I wasn’t making one — I was rescheduling one. There’s no option for that online.

Thinking I’d outsmart the system, I chose differently from the menu. I chose an area I was sure would connect me to a person. This time, I was told to email my issue to the “care team” and the bot spat out the email address. And promptly hung up.

I followed the bot’s direction and sent a message with my reschedule request because, according to the doctor’s website, “We care about our patients and will respond to you quickly.”

Here it is a day later and I’m no closer to rescheduling that appointment. Good thing I wasn’t cancelling on the same day as the appointment.

It brings me to a topic that I think we freelancers don’t talk about as often as we should — those skills we need that aren’t writing and editing skills. There’s a lot more to running a successful freelance business than just getting the words on paper by the deadline. Let’s start with that first issue:

A focus on the client.

Despite my doctor’s office assuring me that they are patient-focused and ready to serve, that’s clearly lip service. There is no modern practice on this planet or any other that should be denying patients quick access to a person in that office. That’s a quick way to lose business.

That begs the question — how focused are you on your clients? Do you have more than one way for them to reach you? Do you have hours clearly stated, either on your website or in your emails? Are you set up to be reached during work hours? If you don’t know what that looks like, there’s a simple test here: Pretend you’re the client. What type of availability would you expect?

Better communication.

Obviously, that focus is greatly dependent on you being a better communicator. You don’t have to go crazy and answer each email and phone call is if the client’s house is on fire and you’re delivering water, but are you:

• Spelling out exactly what you heard was the scope of the project
• Asking the right questions to glean the right info for each project
• Giving regular updates on progress, if the project is longer
• Communicating snags or issues quickly
• Revisiting the original conversation to make sure you understood what the client wants
• Staying in touch as needed

Beyond the project, are you focusing on building a rapport with your client? Are you matching their conversational tone/pace? Are you alerting them to issues or new ideas? Build better ways to show your client that you’re interested in them beyond just the project. Get to know them. Trust comes from someone taking that extra step.

Better marketing.

Hey, what’s a post from me if I’m not mentioning marketing? Look at your most recent attempt to market. How long ago was it? If you didn’t say this week, time to get busy. Today, spend ten minutes on social media connecting with and sharing content with those with whom you’d like to work. Yes, it’s that easy. Still, you can stand out a little more if you enter the conversation, offer up ideas and posts that relate to the topic, ask if their expert would be willing to enlighten you further on a topic …. you get the idea. Show some freaking interest!

Other marketing you can do right now:

• Ask a current client if they need any help/can think of anyone who might need a writer with your background
• Advertise your availability to your social media followers
• Send out a letter of introduction to a new contact (one each week would be a nice start)
• Revisit past clients and see how things are going/if they need anything

Time management.

This one is top of mind for me these days. While I’m still working a little, I’ve been transitioning into a different area of writing that isn’t client-focused. At first, I struggled with getting a routine going on my writing, but then I realized why; I hadn’t committed to a schedule.

The same goes for writing (or any freelancing) where you work with clients. You need time in your day for a few things, which should include:

• Answering calls/emails
• The work itself
• Marketing
• Admin and invoicing

It doesn’t sound like much, but when you’re working with nine clients and trying to meet every deadline, it becomes a lot. Having a set routine gives you a clearer picture of your day rather than you sitting down to work and finding twelve emails you need to answer and then the phone rings and … you get the idea.

When I was at my busiest, I would answer client emails and calls once before lunch and, if needed, once before shutting down for the day. Otherwise, you have that situation I had back in 2010 where the client was sending seven emails in an hour and I was trying like hell to chase down exactly what she wanted as she was firing off four more emails …. Don’t enter that vortex. Instead, read multiple emails at once, then respond in one email with bulleted answers. Hopefully it will train your client to organize better by showing them how you do it.

Freelancers, what skills do you think are important for running a successful freelancing business?

The post 4 Things All Freelancers Need (but may not have) appeared first on Words on the Page.

I urge you to, as well. I’ve made a damn fine living working in what would be considered a boring niche industry. But I assure you — insurance and risk management are anything but boring.

As Jenn mentions briefly in her newsletter, clients need white papers, case studies, etc. Is that the bulk of the work you’d do? That depends on the industry you choose to work in. Personally, I’ve written white papers and case studies — the latter more than the former — but the bulk of my work looks more like this:

• Articles by subject matter experts (I ghostwrite them)
• Website rewrites
• Q&A articles with new hires, subject matter experts, promoted people
• Newsletter articles
• Blog posts
• Books, writing and editing
• Magazine articles

If you write for a more general, consumer-facing audience, you’re already doing most of this. So why would I urge you to consider trade writing?

Because honey, it pays more. A lot more.

