On a former teacher’s Facebook post recently, I was bemoaning how I’d been writing in my specialty area for 22 years and how I still get sources — typically men — overexplaining the industry to me.
You know, the industry about which I’ve written articles that they’ve read. In one hilarious case, an over-explainer actually quoted my own article back to me by way of example of what he meant. The joy I had to suppress when telling him that I was the author … but I digress.
The point I’m getting at is this — there are people who will assume you know little about their industry.
That’s a problem when it comes to them assuming the word “freelance” means you work at a coffee shop in your slippers while trying to piece together a paycheck. So how did they get that impression?
Because writers online don’t give them much of a different impression to go by. Examples:
“Are you looking for a freelance writer? I am available.”
“Need a writer? Check out my Fiverr profile!”
“How can I get paid to write guest posts?”
“How can you find clients on Google?”
Sounds a little desperate, even if the writers posting these things are not. But prospective clients wouldn’t know that if they don’t know you, would they?
Side rant over. Back to the point. If clients are asking you years later, “Are you still freelancing?” (it still happens to me) this post is for you.
Walt Kania, whose The Freelancery blog is addictive, talked about the freelance persona a while back. He said something that had that lightbulb over my head hit maximum wattage:
I realized that what my clients get is the ‘freelance me’ — a skillfully adept writer, insightful marketing thinker, an unflappable pro who always nails it. A clever and engaging chap, too. That is who they hire.
Damn. He managed to say exactly what I’ve been trying to put into words for a while. Because when I’m on the phone with a client, I’m friendly, but my attitude is one of “I’ve got this.”
Because dammit, I do.
And so do you.
I’ll point to a phone call I had with a client a week ago. He was explaining a few of the projects he was sending my way, and then asked when I could have them completed.
Here’s where you, freelance writer, can increase your income:
Extend the deadline.
[bctt tweet=”Probably the most surprising way to increase #freelancewriting income, right here.” username=”LoriWidmer”]
Wait, what? Extending the deadline makes you more money?
Yep. Here’s how:
You’ve just signaled to that client that you’re not waiting around for them to show up. You have other clients, other deadlines.
Sure, you can take it on. You have a few deadlines to clear up (and you’re implying that you’re getting those “out of the way” to make room for them), so you figure you can have a draft to them by …. and depending on the size of the project, you can extend that out to give yourself plenty of time to get other things finished.
Combine that waiting list of yours with the persona that Walt describes, and you’ve just increased your value. Just by showing up ready to solve their problems, but in a more professional “quality takes time” way.
And all because you changed their impression of what “freelance” means.
You’ve got this. And your clients now believe it. Honey, adopt that attitude. Own it. And work it like it’s your main priority. Then watch how that changes your clients’ impression — and your own — of your value.
Writers, have you ever experienced a situation in which your attitude has impressed the client as much as your background?
How do you typically schedule multiple projects? Do you space them out when possible?
6 responses to “1 Move That Can Increase Freelance Income (and it’s not what you think)”
Totally agree with this, Lori. In my experience, most good clients are willing to wait for the right writer. I’ve done this many times.
Right you are, Sharon! Clients who are worth keeping know that we run a business. It’s not hard to improve their impression of our skills by acting less desperate and more in demand, so to speak. 🙂
I’ve had different experiences with this. My most major client would handle extending the deadline by saying, “No problem, I’ll give the assignment to someone else.” I also had another who had a habit of sending me something first thing in the morning and saying they needed it by the afternoon. Every time. Ah, the glamorous life of a freelancer! 😉
Really? I’ve never had that happen, Dana. I wonder what the difference is. Maybe it’s the industry or the time crunch that particular client is under?
Yes, we are basking in glamour, aren’t we? 😉
I think it works best with clients who are either already familiar with your work or really trust the opinion of the person who referred you.
Whenever I ask existing clients for a little extra time, or say I’m fully booked, I usually hear some version of “That’s fine. You always send in clean copy, so it never takes too long to edit your work.” If their deadline is really tight, they usually offer another assignment with a later deadline.
Late last year, I sent an LOI to a prospective client. A couple weeks later they asked if I’d like an assignment due just before Christmas. I unappologetically told them my last work day of the year was December 17 (or whatever it was), so I wouldn’t have time. I was sure I’d blown the opportunity, but after the first of the year they got back in touch with another assignment. I’m currently wrapping up my third project for them.
I think you’re right, Paula. If they know you and trust you, you can extend that deadline.
I remember that client! I’m glad it worked out, too. You enforced a boundary, too. They sound like reasonable people, too.