I should stay off the internet. Really.
My problem is that I read too many forums and social media sites where plenty of writers are either lamenting the death of freelancing (which is alive and well) or bragging about their ability to write about anything (which is going to burn them at some point).
Lost in all that? The writers who want to do better, who want to grow their freelance writing business, who want to improve their earnings and client pool. Yet who can they ask? They’re either going to hear why they should just get used to being poor or how they’re not attacking more potential clients for being too dumb to see how talented they are.
For those writers who are looking to boost earnings and get better clients, this post is for you.
There are plenty of things you can do to improve your freelance writing business, so don’t think of this as a comprehensive list. (Do peruse the blog here for more ideas.)
Here are five truths you can take to the bank right now.
Truth #1: Job postings are not for you.
I know some of you have had success with applying for freelance jobs. I have in the past, too. However, the dangers of these postings are manifold: you rarely have control over your rate; you’re applying like an employee (and those hiring people are thinking of you as one); you’re competing with thousands of other writers; you get stuck in an uneven relationship with a client; you’re going to get stuck earning much less than you should be earning.
Instead, actively seek out clients you’ve researched. There are so many ways (clickable links!) to meet and engage with client prospects that it eventually turns into the easier way to find quality relationships rather than employer-employee style jobs.
Truth #2: If you’re working too hard, raise your rate.
Maybe you’ve been around the blog long enough to remember how I lost a ton of money in 2021 by not increasing my rate when I was so busy I couldn’t breathe.
Not sure how to tell your clients? A simple email like this works:
Dear Client,
Just a note to thank you again for trusting me with your projects over the years, and to let you know that my rate will be $X.XX per word starting May 1st. If you have any questions, feel free to reach out.
Best,
Writer
Simple. To the point, no gushing and apologizing. You are allowed to price your business services your way.
Truth #3: To attract better clients, charge more.
The same sort of thinking holds true for those of you who feel stuck in a low-paying rut. That one sentence above, first spoken by good friend Anne Wayman, has proven true so many times in my own client interactions. I climbed out of that rut by charging more. Sure, I lost the clients who weren’t paying much, but that was actually the bonus. I lost clients who didn’t put enough emphasis on the value they were receiving, either by choice or budget constraint.
Truth #4: Accountability will improve everything you do.
Think about how we learn in school. We get homework. The expectation is that we will finish it and get a grade. Now think of the act of reporting in with a friend or fellow writer as your grade for the work you’ve done as a freelancer. No, you won’t get judged as harshly as Mrs. Smith judged me for not knowing how to pronounce “town” in first grade, but you’ll get something better — accountability. When you establish the routine of checking in monthly, it keeps your eye on the ball a lot better.
True story: I was lousy at sticking with my tasks early on in my freelance writing career. I would make plans. I’d quickly forget them because there were emails to answer and Solitaire games waiting. I struggled, obviously, with making a decent profit. Then Joy Drohan and I teamed up. Suddenly, I had to tell her what I had done all month. My focus turned back to work and how I was going to be pleased (or embarrassed) to share my efforts with her.
Try it. Find someone to report to. If you can’t find someone, tell me. I’m happy to listen.
Truth #5: Clients hire people because they’re people, too.
Back in 1993, Bob Burg wrote a book named Endless Referrals. In it, he wrote one sentence that has become synonymous with how to sell successfully: “People buy from people that they know, like, and trust.”
He knew that we don’t buy from the pushy person who cannot stop shouting “hire me!” or the person who expects us to buy something without explaining what’s in it for us. If you’ve ever been held hostage by some salesperson’s inane banter or desperate attitude, you get it.
It’s because we want to connect with the person in front of us. We want a relationship. We want to feel we’ll be taken care of or that our needs will be met in some way.
Establish a relationship. Stop asking for a sale. The former will get you repeat work and referrals. The latter – one-off sales at best.
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