Sure, there are consumer and general writing projects and clients who do pay well. I’m not saying there aren’t. I’m saying that there is a dearth of writers in these commercial industries. And these companies and associations need content. Badly.

Why You Should

I haven’t talk about my income here because I think you should measure your success your way. You may be quite successful at a $30K annual income because you live in an area that’s much more affordable than say, my area, which would quickly stretch that $30K to its limits. Just know this — I’m illustrating to you what happens when you specialize or concentrate on a niche.

I started freelancing at a measly $35 an hour (I know, talk about too low). I grew that into client relationships that steadily increased my hourly to about $150. Today, I don’t charge hourly. I charge $1.50 per word. I have enough experience in this industry to write quickly and accurately. Speed should never be penalized. It’s an added bonus that clients are willing to pay for (the good ones, anyway).

These days I’m sliding into retirement. But during the height of my freelance career, I was making a solid six figures. If you want to grow a freelance writing business, specializing can get you there pretty quickly. Not overnight — nothing happens overnight and certainly not without a lot of learning and working. But it’s possible. If I can, you can.

How You Can

Every path to successful freelancing starts in a different place. I can’t tell you what that looks like for you. I can only tell you what it looked like for me.

1. Start small. I started with magazine work. I wrote to the editors of the magazines in the insurance industry. At the time, I’d had some experience with writing in the industry, so I told them about it. Within 24 hours, I had an assignment (because I also sent two targeted ideas). That relationship lasted nearly 20 years. No direct experience? Find something in your writing history that relates to that industry. Or send a query with a killer idea that hasn’t been covered in the last year — one that fits them to a tee. Here’s how to study a magazine. And here’s how to find your ideas.
2. Learn as you go. What better way to get up to speed on your chosen niche than doing so from the very people you’re interviewing? When I started out, I would ask one question that wasn’t going into the article. And if they mentioned a term I wasn’t familiar with, I would ask them to educate me. If you tell them you’re new to the industry, they will be happy to help you. I met a few people who became great colleagues because I asked for a quick summary of what this or that meant.
3. Apply what you already know. You know how to interview, research, write. Writing for the trades and for corporate clients is giving them the same compelling content you’re used to presenting — not the brain dump that you think will impress them. When in doubt, resort to the 4 must-have elements of trade writing. Also, don’t discount the micro-niches you may already have. Remember all those articles you wrote on environmental issues? Or those case studies for that wellness magazine? That’s experience and knowledge that could translate to a company that sells supplements or a company that focuses some (maybe entirely, maybe not) on environmental issues. In my orbit, I work with companies whose business does indeed have a division that focuses on addressing environmental pressures and helping prevent disasters. Dig a little. You’ll be surprised what these organizations are doing as part of their business.
4. Charge more. I’ll tell you this until the end of time. Always, always be thinking about raising your price. Say you’re making about 50 cents a word writing for consumer magazines. You’ll be asking for at least 75 cents a word from trade magazines, am I right? (I am.) Current clients are paying you about $90 an hour? New clients will be paying at least $100 an hour. You get the idea.
5. Keep learning. Sign up for newsletters, press releases. Read the trade magazines. Attend a trade conference. Follow your intended clients on social media. Jot down what they’re talking about. Research it. Repeat often. This is your new niche. You don’t have to be an expert. Being savvy to what they’re talking about, how the industry operates, their pain points … all of that will give you all the knowledge you need to rock this niche of yours.

Freelancers, what’s in your background right now that you could turn into a niche?

An assignment: Think of one industry that bores the snot out of you. Got it? Now go to their industry associations’ websites/magazines and find one thing on each that actually did interest you. 
What did you find?

The post Niche Freelancing without Boredom appeared first on Words on the Page.

I refused.

I told them why, and this is something I think we all need to caution our clients about because they are not creatives and wouldn’t necessarily know this.

Tell your clients this: AI isn’t just “helping you write.” It’s learning how to write like you and on that topic. That means the next company — maybe a competitor — is going to get results that sound a lot like your company. Or maybe verbatim wording.

If that doesn’t bother them, tell them this: AI could also be giving you phrasing and ideas that are copyrighted by another company or individual. That is litigious territory. It could damage your reputation, your sales, your bottom line.

If they’re unmoved, you have a choice, my writing friend.

• You can continue to work with them as usual
• You can work with them after you transfer the risk of AI onto them
• You can drop them

I chose the middle stance. I warned my client, in writing, that this was a dangerous practice and for the reasons I’ve stated above. Thankfully, they chose the right path.

If you choose #1 and continue to work with them without making a fuss, here’s what can happen:

• They get sued
• They turn to you for why you didn’t catch this
• You claim ignorance
• One of you loses in court

Your other two options hold a much, much better outcome for you.

