Comments on: The Value-added You

By: Laura Spencer

Laura Spencer — Fri, 18 Sep 2009 19:52:30 +0000

Promoting one's self effectively is difficult.

There's a delicate balance between saying "I'm good" (I am, by the way, LOL) and "credibility."

I think it's because many clients (and probably society in general) have become jaded. They expect to be sold to and they don't trust sales pitches.

By: Lori

Lori — Wed, 16 Sep 2009 11:40:50 +0000

I like your gravy, Amie. :)

Eileen, those are stories I love hearing. He was a smart client - he went with quality over low cost. But to be honest, I wonder just how often there actually IS another writer in the picture, or if this isn't an odd negotiation tactic. Either way, he made a very wise decision.

Specialties are a good way to differentiate, Wendy. I bet you could make hay with that.

Laura, I'd hire you!

By: Amie

Amie — Wed, 16 Sep 2009 01:20:57 +0000

Is dry sarcasm a value-add? If so, that's my gravy.

By: Laura Cross

Laura Cross — Tue, 15 Sep 2009 20:11:03 +0000

Excellent post Lori. I don't specifically spell out my areas of expertise to a potential client (except that I write nonfiction exclusively).

Professional writers understand how to obtain information, conduct extensive research and acquire expert interviews - so, theoretically, any good writer can write on any topic (though they may not choose to do so).

My presentation or pitch consists of what my ghostwriting or editing services have accomplished FOR MY CLIENTS, such as garnering an appearance on Oprah, being featured in the New York Times book section, landing on Amazon's bestseller list, etc.

This approach has increased my client acquisition rate and improved my level of clientele.

By: Wendy J.

Wendy J. — Tue, 15 Sep 2009 14:32:45 +0000

Basically, most of my work has come through networking and referrals. I've only recently started to develop a marketing plan, but haven't initiated it yet, because I'm still trying to narrow my market down a little more. Right now, I specialize in the coaching industry.

Most of what I've written has been on numerous other topics, but I have written for a few coach clients. They were more impressed that I have some experience in coaching/mentoring, then they were in the few years experience I have in actual writing. They, so far, haven't given me much beef.

The other clients, who wanted other topics written, see that I have only a few years experience in writing and seem to think that I would be willing to work for a handful of change. Then, go figure, they become surprised when I decline to write for that rate.

By: Anne Wayman

Anne Wayman — Tue, 15 Sep 2009 14:10:32 +0000

Hmmm… I'm always telling clients I'm good, which I am, but I haven't spelled it out very clearly… good thoughts… thanks

By: Eileen

Eileen — Tue, 15 Sep 2009 13:04:07 +0000

A few weeks ago, I was emailing back and forth with a prospect who liked my work, but is a start up on a budget. He was shopping around, and pointed out another copywriter who quoted him a price that was 1/3 of mine (and mine was already discounted for him). He asked why the difference. I replied that he'd find prices all over the map, so I couldn't speak to why anyone else was charging so much less (or more) than me. But I did explain what I bring to the table and why that's valuable. Specifically: an understanding of FDA/FTC regulations for dietary supplement advertising, how to write compelling copy while still adhering to the strict regulations, and so on. I think the other copywriter had similar experience, but I don't think she articulated it as well ... because he hired me. :)

My unique benefits are spelled out front and center on the home page of my website. We need to make it easy for clients to believe in us.