but instead making a genuine connection, this is exactly what we talk about in this episode.
Heidi [00:00:36]:
And it works even if you have a fear of networking or speaking to people you don't know. You're gonna love it. Let's get to it. So I wanna hear all about how you landed this client that is paying you basically 4 times as much as you were making in your previous full time job. I wanna hear all the details. And, you know, I think you've listened to the podcast a bit. I'm gonna ask all the questions.
Gabriella Bilotta [00:01:00]:
Oh, yeah. You go for it. It's all good. I'm prepared.
Heidi [00:01:03]:
Yeah. So talk to me, like, how did this all start?
Gabriella Bilotta [00:01:07]:
Yeah. So with this particular client, you're gonna love this. It was through LinkedIn. Yes. Right? I love LinkedIn. So good. But, yeah, it was kinda just me trying to figure out, like, navigating this business is, like, a new space, obviously, for me and, you know, just wanting to to see what route works best. I had, like, a profile up on Upwork before.
Gabriella Bilotta [00:01:34]:
I don't love using Upwork, but just I found that people were, like, contacting me through it, which was okay. I'm like, sure. No problem. But, like, I've never really bid on anything. I don't really like that kind of system. So it was kinda like one way that I was doing things. Cold pitching was another, and this was kind of the first time, like, you know what? Let me just connect with someone on LinkedIn. Let me just let me just try.
Gabriella Bilotta [00:01:54]:
So I, found the CEO of the company that I'm working for now, and essentially just did, like, a a connect. I had, like, when I was on the free version of LinkedIn, like, I had the few, what's it called? The in mail. There we go. Yeah. The in mails. And, yeah, so I'm like, let me just write, like, a message. Let's do where it goes. So I kinda just send a message about, like, hey, like, love what you guys are doing, what you're doing in the space of lingerie, and how you're you're, like, you're messaging your story, and you're incorporating sustainability.
Gabriella Bilotta [00:02:26]:
Like, I love all of this, and I love seeing women leading in it. Just wanted to connect with you and follow along and congratulate you. That's all I said. I love it. Yeah. Just like a warm, like Yeah.
Heidi [00:02:37]:
Nice intro. Not asking for anything.
Gabriella Bilotta [00:02:39]:
No. And I wanted to be a human. Like, I wanted to be wanted to connect, genuinely connect. And, like, I've always wanted to work more in the space of lingerie. I had done, like, past, jobs and internships and in the and, you know, previously, I loved it. So I'm, like, you know, it's a space I wanna get back into again. So, yeah, sent that. I got the connection went through.
Gabriella Bilotta [00:02:59]:
She said, thank you. That was it. And then a few weeks after, she was, like, hey, actually, like, we kinda need someone for this, like, can we talk about what you do at technical design or whatever? I'm, like, yeah, sure. And, like, it was nice because I guess, because you're not, like, overly pitching yourself. Right? Like, you're you're being a person, you're being, like, friendly, you're being yourself, which was nice, and, yeah, there we go.
Heidi [00:03:22]:
Did you, like, it sounds like the message it didn't have anything saying I'm a technical designer or I'm a freelancer. Nothing. Like, you didn't even introduce yourself.
Gabriella Bilotta [00:03:32]:
Nope. I just said that, like, love what you guys are doing. I was hoping my my bio was enough. And again, this was me testing myself. Like, I just I was just gonna be, like, let's just do this. I don't know if it's gonna work, but, like, let me just give it a go. And I was hoping that, yeah, my again, my bio was enough. I had, gosh, what I have in there, like, womenswear, technical designer, sustainable sourcing, like, those were kind of like the things I had previously Yeah.
Gabriella Bilotta [00:04:00]:
Before I niched down even further. Okay. Yeah. And, yeah, I I guess it was enough.
Heidi [00:04:07]:
Yeah. Okay. So she messaged you on linked back on LinkedIn. Mhmm. And then where did the conversation go from there?
Gabriella Bilotta [00:04:15]:
Yeah. So she asked, like, okay. Like, can we have, like, a call, a megasher, like, just what are you looking for? Essentially, she's like, oh, like, it's just for this one, like, our current brand, this and that, like, just let's get on a call. And at first, I'm like, okay. Maybe she just wants to, like, pick my brain. I don't know. Whatever it is, I'm here for it. And then when we were getting into it, it kinda ended up being more like an interview slash she wanted to learn more about me, and I wasn't expecting that at all.
Gabriella Bilotta [00:04:40]:
I'm like, okay. Great. Like, we'll just and maybe that's a good thing because, like, it made me so comfortable. I was just talking. I was just being myself, really trying to connect, and then we ended up connecting on, like, so many other levels and, like, being women in the space and, you know, all of that. So it was it was a lot of connection in that call. And, we were going through what they needed. They're transitioning away from, like, one form of producing, they wanna get to another, they want an in house person for technical design or freelance person, someone just representing themselves.
Gabriella Bilotta [00:05:08]:
Mhmm. And yeah, so just went from there. They really liked that I had, like, sustainability under my belt, I had my masters in it. Okay. Yep. And then they also need technical designers. So from that, they're okay. Like, we'll just get you to speak to I want you to speak to the founder.
Gabriella Bilotta [00:05:24]:
I wanna see, like, how you guys click this and that. And then here we are. So
Heidi [00:05:30]:
Okay. So you said you initially reached out. You connected with the CEO on LinkedIn. What size company is this? Like, how big is this company?
Gabriella Bilotta [00:05:38]:
Say they're like 2 or 3 years old. Okay. And maybe mid size ish. I mean, it's quite small still. Like, I wanna say maybe about, like, 5 employees or so. Like, it's not that big. Okay. But they are, like, pretty established in themselves.