Let’s look at that second one — transferring the AI risk onto them. This is something you can do quite easily. A contract clause. To this point I’ve not had to use it. Lately, however, I’m seeing more requests to incorporate AI into my process, which I will not do.

(I’m not a lawyer, so what I tell you should indeed be passed by a contract attorney to ensure you’re not missing anything.)

Going forward, my contract clause, which I repeat in email, will be stating:

Use of Artificial Intelligence

Any use by client of artificial intelligence (AI) platforms or programs to generate content before, during, or after creation of original content automatically voids the contract. Writer is not responsible for errors, omissions, or copyright infringement stemming from the use of AI in the creation process. This excludes AI-transcribed interviews and notes used to create content.

That last line is important. I use Otter.ai to transcribe phone interviews. It’s a massive time-saver and, in my opinion, the proper use of an AI product. If you use a similar transcription product, keep that line intact. And always inform your clients upfront (and on tape) that you’re using AI to record and transcribe.

Any client who uses AI beyond interview transcription is breaching the contract. They owe you money and you need to decide if it’s a one-off mistake. If they continue, it might be best to stop working with them.

Are you facing situations with clients or potential clients that involve AI?

The post AI and Clients: A Freelance Primer appeared first on Words on the Page.

Maybe you’ve struggled with the same issues over your freelance career. Some of the things that frustrated me are pretty universal, I suspect.

The know-it-all freelancer

I’ve had a lot of people tell me what I’m doing wrong in my freelance writing business. Sometimes that “advice” is unsolicited, which makes it all the more maddening. One writer whom I’d barely spoken with in the past felt it necessary to point out things I was doing wrong as she was pumping me for information (because she was lousy at masking her real motive). Another put me down in public (more than once) and others have told me exactly how wrong I was in private forums.

Maybe you’ve had the “well-meaning” advice hit you, or maybe someone adopted the “you stupid cow” attitude online when you disagreed. Doesn’t matter. No really; it doesn’t matter.

Dealing with it: Ignore it. Look at your bank balance. Look at your happy clients. Ignore people who are too busy “fixing” what isn’t their business while their own business waits for their attention.

The freelance naysayer.

You can lead a horse to water, you know? Over the last few decades, I’ve witnessed freelancers make excuses, bitch about market conditions (the old “freelancing is dead” proclamations), whine about not being able to find decent work, or all of the above. You’ve seen it, too. For every one of us who are working at building networks and client relationships, there are many, many more writers who want to blame someone else for their lack of success. I have yet to find a scenario in which a writer can’t make a better living by trying. For every reason why we can’t there are examples of writers in worse situations who simply are.

Dealing with it: Don’t fight a freelancer who wants to wallow in self-pity. Let them wallow. Move on with your life. Because again, it doesn’t matter. Not to you. Trying to convince them otherwise is a fruitless exercise. Trust me. I’ve tried.

The freelance fudger.

Right now, I could name a few freelancers who claim that six-figure income and who, I’m betting good money, don’t make it all via freelancing (if they make that much at all). Their motivation seems to be, well, earning six figures from teaching others how to do it while not exactly being transparent about their income sources. I won’t name them because that’s their karma, not mine. Can you make six figures freelancing? Hell yes. I have. But ask yourself if you need to or want to.

Conversely, we’ve all seen the freelancer who claims that they’re making oodles of money working for $5 an article. Fat f*cking chance. Do the math. There’s no way anyone has the time needed to get more than $100K writing so many articles.

Dealing with it: Set your own earnings goal — one that you’re happy with and that will give you ample income. Ignore the noisemakers. They’re out to separate you from your money.

The beggar.

Want to appear to be desperate to any potential client? Contact them a lot. Make many suggestions without looking at what they seem to be doing already. Keep in touch too often. Overwhelm them with questions.

Look, you may well be desperate. But desperation makes you overreach. It makes client recoil.

An example: A lighting store near us has two salespeople, both women. The first visit, we met #1, who was a fast talker and nearly pounced on us as we entered the building. However, she also had a ton of knowledge that we needed, and when we asked her to slow down her speech, she complied instantly. The second visit, there was salesperson #2, who practically leapt over her desk to greet us. She knew we were working with #1 (we greeted #1 first and said we had questions). Still, #2 followed us to the lighting showroom and did a brain dump, then started printing out information we didn’t need as the #1 was trying to talk over #2 and get why we were there, while convincing her colleague that she’d already established a working relationship with us.

At that point, we didn’t want to buy from either of them. But #1 was clearly stuck in a situation where this colleague was trying to steal her sale. But the end result was that we were turned off completely.

That’s what it’s like when you let your desperation show.

