If spending just a few hours researching could net you more value to your clients, and perhaps a little more money, would you do it? Sure you would, especially if there was a little more money involved. You’re a business person. Business people don’t walk away from cash, especially when it could be easier to earn than the cash we earn from our writing and editing.
It occurred to me after the last ghostwriting gig I had. Those of you who have ghostwritten will recognize this – you meet with the client, who goes over the project in detail. You take notes, you ask questions, and you brace yourself for the question or comment that always comes, one you haven’t found a decent answer for. It’s when the client looks at you and says some form of the following: “Where can I get this published?” or “Are you able to help me promote this?” And once more you have to tell your client, gently, that’s not within your scope of expertise.
So why isn’t it? It’s not as though it’s a big shock when they ask. We know it’s coming. We stammer and possibly promise to look into it for them. But why aren’t we already aligned with some publishing options, such as a list of agent names or a list of publishing houses? Mind you, that won’t get you extra cash right away, but it’s going to go a long way toward convincing your client that he/she’s chosen a writer who understands how to move a book from concept to publication.
So how much help should you offer? That depends really on your comfort level and contacts in those areas. If PR is not your thing, that’s fine. But why not have a list of PR contacts who work with book authors or publishing houses? If you’re not into being a book agent, why not hand your client a list of book agents instead? It’s the attention to detail that’s going to win over a client who’s on the fence. If you’re armed with places for your client to go once your project is completed, you’re going to give that person something no other writer’s bothered to – a little streamlining of a new process for them.
If you write or edit books, this is a great way to beef up the credibility and possibly the income. If you write press releases, it never hurts to have PR contacts for those releases, lists of potential sources for stories from those releases, etc. If you write articles, why not befriend your sources? It’s not outside the realm of possibility to bring up the other things you write about if asked, and it’s a good idea to follow-up with a “thank you” and a link to your site or your samples. A current project of mine came directly from an article source. I wrote their profile for a magazine. They liked it so well they hired me to write a piece for their employee publication.
How are you adding value?
Great piece and point, Lori. Being so old and opinionated, I usually have some juicy tidbits to give clients or, at the least, I do a little research and pass along what I learn. This is part of my “underpromise, overdeliver” practice.
If the client has not taken advantage of my offer of a free sample edit or free half-hour consultation, then I just consider the follow-up advice or help as such.
P.S. I am finally a Twit, thanks to you. I’ll have to send you props in a #FridayFollow. See, I really DID join Twitter.
You GO, Georganna!
Great point – underpromise, overdeliver. I LOVE that!