A coworking space is a building full of small companies that already chose to be near other businesses, which makes it a place where a freelancer or service firm can meet buyers in person. The trick is to treat it like a small town: meet the person who runs it, help members before you sell to them, and let a few introductions do the work. You do not need a desk there. Many spaces sell day passes, run public events and have a members' directory or message board.

Why the community manager matters most

Every space has a person who welcomes new members, runs events and knows who needs what. That person gets asked, "Do you know a good designer?" several times a month. If they know what you do and trust you, you are the answer. Start with a coffee. Ask what members struggle with, which services they already recommend, and whether the space hosts workshops. Do not ask for a list of members. Ask if there is a way to be useful.

A plan for the first month

  1. Week 1: Pick two spaces near you where the members match your buyer: a space with many agencies is good for a developer, one with many startups is good for a lawyer or accountant. Visit both. Buy a day pass if needed, and sit in the common area.
  2. Week 2: Meet the community manager and offer to run a short workshop, such as "Contracts for freelancers in 45 minutes." Members like useful, free sessions, and the space likes content for its calendar.
  3. Week 3: Go to two member events. Ask people what they do, listen, and say what you do in one sentence if they ask.
  4. Week 4: Follow up. Send each person you met a note with one useful thing they mentioned: an article, a contact, a template.

The sentence you say

Skip the elevator pitch. When someone asks what you do, say who you help and a result: "I do bookkeeping for design studios, mostly month end and cleaning up quarters that got behind." A specific sentence is easier to repeat to someone else, which is how referrals happen. Wei, a fictional tax preparer in a space of 60 members, answered that way for three weeks and was introduced to two studio owners by people who were not even his clients.

Rules to follow

  • Read the space's code of conduct. Many forbid soliciting members at desks or through the member app.
  • Do not post an ad on the message board unless the board has a place for services.
  • Never take a member list home and email it. Contact someone only when they have given you their address or you found it on their own business site, and then include your name, address and an opt-out, as US email law (CAN-SPAM) requires for commercial messages.
  • Do not pitch at the coffee machine. Offer to help, then follow up.

Is it worth it?

It is slow and personal. It works for people whose buyers are small local businesses and who enjoy meeting people. It is a poor fit if your buyers are large companies or live elsewhere. Count conversations, follow ups and calls booked after six weeks. If you have had 20 real conversations and no calls, switch channels. How to follow up after a networking event covers the notes you send, and how to network as an introvert helps if the room makes you tense.

Add a channel that does not need a room

While you build relationships in the building, reach out to businesses in your area that fit the clients you want. Rocketship finds those buyers by name near you and emails them from your own Gmail, so your time in the coworking space goes to the conversations you do best in person. Start the 7-day trial; a card is required.

Go to one event this week. That is the whole first step.