Gabriella Bilotta [00:05:53]:
Okay.
Heidi [00:05:53]:
They have a little name for themselves they've built. Yes. Okay. Alright. So then you went through and, like, at this point, were you talking, like, rates or anything? Or you were just kind of getting to know each other?
Gabriella Bilotta [00:06:04]:
Just getting to know each other. Okay. Like, it was nothing about money. It was more so, like, okay. Like, I'm listening to you. What do you need? Like, that kind of thing. Okay. And then I I told her, like, I'll follow-up with a proposal just based off, like, what we spoke about.
Gabriella Bilotta [00:06:18]:
Okay. I'll give you my rates in there, and then we can we can discuss. Yeah. So essentially, what I did is from our remember our LinkedIn workshop that we had done? Yeah.
Heidi [00:06:29]:
When we
Gabriella Bilotta [00:06:29]:
did that, but, yeah, that was great. Yeah. And I used those points of, like, okay, like, what did I hear from from the client? Right? And it was, like, you know, I heard your goals, they are, you know, having like an in person or representative of technical design on your side, and, you know, like, all those kinds of bits, sustainable approaches, sourcing, all that. So listed it all in there, put lots of facts about, you know, what value I would bring. I feel like that was a big step and and it was like kind of a new way that I changed my my proposals, so to say. Yeah. Which was fun. It's nice to like, freshen it up.
Gabriella Bilotta [00:07:05]:
Yeah. Yeah. And then I added in my rates and what I had done was for retainer rate because Okay. At this point, like, there's just so much going on with it. There was not, like, one tech pack or one specific sourcing round or whatever it is. Right? So, did it on retainer base for 10 hours a week, and then added in also a day rate in case they needed more time, which we have needed more time already. So, like, that was great. Oh.
Gabriella Bilotta [00:07:30]:
Yeah. So and, like, no push back, like, essentially, I sent it off. I didn't have a chance to do, like, a formal call, which I would normally done is go through the proposal on call, and and then do all your nice tricks because I love that. This one, I wasn't had to have an opportunity to, they kind of just needed stuff, like, right away, so I have to send it out. Yeah. But, yeah, like, it there was no pushback. There was just, like, great. We love you.
Gabriella Bilotta [00:07:52]:
Let's go. I'm, like, oh. Oh, my gosh. Yeah. And I was petrified. Like, this is the first time I did, like, I guess, like, a bigger like, a rate increase. I've been working with with Alison, my coach on, you know, like, what's my price point? Where do I wanna be? What's good? What's what's uncomfortable? Right? Because I know you always say you gotta feel a bit uncomfortable when you send something. Yeah.
Gabriella Bilotta [00:08:18]:
You know, she was like so good at helping me work through it. She was like, don't lower it. It's okay. You're going to be fine. Like still panicking. Like I was literally panicking the whole weekend trying to put myself together to send this out because it's just so big. And I'm like, I really want this. And like, this is either people that I want to work with.
Heidi [00:08:37]:
These
Gabriella Bilotta [00:08:37]:
are people that Yeah. You know, we're vibing. There's there's such good connection. Like, these are the people you wanna be with and when you're building your brand too. So, yeah. So sent that out and no pushback. I was like, oh, wow. This was actually okay.
Gabriella Bilotta [00:08:49]:
Okay. Yeah.
Heidi [00:08:51]:
So yeah. And I know you told me and Alison told me, that you guys worked pretty extensively together and fast track to, like, put this proposal together and land it and stuff. So, would you be willing to share the rate and talk about money? Oh, I
Gabriella Bilotta [00:09:05]:
don't know. It scares me. Okay. Like I'm
Heidi [00:09:08]:
not sure if you don't want to, but I just I know that for other people listening, it's really you know, it can help them, like, think about their worth and their value in the market. So I'll just say Yeah. Like But if you'd rather not.
Gabriella Bilotta [00:09:22]:
I can run you through, like, kind of how I base my pricing. Maybe that's helpful. But I had originally when I first started freelancing on my own before even, like, taking your course or anything, I was charging, like, $70 an hour, raised that up to, like, 80, and then for this proposal, I went up even more from there. Okay. So that's how I've been scaling things, essentially.
Heidi [00:09:44]:
Okay. And so you put there a so based off of their needs, you were like, I really think a retainer where I'm just getting compensated for 10 hours a week, at a flat rate. Mhmm. And then here's so so, essentially, they they can backwards calculate what the hourly is. Oh, yeah. Right. Mhmm. Yeah.
Heidi [00:10:04]:
Exactly. But it clearly So that's the rate that you feel really comfortable with, and then they obviously felt really comfortable with. Mhmm. Yeah.
Gabriella Bilotta [00:10:12]:
Yeah. Upwards of 80.
Heidi [00:10:13]:
Over 80. Yeah. Yeah. Over
Gabriella Bilotta [00:10:16]:
80. Yeah. Close 90. I'll take that. But, but I it's it's interesting with pricing. Like, I've it's hard to know, like, where to put yourself. I know you have the great calculator, and I've been finding, like, okay, like, this is working and, like, when do you stop? Or when do you, you know, when do you figure out, like, what's your rate and how long do you stay there and all that kind of stuff, which is interesting because you're you're your own boss or your own brand. So, figuring all that out is fun.
Gabriella Bilotta [00:10:43]:
And I know Alison was always saying, like, you kinda just have to test it. And, like, this was an amazing test for me and getting comfortable with it. Yeah. And, and you go up from there.
Heidi [00:10:52]:
Yeah.
Gabriella Bilotta [00:10:53]:
Yeah.