Dealing with it: Act like you don’t need the job. Behave as you would if you were busy — in other words, ask questions about the project, clear up details about what they want/need, if they’re open to suggestions, and talk a little about projects you’ve done that are similar to theirs and how you can deliver value for them. Devise a follow-up schedule. Avoid contacting them more than once every three or four weeks, though contacting them after you talk to reiterate what you heard from the conversation is acceptable and, dare I say, expected. And watch your language. Reread it all to make sure you’re not slipping words in that indicate how badly you need the work.

Success starts inside your own head. Shift your perspective, create a mindset that you are a valuable resource, and keep your mind open to adapting to changing situations. You don’t have to know everything (there’s no way you do, either). But you can overcome a negative persona by putting energy into building a process that works for you.

The post 4 Freelance Personas that Don’t Work appeared first on Words on the Page.

Once upon a time (2003), I was thrust into the world of freelance writing when I lost my job. Through connections I’d made on the job, I was able to start working independently the very next day. This freelance stuff was going to be easy.

Yes, I was that naive, my freelance friends.

What followed wasn’t an onslaught of clients and projects, but a journey that most resembled hungry dog trying to climb an icy hill with no guardrails. It was ugly. I took work that didn’t fit. I took low-paying gigs. I worked temp jobs. I took anything that anyone threw at me with promise of payment. My targeted income goal: anything that paid.

I never worked for free intentionally. I say intentionally because when you work with new, low-paying clients and you’re too green to ask for a contract, you’ll wind up working for free because that money is never coming.

Fast forward six years.

By 2009, I had some solid clients who paid without argument, who signed contracts willingly, and who funneled some good-paying work my way. I had a target goal of $4K monthly that I hit with some regularity. Still not solidly hitting beyond my target or landing the bigger clients, but I was in much better shape than in 2003.

By 2019, I was regularly surpassing my monthly $6K goal (well into a six-figure income) and landing ongoing work from household-name clients and global corporations.

Which brings me to the point of this post:

How has your freelance career moved beyond those lean times? Or are you still wondering if freelance writing really is dead?

Let’s take a real-world example:

Mary (not her real name) is a freelancer who has a background in finance and in equestrian care, having written fairly frequently on both topics for small outlets and clients with equally small budgets. She moved to a remote area of the Northwest where she continued to write on these topics, struggling to make $3,000 monthly. She has a book credit to her name and a resume that suggests that Mary is writing about everything and not really trying too hard to find a niche, which is fine in some cases. When her spouse died, she sold articles about the experience. These days, Mary writes family histories.

While I applaud writers expanding into new areas, what I see happening with Mary is that she’s chasing rainbows. She’s not expanding into higher-paying areas but possibly expanding into some of the least lucrative work imaginable, for families are not necessarily going to have deep pockets or ongoing needs. She is not actively taking steps to improve her income stream or level of clientele.

It’s an easy trap to fall into. You seek out work you know you can do, you know you can secure. You have a new client and maybe the potential to make a little bit more. Or not. Maybe you think this is good interim work. Or maybe you think, “Hooray! I can make $150 more every month!” and you’re celebrating a little victory.

But friend, what if you can do better? Let me show you how it might not be so difficult for you.

Look to your background.

There’s Mary, dripping in experience with the financial market at a time when everyone and their uncle is looking for financial content and advice. Her background could be basic home finance 101, but there’s a bigger market for that than a low-paying client. She could leverage that experience and reach out to companies that provide financial guidance, financial institutions with newsletters, websites that offer consumer-facing advice …. and she could be making $1500 per piece. Two of those and she’s met her $3K target.

Market upstream.

How I made it beyond the low-paying clients may help you understand how you can do something similar. I started out piecing it together. Then I used the clips to get better-paying gigs. Then I reached out to industry magazines and introduced myself, which got me assignments that paid $1K to $2K each. That in turn got me more name recognition in the industry I’d focused on. Then I realized that I could market/network with a larger swath of these clients if I met them in person in a work setting, so I created a plan to do just that at an annual trade show. That got me clients that I’m still working with today.

What I didn’t do — sit back and wait for the work to find me. Work doesn’t find you without a ton of networking, marketing, and building trust and your good reputation with people who are able to hire you.

Market to ongoing needs.

Mary made the possibly unrealized error of transitioning her career into working with people who will hire her one time. Her other clients, possibly magazines or websites, have a larger chance of hiring her for another project — families, not so much. If you’re looking to climb out of an earnings rut, look for clients who aren’t offering one-off projects, but an ongoing need. My current clients have been with me for over a decade — one of them since that first day.

Consider the overall impact of each client.

