Content Mill clips = no good work for me.

Created my own samples for a client = much better paying opportunity. It grew from there.

Need I say more there?

Jodi, great advice all the way around! It's the old "sell the sizzle, not the steak" adage, for sure. The differentiation makes a huge difference in both to whom you'll market and how.

Philippa, I can say from my own experience that learning to invoice well came from some bad experiences. Better to learn from those who have been there than go through the trials! 🙂

I wanted to add to what Devon said. Sell the holes, not the drills – meaning sell the solution, rather than the tool. Someone selling grass seed is really selling the neighbor's envy (not a lawn).

And absolutely pick a target – it's much easier to market yourself when you know who you're looking for, where to find them, and what their needs/problems are. You wouldn't go fishing for tuna in a lake, after all.

Another key thing is to differentiate yourself in some way (ghostwriter for athletes' memoirs, 24-hour service, etc.). When you're the go-to person, offering something unique or unusual you're a lot harder to replace.

Interesting experiment.

Paula, I understand why they do it. The money is in an account earning interest. The longer it stays in their account, the more they make. It's their way of making expense accounts work for them.

Wade, see above. It's also because we are low priorities. There are the must-pays, the have-to-pays, and the have-to-pay-eventuallys. Guess where we fall?