Having been ’round this freelance writing block a few times (yesterday was the 15th anniversary of this very blog), I’ve come to spot things that, on the surface, may not seem obvious. But once you look under the surface, even just a little, you start to build a healthier level of skepticism. And believe me, my freelancing friend, you’ll need that.
It’s become increasingly apparent that some clients and freelance writing gigs just aren’t worth the time it takes you to write that email or take that call. This came to mind recently when I received not one, but two emails from what indeed turned out to be two nearly identical teasers meant to tempt me into accepting what I shouldn’t. Fortunately, I’m in a good place with the number of clients and projects I have, so the temptation wasn’t even a factor. But had I been hungrier, I might have gone along with the hook a bit longer.
[bctt tweet=”It’s only a good #freelancewriting gig if you’re not jumping through hoops.” username=”LoriWidmer”]
In fact, there are a few scenarios that are becoming increasingly more obvious as things we freelancers should avoid. Here are the few I’ve seen:
Job listings.
Hear me out. Yes, you can find a really good client through a job listing. But the likelihood of that is about as common as a four-leafed clover. I’ve had some long-term gigs from a job ad. However, I’ve had some gigs that, while long term, were never going to pay much. One lasted almost two years, and when I tried to raise my rates, the client pushed back — hard. “We like working with you, so we hope you’ll reconsider.” I did. I reconsidered working with them.
Why I don’t like job listings in general: They put you in a subservient position immediately. Here’s this person hiring. They’re getting tons of applicants, some who are basically willing to give them the work for nothing. They treat it like it’s hiring for a position in their company, so even if they’ve talked with you personally, you’re not getting the courtesy of a “We’ve gone with someone else.” That’s a bad place, my friend. That’s someone who isn’t showing you the respect that a business owner deserves.
Open calls for freelancers.
Hello, lowest common denominator! You’ll see these mostly on social media platforms (LinkedIn forums, Twitter). They’re the “We’re expanding our stable of freelancers” job postings. You’re not a horse. You don’t need to be part of a stable. That sounds like someone looking for a talent pool and maybe, just maybe if you make the cut, they’ll throw you an assignment.
Why these postings suck: This is someone who’s not paying to put up the ad. In my opinion, that’s someone who probably is accounting for every penny. Maybe I’m wrong, but the few postings I’ve responded to have borne this theory out. They’re also not looking for specific talent. They’re looking for a bunch of writers who can then barter for the chance to work for them. Why would any business owner get into a pit of despair like that?
The dangling-carrot communication.
This is very much part of the first two scenarios, but it’s the most dangerous part, I think. They’ll send you the project parameters, juice it up a bit to make it sound like something lucrative and well-paid, but never quite get to the what-their-budget-is part. I’ve had two of these in the last two months, coming from companies that actually reached out to me, so it’s not exclusive to the first two scenarios.
Why it sucks: They’re trying to hook you. It’s a teaser –here’s this really great ongoing work that is right up your alley, and are you interested? They’re hoping you’ll jump at the chance to earn anything. You’ll say yes before you know what it is, right?
Of course not. You, savvy freelancer, will say yes with your price attached. Don’t let them volley first. Why? Because in one of those cases for me, they volleyed with the project lead intro, the agreements, and then the price two emails later. And it was a price that was nowhere near manageable for me. If they don’t tell you up front what their budget is (not what you’re getting paid — you set your rates, remember?), then insert hefty dose of skepticism, along with your rate.
So, how are you going to find something better without all this?
Active networking.
That’s right. You’re going to ignore the ads, maybe respond to one if it really, really fits and you happen upon it by accident. But you’re not seeking them out anymore. Instead, you’re looking up companies that catch your attention on social media. You’re noting what hashtags they use, what topics they post about, and what their website says about them as a brand.
Then you’re going to get in front of them. Use those hashtags. Share their posts. Comment. Write something related and post it on the same social media platform. Or share things along a similar vein (and feel free to tag them if it’s relevant). Strike up a conversation. Be noticed. Connect with them once you establish a modicum of a rapport (if they initiate the connection, bonus!).
Referrals.
Two current clients of mine are both referrals. They’re my best clients, too. Ask if your client knows anyone else who may be looking. Mention if a client has dropped out of your orbit — that client may be holding back on work so as not to overwhelm you. Plus, that mention could get you in front of some other colleague who needs your services.