Heidi [00:10:54]:
And so this rate that you're getting I know you I think you told me the 10 hours a week you're doing for them on a retainer base is the same amount you were earning working 40 hours a week full time in house. So there's where the forex comes from which is just amazing.
Gabriella Bilotta [00:11:16]:
It's a wild quarter of the work It's crazy. I mean
Heidi [00:11:22]:
like previous role in house as a TD?
Gabriella Bilotta [00:11:25]:
No. I was a production director. Production a director? I mean, like, titles are loose. So I will say I will say that, like, that I feel like titles in the industry when you're working at a 9 to 5, something like that. Like, it means different things depending on where you go, size of the brand. So I mean, I mean, my title looked great, but I, I felt like I needed more out of my career and I felt like it, it wasn't, wasn't where I saw myself, essentially. And and that's where I figured out maybe freelancing would give me that, and I had done a little bit, oh my god, for like about 4 years on the side, just like taking on little projects for people, custom things, like someone needed support in something else. And again, my rates were not that high then because I didn't know what to charge.
Gabriella Bilotta [00:12:12]:
But I always felt that when I was doing side jobs or freelancing and supporting different avenues in the industry, I felt so fulfilled. I felt so happy. And I'm like, there's something in this, there's something about it that I need to explore more. Yeah. And at the time when I decided to, like, switch from full time work to just going all in on the freelancing business, like, it was just yeah. I'm like, I'm craving that feeling. I need to go for it, and here I am.
Heidi [00:12:41]:
When did that switch officially happen for you?
Gabriella Bilotta [00:12:44]:
I was in April. Yeah. Beginning of April.
Heidi [00:12:49]:
So it's the end of October right now. So, like, 6 months ago. Yeah. Yeah. Okay. Yeah. Yeah.
Gabriella Bilotta [00:12:54]:
It's like month before I got married. Everything all at once. Oh my god. So fun. Yeah. Yeah. But it's been good. And the thing about, I guess, transitioning to, like, it it's scary, and I feel like I probably didn't do it sooner because it's it's that, you know, you're looking at financial security, and in the beginning, there maybe isn't any break.
Gabriella Bilotta [00:13:14]:
Like, I had past couple months where I didn't make any money and that's Mhmm. That's normal and that's okay. It's a part of this journey and it's a part of the build of your business and who you're connecting with and how you're, you know, branding yourself essentially. Yeah. But, yeah, I can I know that's a scary job? It was petrifying for me, and I was just at a point where I was like, it's now another. So let's just go.
Heidi [00:13:35]:
Yeah. So did you like, you quit your job with the intention of, like, I'm just going all in on freelancing. Yeah. Okay. And is that right when you joined Fast Track, I think roughly? Yeah. Literally.
Gabriella Bilotta [00:13:44]:
Like, I think I had I think I messaged you. I'm like, I need to do this full time. I wanna do this is my thing. I need to do it. And you're okay. We're having this, this call about the programs, like, just join in. It was like, I think the day before. I'm like, wow, stars aligned.
Heidi [00:13:59]:
Oh, I kinda remember we chatted on LinkedIn, and I was like, you know what? Just come. Like, the tickets tickets already closed. I was like, just come. Here's the link. Yeah. I remember. Yeah.
Gabriella Bilotta [00:14:09]:
Yeah. And then from there, like, in your presentation, like, hey. I'm doing this. I'm I'm like, I'm signing up. I did fast track. Yeah. I'm like, this is gonna give me what I need. I already had some clients already.
Gabriella Bilotta [00:14:19]:
So, like, at least for me, it was like Okay. I have some people. Let me just tweak it and gain more versus, like, starting from 0.
Heidi [00:14:26]:
Yeah.
Gabriella Bilotta [00:14:27]:
So that that was helpful for sure. Yeah. And then just from there.
Heidi [00:14:32]:
What do you think like, you already had clients and you had been, like, freelancing on the side for, like, 4 years. Like, what do you what inspired you to think, like, I'm gonna jump into this program versus, like, I can just do this on my own?
Gabriella Bilotta [00:14:48]:
I feel like I I needed the support of, like, how to price properly. May because I felt like I I never knew what the right place to be at was for pricing. Mhmm. And then also, like, just being with people in the space that know what they're doing. Like, I feel like you always need a mentor, you always need a support system, like, it's so important in so many aspects of my life. There's I I have people that have supported me, brought me to where I am, and I feel like you're you can only grow as much as you can by yourself. And when you do collaborate with other people, when you do learn and, you know, you never stop learning when you do, like, have a mentor who's, like, guiding me, like, I had Alison. Right? Like, like, already, look how much I've grown in 6 months.
Gabriella Bilotta [00:15:30]:
And, like, the clients that I have now versus the clients I had before, they're completely different. And they're in a space that, you know, that I'm choosing who I wanna work with now. And it's not, like, choosing clients because I need to have them. No. It's because we're a good fit. So just all those little things.
Heidi [00:15:46]:
Yeah. What a place of empowerment to operate them.
Gabriella Bilotta [00:15:53]:
No. It's a journey. Like, oh, God. Like, if I didn't have my support system, you know, like, at home, like, husband, family, friends, like, you need that all and you need those people to to lift you up and, you know, like, they're they're my, like, mental support, let's say, and Alison was, like, my freelance support and just hand in hand though, like, it brings you up and you can't be scared to ask for help either. Like I asked her a 1,000,001 questions, probably just constant, but that's, I guess, like the role of a coach and a mentor and Totally. With the course, like, I got so much out of it. And even just listening to the podcast, like, that's how I got into even thinking about taking a course. Right? So
Heidi [00:16:32]:
Yeah. Yeah Okay, and so then I know that you met with the client in person in new york You were out there for the event for magic and for sfd and nyc And I think as of that point like you hadn't quite signed the contract No, I did you had because I thought you had said that there was some stuff you wanted to get a lawyer to look at and then you were gonna meet them in New York in person and then sign it or something
Gabriella Bilotta [00:17:02]:
So I ended up like, yeah, I had someone look at it for sure.