I have a client who will never make me rich. But when I see that 1099 every year, I realize that they contribute a nice chunk to my annual income. One client I had gave me work that amounted to just above $9500 annually. However, with special projects, that total came to closer to $20K. That’s nothing to sneeze at. So, if you’re considering whether to keep that lower-paying client, look at the total picture. Factor in how easy/hard the work is and decide based on what it’s worth to you overall.

Lose the fear.

What I think is Mary’s underlying issue is that she doesn’t believe she’s ready for a larger, more lucrative client, so she sticks to the lower-tiered clients and the easy-to-grab projects. Been there, right? That household name walks up and asks for your rate, and you choke. I get it. But someone has to write for them, and why not you? It’s no more work to get it right for a high-paying client than it is to do the same for a low-paying client. Get out of your own head.

The post Your Stalled Freelance Writing Career (and how to un-stall it) appeared first on Words on the Page.

Let’s face it: We’re in the era of AI, which means some people will be looking to take shortcuts while writers who target these potential clients will be bemoaning how “dead” freelancing is.

It’s already started. A few friends have already been asked to edit AI-generated content or worse, train AI to basically take their jobs. When struggling freelancers see this, it’s tough to combat their negativity.

However, if you fish in the right pond, freelancing is still quite alive and thriving, friend. It’s just more about how you go about finding clients than it has been in the past. This easy, four-part primer, if applied consistently (meaning a lot more than one time), can help get you to a better place in your freelancing.

Start here:

Increase the number of contacts you make.

I’ve said this in the past and I repeat it because damn, it works. The more you reach out, the more name recognition, the more chances you’ll have of securing client work. That move also increases your chances of not having to rely so heavily on marketing. Don’t think that can happen? Read my Year of Living Dangerously post. How do you get there? By doing this work now.

Improve your client research.

Increasing contacts isn’t about peppering the world with unfocused, random pleas for connection. Make those connections count for both you and the potential client. This is your network you’re building. Try this five-minute research method to get to know them but do go beyond this.  The more you know about that potential client before you make contact, the better you’ll know if it’s even a contact worth making.

Look to the long term.

A little hint: The contacts most worth making aren’t hanging out on job boards. Oh sure, you can get one or two good clients that way. But it’s rare. Rarer still is one who will pay you well and keep working with you beyond that first job.

Successful freelancing requires finding ways to put less time into marketing and more time into the client relationship. Think of it this way: If you score a one-time project, that’s one paycheck. If you build a relationship with a new client who needs ongoing work, that’s an income stream. Let’s imagine that the one-time project pays you $3K and that the ongoing client work brings in a gross of $15K annually. You would have to research and market to five different clients to make as much with one-time projects as you’d make with the ongoing work. And you’d have to repeat that process because these were just one-time needs. Better to find a client or three whose needs are ongoing.

Fish in a different pond.

And to get those ongoing projects, you might have to go up the food chain. From basically 2016 on, I worked with the same clients and marketed very little, if at all. My current clients are all long-term clients — one from 2003. You don’t get that kind of relationship when answering a job ad.

Go back and look at how quickly research client prospects, then take a look at the post on putting together your own Letter of Introduction. Also, take to social media. Be seen where potential clients are talking. Join the conversation. Share relevant content. Attend local industry events. Use LinkedIn as your place to post articles that target your potential clients. Any or all of this can get you in front of clients who need long-term writing help.

Your turn.

Freelancers, how have you successfully increased your freelance income? 

The post 4 Fairly Surefire Ways to Increase Freelance Income appeared first on Words on the Page.

I greeted this creative, whom I’d met previously, and asked how things were going. Ten minutes later, I now knew more about how things weren’t going. And I was done. The conversation went something like this:

Me: Remember me? I met you at X a month ago!

Creative: I do! Yes!

Me: How are you?

Creative: Well, I’m still working out how to find materials that don’t cause my allergies to flare up …. (creative continues to talk in detail about these allergies and materials)

….. (five minutes pass)

….. (five more minutes pass)

I really like this particular creative person. I like the products they make. That made it all the harder to stand there listening to a story that this person had already told me the first time we’d met. And like this time, it was all about the things they can’t do.

Not once did I hear how this creative was actively trying to solve these issues. Well, beyond looking on the internet for different materials. I’d made a few sensible suggestions, as did my husband, but those suggestions were met with “I can’t” responses.

I felt like saying, “Correction: you can. You simply choose not to.”

Writers, how are we freelancers like this?

Putting on the I Can’t badge.

If the first instinct you have to someone’s suggestion is “I can’t” one of two things could be happening. Either the idea sucks and you really can’t do it, or you’re blocking. If someone says to you, “Here’s a letter of introduction for you to send to prospective clients” and you say, “But …” you’re blocking. You can do it. You simply won’t. Why? This is why:

Fearing failure.