Name-drop your projects.
A number of years ago, a long-time contact of mine was shocked when I mentioned the white papers and sales sheets I was working on. I was gobsmacked that I hadn’t thought to tell him. Here was a well-connected PR professional, and he thought I wrote just magazine articles.
When you’re on those calls with interview subjects, or in email with those marketing folks you’ve come to know, mention a project you’re working on right now, as in “Busy week here — had to get a thought leadership piece done in three days, but I managed! How’s your week been?” That kind of name-dropping sticks. They see you in a different light, and yes, they come to you with other projects.
Writers, what are some of the warning signs you’re seeing?
What are the unique ways in which you’re finding clients?
You’re such a pro, Lori.
I, too, find the money discussion important up front rather than several calls/emails in. I’ve had waaaaay too many people truly underestimate what the necessary rate for a skilled professional writer.
So I broach money on my first response. If it’s crass, oh, well.
When someone reaches out, I say something like, “Thanks for reaching out. I’d love to talk to you more about what you’re looking for and whether we’re a good fit. I charge ____ per hour. If that is within your budget, let’s set up a time to talk.”
I’ve had people come back and say, “But we can pay only this much,” and that’s fair. We can talk if it’s a project that works for both of us. But I’ve also had people essentially say I’m ridiculously expensive. I don’t argue, but I do think to myself: “Dude, I didn’t reach out to you. You reached out to me.”
But I learned about five years ago not to bid against myself by lowballing an initial number to get clients. I was going to give a price to a client. I really wanted X, but I was afraid she could afford only a much-lower Y. I kept going back and forth in my head over which to lead with. Finally, I told myself: “Charge what you’re worth. Then see what the client says.” I gave her the higher amount. She didn’t blink and accepted without hesitation.
Now I just state my rate and move on.
Thanks for another great blog, Lori!
That’s an excellent way to state it, Gabriella! I’m stealing that. 🙂 What a time-saving move on your part!
If it’s “crass” to address the elephant in the room, so be it. I think it’s sensible. It would be like calling in a kitchen designer, having them walk you through all their plans, then telling them “We have $5,000 budgeted for this.” It’s unfair to the designer, and it’s a waste of everyone’s time.
When they say you’re ridiculously expensive, you know you made the right move! I’ve been told that once or twice, and yet I had people paying that “ridiculous” price already, so it boils down to them being rude about it. Just say “I’m sorry, that’s far outside of what we’re able to pay.” Is that so hard?
I had two very different experiences regarding pricing in recent months. Both were referrals.
Company A: I had nice, lengthy calls with top execs of a boutique marketing firm. A friend had referred me to them (and them to me) AFTER I’d already contacted them after checking out their website. They said they loved my word. They loved my versatility. They asked my hourly rate.
I told them I prefer per-project fees, since hourly rates penalize efficiency. I said with per-project fees both sides know how much the final total will be, and they won’t be paying extra for slower workers. I said I base project rates on my ideal hourly rate. They pushed. I stated an hourly rate slightly above what I really wanted, adding “Per-project rates also allow more room for negotiation.”
They sent me a contract, NDA, and W9. The owner said they’ll be in touch when something comes up. Crickets. I checked back a month or so later, they said business was slow but would be in touch. Meanwhile, I know the friend who’d been writing for them for a couple years had to turn down work from them. I checked back another time or two, same “we’re waiting for the right assignment.”
Company B needed monthly blog posts in an area I’ve written about a bit, but isn’t a specialty. The writer who connected us told me what she’d earned per post, and let me know the scope of the posts. I knew this was a company that wasn’t going to balk at my rate. And they didn’t.
Is all hope lost for Company A? Maybe not. But I’m not going to beg for work. I might check in with them this spring to update them on my work, and remind them I exist.
Yea Paula, that first one has me scratching my head, too. But it happens too often. I’m not sure exactly what would cause them to go silent, but I’m glad Company B has been a good one for you.
You’re smart to follow up with the first bunch. You never know.
Good one, Lori. When they have to place an ad to get candidates, it’s a good job. An open call brings in lots of applicants, so they can find one or a few that will put up with the hard work, long hours, and low pay. Carrot stick manipulation tricks are obvious and should be two red flags and a warning shot that you should run away from this offer fast!
That open call is always a red flag for me, David. It doesn’t even sound good, does it?
No, it sure doesn’t, Lori.
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