Heidi [00:17:05]:
Okay. Okay.
Gabriella Bilotta [00:17:05]:
I like contract? So they wrote a contract for their own self, like NDA and confidential agreements. I also sent my own contract that I I have I just for me, it's like, it's it's my business, my service. I'm sending you my contract. And again, yeah, lawyer look it over. If you know a lawyer to look your stuff over, do it. I think it's great. I think it's just you never know what's hidden in something.
Heidi [00:17:27]:
Yeah. Did you, like, had to hire and find somebody to do that, or you
Gabriella Bilotta [00:17:30]:
No. No. No.
Heidi [00:17:30]:
You had a random friend?
Gabriella Bilotta [00:17:32]:
I have family members. Yeah. Okay. I'll fix your sweater if you read my contract. Okay. So that was really lucky. Yeah. Very lucky.
Gabriella Bilotta [00:17:40]:
And, yeah. So I actually had signed everything before we got to New York, which was very, which was good. I think originally I'm like, oh, I'm kind of scared to like meet with someone or, you know, I didn't have anything secure, but I did end up having that, which was nice, yeah, so it was it was nice to go and like kind of start together. That was kinda, like, my first couple hours working with them. Yeah. CEO was lovely. Like, I just yeah. They're just great people.
Heidi [00:18:04]:
Oh, that's amazing. And you're based out of Toronto? Yes. I'm in Toronto. Okay. Mhmm. Alright. Wow. So your first, like, massive client, you've replaced your full time income.
Heidi [00:18:18]:
Yeah.
Gabriella Bilotta [00:18:18]:
It's crazy.
Heidi [00:18:20]:
It is crazy.
Gabriella Bilotta [00:18:21]:
It's it's I don't even know how to describe it. Like, I feel like I was just so scared and nervous about landing this client because I'm like, Oh, my God, like, that could mean this, like, that could mean like matching what I was making before and, and, and like loving it, and having freedom in my day and building even more when I get more clients. Right? Because now all my time isn't tied up and Yeah. Yeah. So I feel like that, like, the choking point of that one, but, now that I'm on the other side of it, like, it's just so, so freeing and, you know, like, you always have to give a 110% no matter what you're doing, but I feel like with this kind of client being paid what I deserve and, just having such a good relationship with them, and there's so much back and forth with so much support at the same time, it's just great. It's just so great. And, like, this is what I was dreaming of before that I wanted, that I was craving, and, like, okay, now I'm here. What are we what are we doing? Yeah.
Gabriella Bilotta [00:19:20]:
Yeah.
Heidi [00:19:20]:
How did you find this brand to begin with? Is this, like, a brand you just always knew or what?
Gabriella Bilotta [00:19:27]:
No. This was I think it was a part of Circle. Someone had mentioned something about this brand, and I just kinda looked into it.
Heidi [00:19:37]:
Okay. Just randomly mentioned something. Not that there was an opportunity or anything.
Gabriella Bilotta [00:19:43]:
I wanna say someone was like, they I I have to look back. Okay. It might be it might have I can't remember. I just remember seeing the name there. I'm like, this looks interesting and it said lingerie. So I'm like Okay. I need to look them up. So Yeah.
Gabriella Bilotta [00:19:55]:
Yeah.
Heidi [00:19:55]:
And she looked it up, found the CEO on LinkedIn, sent the message, and then, like, fast forward I mean, was it, like sounds like it was, like, 6 to 8 weeks between then and the time, like, you, like, were finalizing things.
Gabriella Bilotta [00:20:09]:
Pretty fast. It was pretty fast. Even a bit less than that, I would say. I think it just took time between, like, CEO looking over stuff and then founder and then just solidifying things. But it was quite fast. I mean, like, I feel like a month to 6 weeks in landing a client is that long.
Heidi [00:20:25]:
Yeah. No, it's not. It's not essentially from like a cold pitch I mean, I know it wasn't like an assertive sales pitch, but like a cold introduction Yeah. Yeah. Yeah So what are you so you're doing about 10 hours a week for them? And then I know you said you've done some like day rates because they have need a little bit more help, which is great. Just bringing more. Yeah. Yeah.
Gabriella Bilotta [00:20:45]:
What else
Heidi [00:20:45]:
are you working on in your freelance business right now?
Gabriella Bilotta [00:20:47]:
Yeah. So I had a couple of clients before. Those projects have essentially either, like, wrapped up or, like, they just didn't, like, wanna move forward anymore for various reasons. Like, some people just, you know, this that's, like, their side gig, and there's no funding, and then they can't move on. Right? So if that does happen, but in the meantime, like, I have other clients that I'm taking on now, which is great. More like product based, like, tech packs, and sourcing Yeah. Which is, again, so fun. And then yeah.
Gabriella Bilotta [00:21:15]:
So that's where I'm at. I'm hoping to build out more in terms of, like, more retainer clients if I can because I I love having that, like, one on one dialogue with them as well, like, I feel like when you're on a retainer, you're kind of working more collaboratively, whereas on, like, a project based, like, okay, I'm just making you this one tech pack, like, I deliver it, we can go over it, but that's kind of it. Yeah. But either way either way has been great. I'm finding that I'm able to kind of select the people I wanna work with now.
Heidi [00:21:42]:
That's amazing.