I cannot tell you how many freelancers are terrified when they first start out. I was afraid, not going to lie. But when you fear failure to the extent that you do nothing, guess what? You’ve failed. So, why not just try? If someone rejects you, so what? Try again.

Lacking consistency.

That’s another one, actually. If you get rejected — correction, if your idea gets rejected, do you try again? Do you try consistently to find clients? Or do you say, “I tried that. Didn’t work” after one pass. Unless you tried it consistently for three months, you can’t say it didn’t work. And hey, if it’s been three months and you’re still without clients, look at that letter, look at who you’re targeting, and examine why it’s not working. Quitting is failure.

Making excuses.

“Freelancing is dead” and other pronouncements of how “bad” things are for creatives are no more than excuses for not getting off your butt and putting in the work. I’ve had so many writers over the decades argue with me that there’s no way that anyone can make a living freelance writing and each time I hear it, I come to an instant conclusion — these are people who haven’t put the work into it. And it is work. You have to find clients, win them over, do the work, and please them all while growing a freelance business. I’m here to say you can do it. There’s no reason why I can and you can’t.

Not one of these roadblocks is insurmountable. It takes a change in your perspective and a change in your level of commitment.

Your turn.

Veteran writers, what was your worst roadblock when you were first starting out?

Newer writers, what one thing do you think you need to get on the right path? We’re here to help.

The post Removing Freelance Roadblocks appeared first on Words on the Page.

A writer friend and I were discussing LinkedIn yesterday. She runs a popular writing group there, and she was telling me some of the post requests and connection requests she’s had to reject. I get it.

When I was first on LinkedIn, I saw immediately that it wasn’t like Facebook or Instagram. It was a site for professionals and business connections. I was looking to expand my network in my specialty area. So, when a connection request came in from a writer, I often politely declined. The few I did connect with were people I know and to/from whom work referrals had already been exchanged.

Later, when my network was established and as I continued this easing into retirement thing, I accepted a few writer connections. Inevitably, there would be one out of say 20 who would immediately send a message. It usually went like this:

Thanks for connecting! It’s nice to know another writer. By the way, please consider me for any overflow work you may have!

Oh honey, that’s never happening.

Which brings me to the topic of this post: Rookie Mistakes Freelance Writers Make.

#1: Proposing on the first date.

That hapless writer committed the cardinal sin of freelancing — asking for work from a fellow freelancer. Why is that a problem? Let’s replace “hapless writer” with say “unknown painting company.” There’s a chance that the painting company will turn out to be okay, but do you know that? Do you trust that they’ll paint that wall without getting paint on everything else? Show up to paint? Use the right materials? Upcharge you unexpectedly?

That speaks to another reason why this writer will never get work from me if I don’t know them (and shouldn’t from you, either). We have no idea what the skill level is, the professionalism, the ability to meet deadlines, and most importantly, how they interact with clients. I remember a freelancer we had when I was on staff at a magazine who blew every chance he got. He showed up late. Badgered the client. Missed deadlines by a week or better. Handed in sloppy work.

If you’re a new freelancer, don’t beg for others’ work from their hard-won contacts. Do the legwork. Better would be to ask pointed questions on what worked for that freelancer in gaining new clients. Likewise with your new client prospects — do not ask for work on the first contact. Ask for the conversation to get to know their needs.

#2: Foregoing your boundaries.

Hard fact — every freelancer will come across a client who doesn’t respect boundaries. The client who insists on calling after 10 pm. The one who wants endless revisions. The client who expects you to work holiday weekends. The one who yells or insults you.

Reality check — every one of these situations is under your control. No one calls after business hours unless you want them to. No one gets full control of your time (two revisions and then you charge per additional time spent). No one tells you when you’ll work. No one survives yelling or insulting you. Fire the ones who won’t respect you or your time and enforce your boundaries with those you think can be rehabilitated.

#3: Not following directions.

When I see how some writers respond to job postings or requests for proposals, I wonder how some of you made it through school. I had to hire a writer in the past, and I asked on a forum for simple stuff — a copy of your CV, samples, and a brief email explaining why you fit the gig. Only one person followed the directions. The others sent me direct messages, posted in the comments section of the forum, replied with “What do you need?” when the post said exactly what I needed, and the ultimate bad response: “Ping me.”

If someone takes the time to list what it is they’re looking for, do your best to provide that. It’s your first test. If you can’t bother, they won’t bother to hire you. Not all writers will have all the criteria, but if you’re honest in saying, “I haven’t written about eco-friendly products yet, but I have written a few pieces on how climate change is impacting households” you might be considered. That shows you’re paying attention and leaves a much better impression than, “Ping me.”

#4: Chasing the job, not the relationship.

