249: Landing a $12K Client at MAGIC: The Trade Show Networking Strategy That Worked

Episode Overview

From Nervous to Thriving: Discover how Alina Sanchez-Lopez transformed trade show nerves into a $12,000 freelance triumph!

Ever walked into a trade show feeling completely out of place, unsure of how to approach potential clients? That was Alina—until a few key mindset shifts and strategic moves changed everything. A casual chat at Magic turned into a game-changing $12K project, reigniting her passion for design and proving that in-person networking can lead to massive freelance success.

In this episode, Alina pulls back the curtain on how she overcame the initial awkwardness, what she said to grab a brand’s attention, and the smart strategies that helped her stand out in a sea of fashion pros. She also shares how she navigated the leap from corporate burnout to freelance freedom, creating a career that gives her both flexibility and fulfillment. Whether you’re gearing up for your first trade show or looking to refine your networking skills, this conversation is packed with insights you can apply right away.

If you’re new to freelancing or have been at it for a while, click play now to learn how to confidently network at trade shows and turn conversations into paid design work!

Episode Highlights

Introduction to Magic Trade Show Experience

• Heidi introduces the episode by describing Alina’s successful experience at a trade show which led to a $12,000 project.

Preparing for First Trade Shows

• Alina shares her initial experiences with trade shows, including attending Texworld, and the support she received from a retired sourcing specialist who offered valuable tips.

Networking Strategy at Trade Shows

• Alina talks about her collaboration with Gabriela at the Magic trade show and how they used networking as an icebreaker. She discusses the tactic of attending talks to engage with potential clients post-session.

Engaging Potential Clients After Talks

• Alina details how she initiated conversations post-talks at trade shows by introducing herself to those asking questions, which eventually led to her securing a client.

Securing the $12,000 Project

• Alina describes the follow-up process post-networking. She explains how a client reached out to her, leading to a significant project that gave her creative freedom.

Discussion on Project Pricing and Proposal

• Alina shares how she approached pricing the project using a pricing calculator and presented three tiered options during a client meeting.

Client Selection of Premium Package

• Alina is surprised and pleased that the client chose the most comprehensive package, which further solidified a $12,000 project.

Alina’s Background and Transition to Freelancing

• Alina recounts her fashion industry journey, time in New York, corporate experiences, and how she transitioned into freelancing due to a desire for creative freedom.

Adapting to Freelance Life

• Alina discusses the challenges of transitioning from corporate to freelance, including finding a routine and adjusting to a business owner mindset.

Move to San Diego and Freelancing Flexibility

• Alina elaborates on her recent move from New York to San Diego, facilitated by the flexibility of freelancing, and her feelings towards adapting to a new lifestyle.

Current Freelance Challenges and Community Support

• Alina talks about ongoing challenges with imposter syndrome and perfectionism, and the importance of community support.

Final Thoughts and Insights

• Alina expresses her wish that more people would ask about her journey and the business aspects of freelancing, highlighting the need for a business mindset.

Key Questions and Responses

1. How did you land a $12,000 project at the Magic trade show? 

• Alina described how the project came about organically through networking. She emphasized preparing beforehand by learning from a sourcing specialist she connected with via email and attending trade shows to practice talking to industry professionals.

2. What tactics did you use at the trade show to initiate conversations? 

• Alina mentioned having a “buddy” to break the ice, being prepared with a plan, attending talks, listening to the questions asked, and having follow-up conversations with attendees who seemed like entrepreneurs.

3. What did you say to new contacts to initiate conversation? 

• Alina typically started with, “Hi, I overheard your question. I just wanted to introduce myself,” explaining her field of work and offering help if needed, which helped spark discussions.

4. How did you handle the pricing and proposal process with your client for the project? 

• Alina used a pricing calculator and created a tiered pricing structure. She met with the client to present the proposal rather than emailing it, which allowed for a real-time discussion and negotiation.

5. What was your niche outside of design, and did this project fit into that niche? 

• Alina’s niche was activewear and outerwear, but the project she landed was in streetwear. Although not initially part of her portfolio, her personal style and in-person interactions played a significant role.

6. How did you make the decision to move from New York to San Diego, and how did freelancing facilitate that? 

• Alina explained that she wanted to leave New York but was initially unsure how. Freelancing gave her the flexibility to live anywhere, allowing her to pursue a more desirable lifestyle while continuing her career in fashion.

7. What were the challenges of transitioning from corporate to freelancing? 

• Alina identified the biggest challenge as shifting to a business mindset because freelancing required her to be her own marketer and business owner, a stark contrast to her previous role in corporate.

About Alina:

Connect with Alina:
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Email her at: alina.sanlop94@gmail.com
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