Gabriella Bilotta [00:21:44]:
Yeah. And, like, I mean, someone said to me once, they're like, oh, like, you're lucky that you can do that. And I'm like, I don't I don't know if it's, like, luck in the sense of being able to say no to money. It's more so that I know if I'm working with someone that I'm connecting with, that they're passionate about their project as much as I'm passionate about their project, then I know it's gonna be amazing work, and I know it's gonna lead to more things. Whereas I've had, you know, potential clients in the past, like, I've given them a whole proposals, we've gone over things, and this was a few months ago when I maybe didn't feel, maybe so confident to to maybe, like, break off the relationship. You know, giving them the price, they wanted a lower price at the time, like, okay, like, let me try to work with you, like, maybe let's change the rates, like, let me let me change, like, the payment terms. I really didn't wanna budge on my rate at that point, and it was lower than what I'm charging now too. Right? So already, like, me now isn't like is knowing that there was probably red flags there.
Gabriella Bilotta [00:22:40]:
Right? Mhmm. Whereas before I was like, oh, like, I kinda need it. Like, I should take it on this and that. And then that client ended up falling through anyway. So I'm like, you know, it didn't work out. And there's a reason why certain clients don't work out. I'm so happy I didn't do that project.
Heidi [00:22:54]:
Yeah. Yeah. So where are these other, like, project based clients coming from?
Gabriella Bilotta [00:23:00]:
That one was from Upwork. They reached out to me. So, like, again, like, I'm not bidding on things on Upwork. I Yeah. It's not I don't know. I just find the pay that's listed as a bit low. And I feel like people are putting out budgets and, like, maybe you don't understand how much this is actually worth. And, like, you don't understand the industry necessarily.
Gabriella Bilotta [00:23:19]:
Like, you know, like, I don't know. I feel like if someone's connecting with you through LinkedIn, they're like, you're a specialist. You're an expert in this. You know what you're doing, and they can look back on your posts and stuff. And they're like, yeah. Like, this is the person I wanna invest in. Whereas Upwork, I've just found that I don't I don't wanna speak negatively of it because I know some people do have success in it. I've just found for me that maybe my client doesn't live there.
Heidi [00:23:41]:
Yeah. Yeah. But you're getting people to outreach to you there, which is great. Like, you just kinda set up your profile and some people are are pinging you.
Gabriella Bilotta [00:23:49]:
Yeah. And I mean, like, arguably though, like, one of them was the one that ended up falling through. K. And and the other one was we had started stuff, we did stuff for a bit, and now they just, like, kinda don't have funding anymore to move forward. So, I mean, in in terms of, like, long term clients, I haven't found that there. I know some other people totally have.
Heidi [00:24:08]:
Yeah.
Gabriella Bilotta [00:24:09]:
But for me, I don't know. I feel like LinkedIn might be more so where it's at, and, also trade shows. So
Heidi [00:24:16]:
yeah, talk to me about that.
Gabriella Bilotta [00:24:17]:
Yeah. We would love trade shows. So I had gone to one here in Toronto, just a smaller, like apparel textile show, and met with people there. Right? So, you know, when there's certain sessions going on about like, how to build your brand, like things like that, I was sitting in on them. And I was like, who is here? Who can I talk to? And you know, it's just, I also wanted to hear like, what are other people saying to these people who don't know how to build a brand? What are they saying to them? Right? Like, what's what's the dialogue there? So anyways, I was sitting in the sessions, you know, when people would ask questions and I feel like, oh, maybe, like, I could help them out. Like, at the end of the session, I kinda just went up to them, like, hey, like, I'm actually a technical designer, and if you have any questions, like, I'm so happy to answer your questions, like, here's my card. Like, just kind of like that. And then from there, like, I actually have a new client from from one of the shows, which is great.
Gabriella Bilotta [00:25:12]:
Yeah.
Heidi [00:25:12]:
Oh my gosh. Yeah.
Gabriella Bilotta [00:25:14]:
Mhmm. And again, just like not being pitchy. I don't know how to stress that enough. Like, I don't like being sold to, like, I don't like getting, like, bombarded with messages, you know, like, just me as a person. So when I'm trying to go up to someone and talk to them about what I do, like, I'm either saying, like, hey, like, if you have any questions, like, I'll just happy to answer them, like, being like a support person versus being, like, give me work, because I don't I don't think it works to just kind of, like, throw yourself like that. Right? I think you still need to be very self aware of how you're presenting yourself. And, you know, you want people to connect with you. So, that's that was one major takeaway from trade shows.
Gabriella Bilotta [00:25:56]:
And then also when you're say, like, okay, so sessions and then, in booths as well, like, because I was looking around to, like, I love to do sourcing. So, you know, I'm trying to find, like, new suppliers for certain things or certain manufacturers. So, if I was in booths and I would hear kind of people asking, like, oh, like, I'm new to this, this and that. I don't know. So I I would just be like, hey, like, I I can support you if you ever need any help. Like, you know, just not being like, I'm technical designer gives me work, but more so, like, if you do need any help or have questions, like, here's my card and follow me on LinkedIn, like things like that.
Heidi [00:26:28]:
So Yeah. So it sounds like in going into the sessions where you kind of knew, like, the people in those seats are very much like your potential customer. Yeah. They're there to learn how to build a brand. And then also, like, walking through the booths for sourcing kind of overhearing some conversations of people, like, asking questions that Yeah. You're cluing in that like, oh, maybe they need a little help based off of Yeah. What they're asking and then you're kind of just like going up and kind of chatting with them afterwards like, hey, you know, if you need any support, I'd love to help you out. Like, here's my card.