This echoes my first point a bit. Be the person who builds a relationship, not secures a transaction. If you answer job ads and treat each client interaction like it’s merely Do X, Get Paid Y, you won’t have that job for very long. Think of it this way — it takes you hours to find potential clients. Then it takes about four or five contacts with someone to secure the gig. Once the gig is over, you have to do that all over again for the next contact. And the next.

If you focus on building a relationship — a partnership with a client — you can become a trusted resource. You can bounce ideas off each other, have their backs when they need a quick change, introduce them to something that could benefit them …. you get the idea. The steps are greatly reduced because this is no longer a one-off job. It’s now recurring work.

That may mean that the clients you’re targeting have to change. As they should if you’re only securing one-time gigs. Fish in a deeper pond. Don’t go on job boards or, if you do, seriously limit the amount of time you spend looking for work. Instead, look for ways to connect online with potential clients. Get that conversation going. Be seen as a resource.

Your turn.

What’s the one mistake you see freelancers making that is doing plenty of damage?

The post 4 Rookie Mistakes Freelance Writers Make appeared first on Words on the Page.

Of all the freelance writing advice (or just plain freelance advice because sweetie, we’re all in this together) out there, some of the most useful isn’t “how to start a freelance writing business” or “where to find freelance clients.”

It’s the advice that points out those things you may be doing that are sabotaging your own good time.

Look desperate.

I’ve seen it in newbies and, weirdly, in veteran freelancers. Read the room. Is your client dripping with enthusiasm or are they a bit more straightforward about the job and the expectations? If it’s the former, go ahead. Be exuberant. Suggest potentially new ideas. If it’s the latter, back way the hell off, would you? I once saw a pro freelancer lose a lucrative client because he communicated a lot. I mean a lot with a client that had a pretty straightforward need. They shied away when he started upselling them on things that they were already doing (another form of sabotage — not researching the client enough to know what they have going on).

Easy fix: Slow down. Ask smart questions. Have a conversation without pushing. Don’t upsell on the first date. And yes, read the room. Let their tone guide you to some extent.

Pitch before you get it.

Just like the previous point, pitching projects or ideas before you get what it is exactly that they’re doing is a bad look. It could be that what you’ve researched has little to do with them. Be careful going too generally. If you pitch an idea of the 7 Ways to Save on Business Insurance and the client doesn’t sell business insurance, you’re going to look like an amateur. Or a strong focus on supply chain issues for a client that gets its supplies locally — yep, you’re not winning any points.

Easy fix: Let the client talk first. Listen. Find out what direction they’re taking before you pitch — it could well be that they’re about to overhaul their business or introduce a new product line or revamp their website content.

Undercharge.

There is no useful advice post that doesn’t include the fact that you’re probably not charging enough. Or worse — you’re charging by the hour and you’re damn fast at your job. We’re all guilty of this at some point in our freelance careers. And we’re all able to increase our rates at any time.

Easy fix: Decide what you want to earn. Charge that. It really is that easy. If you’re in doubt as to what that number is, Jennifer Mattern makes it easy with her Freelance Hourly Rate Calculator. Just do me a favor: Once you figure that out, keep it to yourself. Charge per project. Why should you be penalized for being efficient?

Let fear lead.

I remember giving advice to the same people over and over. They would ask the same questions, yet rarely did they move forward. I don’t think it’s lack of talent but rather lack of courage. I know. I used to be afraid of failing, too. Fear of failure is a powerful roadblock. Sitting back waiting for the courage isn’t the answer.

Easy fix: Give yourself a “what the hell” moment, as I call it. “What the hell — I’ll try. If it doesn’t work, it doesn’t work.” Guess what? It almost always works. Unless you’ve taken on a project that is far beyond your abilities (few are), you’re going to do just fine. And your new client will want revisions — honey, they all want revisions. It’s not a reflection on you. It’s the usual back-and-forth that happens as clients and freelancers learn to work together.

Thinking you can do everything.

There’s confidence and then there’s just plain stupidity. There is no way — absolutely zero chance — that you know how to write about everything. No one does despite the proclamations that far too many clueless freelancers make online (another layer of stupid right there — your client base is watching). I couldn’t possibly write with any authority on vascular science. I can write about protected cells and the new products in reinsurance and offshore captive formation (if that made your head spin, you get exactly why I say that no one can write about everything). I won’t say stay in your lane as freelancers can and should learn new niches or concentrations. But taking on a high-level project you’re not ready for is a recipe for failure.

Easy fix: Start with the basics. Take a course and do some serious reading in that field. Talk with the experts to get a 101-level understanding. If you’re fortunate, like I was decades ago, you may come across an editor or a client who is willing to work with you to bring you up to speed. But never, NEVER lie about having experience you don’t have. If you’re working in a more insular industry, word of your falsehoods will travel fast.

