Freelance Game Plan: February

I know, I know. It’s midway through February and I’m just getting to this. My apologies; a good bit of work came in all at once.

I started with this Freelance Game Plan idea last month with the idea of giving us a bit of a monthly kick in the pants to change something up, or to start something different.

This month, I want you to get competitive.

Wait, Lori. Haven’t you said we writers don’t compete for clients?

To which I say yes. I’ve said it and I still believe it. But you’re not going to be competing for clients.

I want you to compete with other writers for success.

Weird, right? Maybe, but it’s effective.

[bctt tweet=”Want to improve your #freelancewriting biz? Compete with other writers for success.” username=”LoriWidmer”]

Let’s use an example:

Sara is a freelancer with about four years of experience. She’s been trying to move up the client food chain and earn more, but she just can’t seem to get past the rate she currently charges. She hangs out in writers’ forums, which are supportive, but much of the conversation is around how tough things are, what to charge, and what job listings everyone is rushing to apply for.

What message does Sara get from those forums every day?

• That all writers struggle
• She’s still a beginner in many ways
• That tough times are excused because everyone is struggling
• That job listings are coveted

No wonder she’s not getting anywhere. Now let’s see what happens when Sara goes in a different direction.

Sara befriends Judy on Twitter. Judy is a veteran writer who tweets strategies for improving marketing results, for vetting clients, and how to approach corporate clients with your ideas. Judy invites Sara to email, and they become friends.

Judy talks a lot about the clients she works with, how she locates them, and what approach she takes to upsell her services. Sara tries Judy’s upselling technique with one of her clients and, within a week, Sara is now working on more projects. Judy tells her about how she used that experience to find another client who works in the same industry. Sara does the same. Within a month, Sara has a new client.

That’s when Sara decides to watch Judy and emulate how she operates. After about six months of it, Sara is doing much better at attracting clients and increasing her earnings. But she wants more.

She decides she’s going to out-earn Judy. It’s a tall order because Judy is a highly successful freelancer. But Sara is determined to go for it. In a year’s time, she’s increased her earnings by more than double what she used to make. And she’s now able to vet clients, find ideal ones, and come up with great ways to upsell her services.

Sara may or may not have told Judy she’s competing with her. It might be great fun, or it could blow up a friendship, depending on their personalities. But Sara is setting goals that improve her freelance writing business. Sara doesn’t know what Judy makes, either. She doesn’t have to. Judy hints at how much she brings in a month, and Sara makes up a number and aims for that.

The best part about competing with another writer in this way? You both win. You may never reach another writer’s level of success, or you may surpass it. It doesn’t matter. What matters is that competition going on in your head is pushing you out of your rut.

It also changes the messages in your head. Sara now hears this:

• Clients are everywhere
• Getting clients isn’t tough
• Upselling keeps you earning
• Expanding your client base is more than possible
• Going for it pays off in some way

This month, strike up a conversation with a successful freelancer. Share ideas. Listen. Emulate. Then watch your freelance writing business grow.

Writers, how did you improve your business?
Was there a writer or other business person you emulated that made a difference in your career?