Where to Start?
Moving from Academic to Commercial Publishing
By Lora Freeman
Veronica is a member of the Freelance Writers' Connection group on LinkedIn, and she asked me for tips on how she can make the transition from academic publishing to more commercial exposure. Following is an edited version of our communication, with some tips that I hope will be helpful to others in similar situations.
Veronica shares that she is...
...moving from Academic to Commercial Publishing, while I have flexible working hours for the University. I would like to write some articles or columns. I have never done it before - my writing skills are limited to the research I have made during my studies, so I am very familiar with the academic writing. I was wondering, if you could give me a tip where should I start or whom should I contact with this matter? Basically, I just want to try myself out in writing articles and develop my writing skills. I speak and write fluently in four languages: Finnish, Russian, English and German. I love writing about social happenings and problems, expat experiences, historical and political facts, education, family matters - basically about all those things that are so human, so everyday and should be so simple, but due to our predetermined social stubbornness they tend to grow into little monsters of society.
My response...
I'm glad to hear you are a part of our group - you bring a great deal of knowledge and life experience to us.
In terms of getting started writing columns/articles, I would start with peridicals you enjoy reading. Choose something you enjoy reading because it's more likely you will be a good fit with that publication. Then think of a list of possible article topics in your areas of expertise that you could imagine writing. Next, find the angle that would make that topic timely and different from what anyone else might write - it could be your personal life experiences, a particular spin on a philosophical perspective, something in the news that makes a topic of particular interest, etc. Lastly, find the editors for those magazines (via the magazine's masthead, networking contacts or via the internet), and write a query letter proposing that idea in an engaging way - selling why you should be the person to write that article. It's important to realize that editors are on the lookout for content - so if you have an idea that is in alignment with their magazine's general feel and your idea fits with their production schedule, they will be eager to take it.
In the meantime, you may also want to consider writing things for free that will serve as a portfolio. This may include a very professional/polished blog (with no personal blogging), finding online areas to which you can contribute for free (not-for-profits are a good place for this). That way, when you pitch your idea to an editor, you have a body of work to which you can refer that proves you can do what you are proposing to do.
Finally, always make sure your query letter is polished and represents your writing - it's the first thing an editor will read of yours, and you don't want it to be the last!
When Your Query Flops:
Getting on-Track for Publication
By Lora Freeman
A member of the Freelance Writers' Connection (we'll call him "Mr. Trains") recently asked for assistance, and he agreed to let me use his situation as a blog for the rest of the group.
Mr. Trains was planning a trip, and he planned to tour some historic trains along the way. He decided to pitch an article idea to local editors first, where he knew some people personally and expected quick responses. He did get the quick responses, but he did not sell the article. Even without more details, there are some things we can glean from his experience and add to it for our own education.
- Pitching an idea to people you know is a good start. It beats cold-calling, and they are more likely to know your work already and -- hopefully -- trust you.
- Find out what factors you control - and change them. If your article doesn't sell to someone you know, it's a good opportunity to ask them how you could improve your pitch in the future. Sometimes you'll find that it just wasn't the right timing for the production of that periodical. Sometimes you'll find that it's something more within your control - like making it more timely or improving the hook (see next bullet). Timeliness in this case might mean including some current controversy, inspiration, innovation, tragedy or tension within the railroad industry as a focus for a travel article that also involves touring these railroads and interviewing the people who run them.
- Get feedback on your "hook." Run your article idea past some people who know your topic and who will talk straight with you - and ask them how engaged they are by the angle of your article. The "hook" is the perspective you take on the article that makes is something more than straight information (read: boring) and makes it relevant, moving or interesting to the readers.
- Use social networking tools (like LinkedIn) to make connections with editors, and then use those connections to be in communication with the periodical editors you want to work with. Find out what they have coming up - and pitch more than one idea to them. Remember, they experience a certain pressure to get enough content and to do so under pressure. Look for ways to become a resource for them, and they'll appreciate you in the future.
I hope this helps your own approach to pitching your next article - keep us posted in the Freelance Writers Group (on www.LinkedIn.com) with the success of pitching your next piece!
The Top 10 Reasons to Write & Publish Your Own Non-Fiction Book: Part I
By Heather Z. HutchinsYou’re all writers out there. I know that. So why the article about how anyone can write a non-fiction book?
Simple. Anyone can write a non-fiction book but few will bother. Most will hire professionals such as yourselves-—writers, in other words—to do it for them.