Don’t rush your knowledge and don’t sabotage your own career. Pay attention to how you approach clients, what you say, how you’re charging, and what you may need to do to improve your freelance game.

Your turn.

Writers, what other sins are we committing that are impacting our freelance careers?

The post How You Could be Losing at Freelancing appeared first on Words on the Page.

That happened to a writer chum of mine recently. She happened upon someone who claimed to be a writer, so she looked. The response came shortly after.

“Hi (person’s name). I’m looking for some freelance writing opportunity. Please feel free to share if you have any opening. Thanks and Regard.”

It’s not even a case of this person not realizing what my writer chum did for a living. They clearly knew, for they went to her profile page. Alas, they didn’t read it, or they’d realize that she had no work for which they were qualified. Nor work that required someone with limited grasp of English grammar. As my friend says, the entire message can be boiled down to this:

“Hi. I sell words. Would you like to buy some from me?”

Oh my, isn’t that appealing? I’ll just drop my hard-won client list right in your lap!

Couple of things went wrong here. Thankfully, this appeal did something good — it’s serving as an example of what not to do in order to find work. Here’s how:

“I’m looking for some freelance writing opportunity.”

Anyone else notice the problem? Well, besides the “opportunity” being singular. Unless this person is interested in just one job, that’s a misstatement. But that’s not the real issue here. Notice the word “some” in there. Not very specific, is it? It smacks of someone piecing it together at best and not giving enough of a damn to do even an inch of research. “Some” could mean anything. In fact, this person is hoping for anything. Wrong approach.

Instead, this should have been the email: “I saw your profile and see that you work with a lot of overseas companies in the sustainable manufacturing industry. Could I ask you a few questions about how to get into this field?” That’s going to get you noticed. You’ve shown that you can do simple research (a.k.a. read someone’s LI profile), and that you’re not begging for work. You’re asking if you can ask pointed questions that may help you do your own heavy lifting, channeling in the right direction.

“Please feel free to share if you have any opening.”

Translation: I can’t be bothered to build a relationship with you. Just send me work.

Better way: “I’ve been interested in this particular field for a while, but I’m not sure if my efforts are targeting the right people in the right way. May I run my pitch by you?”

You may not get a yes, but you’ve also not embarrassed yourself by appearing to be lazy and waiting for a handout.

Thanks and Regard.

Bad punctuation, a capital where it shouldn’t be, and a misspelling all in just three words. That indicates a few possibilities. Either you’re: 1) not a writer at all (shocker!), 2) a writer who doesn’t use Spell Check (for shame) or 3) not a native English speaker. The last one is forgivable, but not if you intend to write for English-speaking audiences. You must have a basic grasp of English sentence structure and word usage. Otherwise, the text reads like it does on a bottle of skin cream I bought recently.

• Store at room temperature.
• Stay away from children.
• Avoid contact with wound.
• Please perform a ear skin test before use.

I rest my case. (No, I did not perform “a ear” skin test because nothing in my being thinks that’s a good idea.)

Writers, you can do better. And you most likely have.

For those of you who are new to freelance writing or are struggling to win over new clients, here are a few ways to approach them that don’t say “I sell words. Hire me.”

1. Get personal.

People buy from other people. They don’t buy writing from a menu, so don’t hand them a menu and expect them to trust you to feed them the right stuff. Get to know them. Learn a little about them before you reach out for the first time. Include something about them in your note or call — “I was reading your latest thought leadership article. I love how your expert connected the dots between sports injuries and the lack of proper stretching techniques.”

And please, do not think that every LinkedIn view is someone to sell to. The “I saw you looking at my profile” sales pitch is just too stalker-ish.

2. Focus on the relationship.

I go on about this a lot because it’s important. You aren’t just scoring a gig — you’re building a relationship, a partnership. You will be entrusted with this client’s image, messaging, and brand reputation to some degree. When you treat that job like a partnership, you telegraph your commitment to give them your best and help them, not just write and forget about them.

3. Know their business.

If you want “some” work, not knowing the industry the client works in is a guarantee that it will remain just some work. However, your value boost comes by understanding the client’s entire industry on a more familiar level than you may be used to. Learn their business (read their website and articles). Follow the industry news. Get to know what their competitors are talking about (social media makes this simple). Follow the industry groups. Be part of the conversation. That’s knowing their business, and that’s invaluable to someone who needs a writer who “gets” them.

It’s not hard. It’s a few extra steps that can add real payoff now and down the road. Sure, you sell words. But you’re really selling your value.

Your turn.

What change did you make in your freelancing career that boosted your client acquisition or earnings? How long did it take you to see the results?

The post Losing the “I Sell Words” Mentality appeared first on Words on the Page.