Gabriella Bilotta [00:27:01]:
Yeah. And I actually had someone say to me after, like, oh, like, we overheard you talking to, the supplier telling them about your story and everything. I'm like, oh, did you? Oh, great. Oh, hi. Yeah. So I mean, like, I felt don't get me wrong. Like, I sometimes, like, when I first started doing that, like, oh, I feel so slimy. Like, just trying to, like, listen in all people's conversations at the same time.
Gabriella Bilotta [00:27:23]:
I'm like, it is a way to to kind of make a connection and meet someone. So I mean, be nice about it. Don't be overtly in someone's face.
Heidi [00:27:33]:
Standing by the booth, like, like, just not Yeah. A coptering, but
Gabriella Bilotta [00:27:39]:
No. God, no. No. Don't be crazy. No. But, you know, like, I was just kinda like, if I'm in the booth already, I'm talking to people, talking to suppliers, and there's also other people talking about those kinds of things. Why don't we talk? You know, like, and, you know, for me, like, connecting with people and networking in the past, like, I've always been so petrified of like, just talking and not, you know, and connecting with people. So like, I feel like this whole freelance journey has just been like, get out of your shell.
Gabriella Bilotta [00:28:05]:
Let's go. Let's talk. Let's connect. And, and it's actually led me to so many good opportunities. So,
Heidi [00:28:14]:
that's amazing.
Gabriella Bilotta [00:28:15]:
I'm gonna get stuff. Yeah. And then magic was good too. I mean, we we were in New York for your event in magic. Yeah. I found that there was a bit different, like, my my tactic of doing, you know, conversations and connecting with people from the sourcing side of things was still about the same, was still good. Some of our tickets actually had access to the bigger show, which I don't even know
Heidi [00:28:37]:
how that happened. Did you get in? Fun.
Gabriella Bilotta [00:28:39]:
Oh, yeah. We got it. Amazing. Yeah. And, we were in there, like, it's it was a different approach. Right? Because you're, like, meeting with brands at that point. You're not meeting with living. Yeah.
Gabriella Bilotta [00:28:49]:
Exactly. Like, you're seeing their collections. Right? And sometimes it's just a sales rep, and sometimes it is actually the founder of the brand. So, I mean, if it was a sales rep, they probably, you know, didn't want to give you the time of day and, like, we got that vibe too. They're like, oh, yeah. Okay. Like, buy, like, you're not a store essentially. You know, when you did find those small makers and people just starting out, they're like, oh, like, what do you do this and that? Like, I kind of just went into a couple booths and was looking at their clothes and just congratulating them.
Gabriella Bilotta [00:29:17]:
Right? I'm like, your stuff looks amazing. This is so cool. I love this. Yeah. Yeah. Like, I'm like, how did you do this? It's so beautiful. Like, things like that, which was genuine too. Like, I actually, like, I really did like their stuff.
Heidi [00:29:29]:
Yeah.
Gabriella Bilotta [00:29:29]:
And, you know, they're like, oh, like, where's your store? I'm like, oh, actually, no, like, I'm, I'm a technical designer and I do sourcing for brands. Like, we're just from the other show and we got in and we just wanted to look around. I was like a partner as well. Yeah. And then they're like, oh, like you do that? Oh, do you have a card? Like, we always kind of need help. Oh, great. Yeah. So it's just the conversation again, like not being, I do this, let me do your work, but it was more like, you know what, what, I like what you're doing, you're doing something really cool in this space.
Gabriella Bilotta [00:30:00]:
You know, if it goes somewhere great, if they don't even acknowledge you and ask what you do, then you just walk away. Great. Like you just Yeah. Move on. There's a 1,000,001 brands out there, You will find something, you will find your fit. It you just, yeah, that's the thing. Like, knowing when to stop and knowing when to move on is a big thing.
Heidi [00:30:17]:
Yeah. It's definitely, like a gut check and a soft skill that I Yeah. Think some people, like, have it a little more naturally and some people have to sort of build that. But compliments, like, genuine compliments from the heart, as well as, like, genuinely just, like, wanting to help and support, like you mentioned, like, being that support person.
Gabriella Bilotta [00:30:35]:
I find those those two things go so far with people.
Heidi [00:30:37]:
Like, everybody wants a little help sometimes, and everybody also wants a really nice compliment that always feels good.
Gabriella Bilotta [00:30:43]:
But it's true. Like, in I don't know. I feel like I've just come to this place now where it's, like, if I'm not passionate about what they're doing, if I don't love and I'm obsessed with their stuff, Are they gonna get the best of me? Like, I mean, I would say yes, but I wanna be connected to what I'm doing. Like, there's always been such a big thing of if I'm creating something, if my name is on it, if I'm building something, I want it to be absolutely incredible. And if you love your brand, I'm gonna love your brand because you are in it, and you just wanna see
Heidi [00:31:14]:
it
Gabriella Bilotta [00:31:14]:
out there and amazing. Yeah.
Heidi [00:31:16]:
You know? Yeah. Totally. You mentioned a few minutes ago how the whole, like, networking and, like, getting out there and chatting with people, like, was very much out of your comfort zone.
Gabriella Bilotta [00:31:26]:
Oh, yeah.
Heidi [00:31:26]:
What did you do to, like I mean, because it sounds like you're just out there cruising and, like, crushing it on these organic conversations and just, like, you kinda know how to lead it. I mean, everything you're telling me, I'm like, yes. Spot on. So how did you, like, flip that switch, or is it still a trend? Are you still terrified inside?
Gabriella Bilotta [00:31:49]:
I wouldn't say terrified anymore. Now it's just, like, let's go. Like, turn on the switch. Let's go. Like, it's you feel it a little bit. You got to push past it. Yeah. I feel like my my journey of like public speaking or connecting kind of kind of started when I was in my master's.
