One of the things I’ve learned in my 19+ years as a freelancer and recruiter in the publishing industry is that freelancers must develop a niche.

“BUT,” you may ask, “how do you develop a niche without experience?” It is actually relatively easy and can be done in three easy steps.

1. Make a list of your experiences, interests, hobbies, etc. Because? Because the first step to developing a niche is to go with your strengths. Even if you don’t have professional experience in an area, if you like it, you’ll likely work to master it.

For example, in my professional life, I’ve been a real estate agent, loan officer, credit counselor, recruiter, and legal editor (among a few other things, but we’ll stop here). Remember, this is only professionally.

My hobbies are running, investing in real estate, reading historical novels, sewing, interior decorating, and designing ethnic pottery, among a barrage of other things (I have a very active mind and a bit of ADD!).

Now that you have this list, what do you do with it?

2. Target lucrative markets: Not every interest you have will be a viable niche market. This may be because they are unwilling to pay for your services, don’t need them, and/or there aren’t enough of your type to market.

With your list in hand, choose markets where: a) your services are needed on an ongoing basis; b) its selling price can be met with relative ease; and c) there are sufficient numbers to market.

Also, you may want to consider the competition; as in, how much/little do you have? While there is always room for one more company to offer a product/service, my thought process is why fish in a crowded pond.

Go after a market not targeted by many others. Sometimes this market will reveal itself in your list of professional experiences and/or hobbies. Other times, you may have to try harder to find it. Just make sure that however you choose your market, you keep the points mentioned above in mind.

Now that you know who you want to market to, how do you get those important first jobs that lead to samples, referrals, etc.? Simple.

3. Do low-cost or no-cost work: Always try to get paid for any work you do. You can target local charities; do jobs for friends with companies; get in touch with start-up companies, etc. Your initial mission is to get those first 4 or 5 jobs under your belt.

If you’re having no luck getting paid work, try this. Go to a company and do the job without being asked (eg, rewrite the poorly written brochure you received in the mail; rework your ineffective web copy; design your logo, etc.). Then contact them with your original and your NEW improved version. Not many companies will turn down improved work that they don’t have to pay for. It’s that simple, a legitimate credit!

Even if a company refuses, you can still use it in your portfolio. Just change the company name to something that obviously reflects that it is a fictitious company with the caveat that the name has been changed, but the revisions made were to the original copy.

Now, you’re on your way!