What’s on the iPod: Holland Road by Mumford & Sons
It’s been an interesting week. I’ve seen projects come up instantly, and I’ve seen promised projects still lagging somewhere in limbo. I’m a little afraid that some of the projects I’d bid on or had been hired to do will all come in at the same time — with rush deadlines, of course.
Since I had some time after finishing some projects and starting others, I picked up my marketing for the upcoming conference, which is two months away. I send out letters of introduction, and I follow up. That’s it. Not rocket science.
Neither is how to get your writing promotions going. Thank you to everyone who has answered the poll so far. Overwhelmingly, you’re asking how to start promotions, which I answered briefly in my last post. Part of the answer also includes getting the sale. It’s not enough to just promote your writing skills — you have to get some buyers, right?
That’s not tough, either. If it were, there would be fewer writers out there than there are. Think about it — every single freelance writer doing business today has found a way to sell. I’m here to tell you your next sale is right in front of you. You don’t have to be an expert marketer to get it, either. But you may have to do one or two of these things:
Ask for it. When you write a query to a magazine or a letter to a prospective client, do you ask for the job? Or are you thinking “Gee, I don’t want to be that forward”? If you’re shying away from asking, don’t. Success at freelance writing includes knowing your value. There are clients out there who both want and need your skills. I’ve had clients I’ve contacted out of the blue come back to me and thank me for getting in touch. In fact, a client a few weeks ago said “Your timing couldn’t be better — we’re desperate for a little help around here.” And how did I ask? Like this: “Do you need any help creating or revising current content or starting new projects?”
Show them why they should hire you. That may mean samples, if you have them. If you don’t and you’re new to writing, create samples. Write a few press releases or articles and post them on your website (Please do not publish through a content mill — that’s actually a detriment). On top of that, show them your background, especially those elements that coincide with their areas of concentration or projects they’re used to doing. Or you could explain in general terms how their website could shine better or their brochures could show benefits instead of features.
Ask the right question. I’ve gotten a lot of mileage out of asking one question: “How can I help you?” The usual response is “You tell me” but the question itself creates an informal partnership. You’re offering help. You’re asking for input. You’re open to suggestions. All good things for a client to be thinking, and all things that make you look like someone who’s on the team. It’s a subtle, subconscious shift in perspective and one that makes your client feel like there’s a platform for collaboration.
What’s your current approach to getting the gig? What has worked? What hasn’t? How can I help you?
2 responses to “3 Easy Ways to Make the Sale”
I do ask for the job. I don't bash their staff or tell them what's "wrong" — I praise their staff and tell them how I can make life better for them.
Devon, I've been reading through a number of forums lately. I'm surprised how many people don't seem to ask for the job. If you're already writing to them, what's the harm in saying "May I write it for you?"
Fear of rejection, I suspect. That's a hard one to overcome, but necessary for success.