Gabriella Bilotta [00:32:04]:
So I did my my master's in sustainability in London, London College of Fashion. Okay. And it was like the first time I moved away from home, I was in a country I've never been to, like, it was on my own and it was it was a big growth for me, like personally, and you know, you gotta fend for yourself. And what do you do in those situations? Do you stay quiet in a corner? No. So, with that, like, it was a lot of a lot of my classes were about speaking and connecting and, like, using those tools and sustainability, especially. It's not just about fabric, you know what I mean? Like, there's so much more to it. So, like, I was constantly forced to present weekly. So I feel like that just getting comfortable in front of people.
Heidi [00:32:43]:
Yeah.
Gabriella Bilotta [00:32:44]:
Being able to speak and use my voice and not be scared that someone's gonna say I did something wrong because you know what? We all make mistakes when we speak to, like, it's nothing new and nothing foreign. So, you know, like, building that muscle was huge and then now bringing that into networking events, you know, like, it's, again, people you don't know and, I think it was just trial and error, like, the first trade show I did, and I was kind of talking to people, like, yeah, I was nervous. And then you just kind of just keep doing it and keep pushing. I just got to a point where I'm like, I have to do this. If not, it's not gonna work. And, this is the only option I'm giving myself, so I have to do everything possible to get out there and do it. Like, even let's say, like, LinkedIn posting, like, that's a form of networking and using your voice.
Heidi [00:33:26]:
Yeah.
Gabriella Bilotta [00:33:26]:
And even then I feel like, oh, is it good enough? Is it fine? And it's just, like, you know what? Just push it. Just send just post it. If you don't get, like, a lot of reactions on this one, great. Move on. Do another one.
Heidi [00:33:36]:
Do another one. Yeah.
Gabriella Bilotta [00:33:37]:
Do another one. Just keep going.
Heidi [00:33:39]:
It's a muscle and you just have to keep exercising it.
Gabriella Bilotta [00:33:42]:
It is so true. So true. Yep.
Heidi [00:33:46]:
So when did you go to your first trade show versus, like, where you're at now? And I feel like you're just cruising.
Gabriella Bilotta [00:33:53]:
Oh, god. Like, very first one was probably when I was still living in in England. Okay. Oh, so maybe about 5 years ago or so.
Heidi [00:34:02]:
Okay. So quite a bit of time, but it sounds sounds like maybe even more recently you've made some good leaps.
Gabriella Bilotta [00:34:07]:
Oh, yeah. Yeah. Yeah. Like, from that one to this one.
Heidi [00:34:09]:
Night of day. Yeah.
Gabriella Bilotta [00:34:10]:
Yeah. Yeah. This the most recent ones, it was before New York was in July that I had gone to.
Heidi [00:34:17]:
Okay. You're starting to feel good at that. Just
Gabriella Bilotta [00:34:21]:
Yeah. Feeling better about it. And like, you know, the follow-up afterwards of a trade show is also very important. Like, you know, you get people's cards.
Heidi [00:34:28]:
Mhmm.
Gabriella Bilotta [00:34:28]:
Make sure when you get out your card, you actually get people's cards too, because, you know, you can give out your card and it goes away, it gets thrown out. You never know, like, you can't expect people to come to you in this industry. You can't expect people to just be like, oh, that freelancer that I met that one time. No. Like, I don't think it works that way. No. It doesn't. I mean, it'd be lovely if you did, but it doesn't.
Gabriella Bilotta [00:34:48]:
And you you're the one who's driving your business, you have to drive that conversation. So, you know, I always make sure that I take, a card from someone else as well, or a phone number or an email, something that I can then reply back to or follow-up with. I've learned though, Laurie, like, I've only known this because how many times did I get home after an event or something? Like, oh, that person I should have, like, you know what I mean?
Heidi [00:35:11]:
Then try
Gabriella Bilotta [00:35:12]:
to find them somewhere else on LinkedIn and not be creepy to find them. You know what I mean? Like, there's just those kind of things that you learn, right? Like, you gotta do it once, and then you figure it out. So yeah, following up
Heidi [00:35:22]:
is huge. Yeah.
Gabriella Bilotta [00:35:23]:
And it's it's from the follow ups. You know what? Some people might not answer you. Like, I may be followed up with 15 people, and I got 3 back. That's okay. At least it's 3, you keep going, right? Mhmm.
Heidi [00:35:35]:
Yeah. What does your follow-up look like? Like, what are you putting in those messages?
Gabriella Bilotta [00:35:39]:
Depending on who it was, like, I'm really trying to, like, first of all, I would say, find a connection piece. So like, okay, there was this one lady that I found, I was in a booth, and she was just wearing these like, amazing jeans. I'm like, where did you go get those? Like, it's just like, spur of the car said, like, I love your jeans. Like, don't be scared to compliment someone, essentially, because you never know what it's gonna lead to. So whatever from that. I remember the jeans, she gave me her card, I gave her my card and then when I got home, I did, like, follow-up with her and be like, hey, like, I'm the crazy girl who loved your jeans. Like, you know, like using something that we To trigger. To trigger.
Gabriella Bilotta [00:36:15]:
Yeah. So like, I mean, like, with her, like, I didn't hear back, whatever it happens. But there was other people that I did, I'm like, hey, like, you know, I was in your booth of your collection, so incredible. I still remember those pants with a double waistband, like, such a good design, like, things like that, where I had said it in person so then when I go back to an email and they're like, you know, trying to type something up, like there's something that we had together. Because I feel like if not, how many people do these people see, right?
Heidi [00:36:42]:
So many.
