I think psychologically, I get frightened more than the prospect of a cold call because the person might be like 'oh, no didn't get your email/message' etc but then again, what's worse going hungry because you won't follow up or leaving thousands of pounds/dollars on the table!

Funny how the more she speaks the faster people realize her IQ probably isn't 140. Of course, i wonder what things I say and do that make me look stupid… the list could be endless.

Ashley, I've had similar troubles. What I've done is set up a system where I send out say five queries on a Tuesday (LOIs usually). As I'm sending out more queries the following Tuesday, I finish up the marketing by sending out notes to those first five LOIs. For a while, I was setting up Outlook reminders to follow up. Since I'm marketing every day, that got to be messy. But if it helps, try following up one day a week, maybe a Friday. That way you've given them time and you've not forgotten. And you can count that as your marketing for the day. 🙂

Jenn, very good point. Sometimes they just don't fit. I had a call last night from someone who obviously wasn't able to afford my editing rate. I have to give her a few leads (once I see the project) and let her decide if price should be guiding her decisions. If so, we weren't a match anyway. But as you say, if she sees value in my price, she'll be back.

Lori – Great tips as always, especially on dealing with prospects turning you down. I've found this to be an important group. I go out of my way to help them find what they want if they don't think I'm it (usually because they can't afford me). I point them somewhere to find the less expensive writers they're looking for, and I invite them to get in touch if I can ever help them down the road. They frequently do come up. Rather than getting upset, help them see how valuable you are by letting them test the waters in lower quality / lower priced markets. Some have to learn the hard way and they come back, tail between their legs, saying they wish they hired you in the first place. And these folks have never tried to talk down my rates after taking the cheaper route. You just have to make an impression.

The worst thing someone can do when trying to sell to me is be pushy or condescending. I don't appreciate being treated like I'm stupid, so anyone who does that is just wasting time. I won't be buying. Same goes for trying to bully me into making a purchase. And I'm a real loud-mouth when it comes to referrals. If I like you, everyone will know. If I don't like you, everyone will know that too!

No one likes being condescended to.

I have a friend who, for some deep seated insecurity, needs to be the smartest person in the room. The result? She often comes across as a pretentious poser. I cringe when she starts expounding (with great authority, of course) about some subject when I know she doesn't really have a clue about what she's discussing.

Ouch! That hurts. But hey, you know now. I bet that mistake never happens again.

I committed a marketing mistake in May. I got back in touch with a former client I hadn't worked with in years. She sent me a new assignment rather quickly. I completed the first phase of it and sent it for her feedback and finalization but then things got really busy with other assignments and I had to put her on hold. I apologized profusely but it appears she found someone else to complete the work, which she had every right to do, but I feel terrible.

I'm of the opinion if they approach me with a great pitch and convince me I'm in need of their services, I'm going to buy or remember them when I'm ready to buy. I will remember the other type of person too – but for the wrong reasons.