Gabriella Bilotta [00:36:43]:
So many, like, trade shows are crazy. You gotta They're crazy. I don't know. Have something to be distinct. And I have gotten replies back, which is nice. Like, some people, it's a, like, you know, let's stay connected, You know, like, I don't have anything right now. But like, would love to stay connected with you, you know, like, things like that. And that's important, because that's the seed that's gonna grow one day.
Gabriella Bilotta [00:37:02]:
Or if it doesn't, at least it's still a contact, you never know, especially in this industry, you never know when you're gonna need to ask someone something or be that person for someone else, or they might connect you with someone that needs someone. Right? Like, it it's it's a massive chain of connection. Everybody knows everybody. So
Heidi [00:37:19]:
It is. Mhmm. Okay. So referencing, like, something really specific that Yes. They would likely remember. And then, like, are you are you sort of just like anyways, if you need any help, let me know. Like, what's what's the rest of the email look like? Like, how are you closing that conversation out? How are you ending that? Is there a call to action?
Gabriella Bilotta [00:37:38]:
Yeah. So, like, what I try to do is is put in, like, you know, I know you're probably super busy, like, planning your next round of stuff, but if you ever need any support in the technical design space, like, I'd love to support you in any way. I can't, like, things like that. Just being like a I usually say the word support versus, like, I don't know, just to make it a little more friendly. Yeah. And again, yeah, some people like, oh, yeah, actually, do you have, like, some people have asked me for my resume after which I I don't know, which I think is a bit odd for, like, a freelance thing. I don't know. Totally.
Gabriella Bilotta [00:38:09]:
Maybe people just don't understand, like, freelance versus employee. Yeah. But yeah. So yeah. I'll put in love to support you, and, if you have any questions, like, follow-up, kind of thing like that. It's I find it hard though to put, like, a direct call to action after a trade show. Yeah. Because there's, like, nothing that he said is, like, nothing distinct of, like, a goal that they had in mind that I heard or if there was great, then you, like, you attach that fully.
Gabriella Bilotta [00:38:38]:
Yeah. Like, if they said, like, oh, actually, like, I'm having so much trouble with, like, finding this type of material, like, I would put that in, like, hey, like, I actually have some ideas about what materials you could use through my suppliers. Like, I would throw that in. That's, like, a sweet call to action. Right? Because you're answering the question. Yeah. Whereas when it's just like, hey, like, loved your stuff, would love to follow along if you need any support, like, it's harder, I would say. Yeah.
Gabriella Bilotta [00:39:01]:
And then I'll at that point, like, you could do another follow-up of maybe about a month later or so. But again, I I also don't like to be too pushy. So it's such a weird fine line. It's a balance. It is a balance.
Heidi [00:39:13]:
Yeah. And then is your signature, like, Gabriella, like, finance technical designer or something like a little bit? So there's, like, a little reference of like, we are and what you do. Hey, remember?
Gabriella Bilotta [00:39:23]:
Yeah. So I think I have right now, I probably switched it up a bit like freelance, womenswear, contour and tailoring technical design Okay. And sustainable sourcing. So any
Heidi [00:39:37]:
Oh, great.
Gabriella Bilotta [00:39:38]:
Anything like fitted lingerie, corsetry, tailoring literally suits, like things like that. I'm trying to be more specific. Yeah. But yeah, so like, I'll have that and then I have like a little blurbs, like, helping brands find the best materials and manufacturers, something like that.
Heidi [00:39:52]:
Yeah. So it's, like, telling them what you do without blatantly telling them because it's, like, kind of baked into the signature, which I love that strategy. Mhmm. Yeah.
Gabriella Bilotta [00:40:02]:
Yeah. It's like a fine line of making sure they hear you and know who you are versus Yeah. You know, without, like, being, like, too much. Right.
Heidi [00:40:09]:
Yeah. Yeah. Absolutely. Absolutely. Well, I am so excited for you and this amazing growth and how much you've grown. Like, it seems like you've just grown as like a person and like so, so fulfilled by the clients that you're working with and getting to choose projects that you feel really excited about. What an amazing place to be and crushing it on the revenue side. Just phenomenal.
Gabriella Bilotta [00:40:32]:
Yeah. That's that's the sweet point for sure. And I don't know, I feel like it's just this place of loving what I'm doing again and being in control of it and and being with people who are passionate, like, I'm passionate about it, you know? So
Heidi [00:40:46]:
What a great place to be in. I'll ask you the question that I ask everybody at the end, and that is, what is one thing people never ask you about freelancing and fashion that you wish they would? I have to
Gabriella Bilotta [00:40:56]:
think about this a lot. Yeah. But it's a good question. My response was on the line that, like, I wish people would ask me more about what it's like to build, like, a personal brand. Mhmm. Because essentially, when you're freelancing, you're your own business, right? Like, you still have to have a unique selling point, you still gotta be really creative with yourself, you still have to, you know, stand apart from a bunch of other people. So, yeah, I feel like I'd love to speak about more, like, how do you build yourself as a brand?
Heidi [00:41:22]:
Yeah. Yeah. Well, we'll have to have you on another time to chat about that. That would be super fun. Yeah. Can everybody connect with you and find you online?
Gabriella Bilotta [00:41:30]:
LinkedIn. Please. I love my LinkedIn. Yeah. Great. Gabriella Bilota, and then email, Gabriella Bilota.designsgmail.com. Okay. Awesome.
Gabriella Bilotta [00:41:39]:
We'll link to both those in the show notes.
Heidi [00:41:40]:
Yeah. Thank you so much for coming on the show, Gabriella. Thank you. Lovely to
Gabriella Bilotta [00:41:43]:
chat
Heidi [00:41:43]:
with you again.
Gabriella Bilotta [00:41:44]:
You too. Thank you again.