Read along if you’ve always wanted to write your own book, but pay attention. Every single one of your clients could write a book and that means that every single one could hire you to write it for them.
Feel free to use this article (and Part II next week) as a sales tool to convince clients that everybody’s doing it—writing books that is.
I’ll be back next week with the final five reasons.
Happy Writing!
--HZH
Times are tight. Everybody’s looking for that next big client. You need something that helps you stand out and sets you apart from your competitors. You need to write and publish a non-fiction book.
Stop laughing. Writing and publishing a book is the ideal way to stand out from your competitors and your colleagues. And we’re talking a real, physical book, not an e-book—at least not to start with.
Writing and publishing a book that you can hold in your hand is a great way to impress potential clients, business partners, and competitors. Even your boss or firm will be delighted with you. No matter how much you’ve been published on the Internet, there’s something inherently different about a physical book. Now, you’re an author, not just somebody who writes a blog or an article or even a newsletter.
And this difference can translate into increased business prestige - which means more money—for you and your firm. To find out how to get more clients, more business, and more money, read below to find the top 10 reasons why you should write and publish a non-fiction book.
1. You become an expert in your field.
Of course, you were probably an expert long before you wrote your book, but now everyone will know it. Published book equals expertise in the public mind. If you don’t believe it, ask anyone who has ever published a book. People treat you differently.
At a recent job interview, one of the interviewers told me that she’d Googled me and found out about my book. I didn’t get the job, but the others on the team were impressed and spent 10 minutes asking me about my book.
2. You can get media interviews based on your book’s topic and your own expertise.
Because authors are experts, they often are interviewed by the media. You can write your own press releases or you can have your marketing or public relations department do it. Then send the releases out to the media.
One way to start is by calling the local media and asking what their needs and interests are. Assuming that you are most likely to contribute to a feature-type piece (which all media outlets need), you’ll be hoping for a slow news day or news week. Don’t be pushy. Just explain that you’re available to talk about your subject area. And, if the media calls, call right back. You are no use to them if you aren’t available.
In addition, if something of local or national interest happens that is a perfect tie-in with your book or subject area, feel free to call or e-mail the media to mention it. They may ignore you, but if you’re lucky, you’ll end up on the six o’clock news. Many experts do.
3. You add luster to your own (or your firm’s) branding and marketing.
Becoming an acknowledged (and published) expert in your field makes you and your firm look good. That adds both to your firm’s brand and to your own brand in the marketplace. You or your firm’s marketing team can send press releases about you and your book to clients and industry publications, helping to establish your firm as the place where “the experts” work.
4. You can sell your book at seminars and speaking engagements.
While you probably aren’t going to become rich selling your book, you can certainly sell copies at your firm’s seminars or at your own speaking engagements. You can also make huge points with clients and potential clients by sending them an inscribed copy for free.
And speaking of presentations, you can garner speaking engagements by writing a book. Send copies of the book around to your local trade associations, and you will soon have a full schedule of opportunities to speak. Most trade associations have monthly meetings that feature a local speaker, so these groups are always looking for new topics and new speakers.
In addition, speaking engagements are an excellent source of information for your next book. Ask your audience what they would like to know or what questions they have about your subject area.
5. You can sell your book on Amazon.com.
Good-quality hard cover or softbound books all look the same on Amazon.com. Nobody will care if your book was published by Simon & Schuster or a local book printer such as Adams Press (http://www.adamspress.com) in Chicago. You add to your credibility by asking friends and colleagues to “review” your book on Amazon.com.
Believe it or not, many people choose books to buy by reading what others have written about them. And, whether or not people read the reviews, it looks good for your book to have 10 or more reviews. (And no one will know if they are friends of yours!) It means that people are reading your book, adding to your cachet as an expert. While being an expert is good, being perceived as a popular expert is even better.
Tune in next week for the final five reasons to write your own non-fiction book.
Heather Z. Hutchins is a freelance writer, ghostwriter and author. She writes a blog about all three at http://www.examiner.com/x-8380-Chicago-Writing-Careers-Examiner where you can follow her work, ask her questions and comment on everything she’s written.
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BUILDING A BUSINESS:
LEVERAGING THE LANGUAGE OF HOPE
How does the language we use about our goals affect our outcomes?
(This story is a reprint of an article on the www.CurrentBoulder.org newsletter page, by Lora Freeman.)
As a writer, language has always fascinated me, but it wasn’t until I studied language as a generative force that I began to appreciate the power our language has on building our dreams – or failing to build them.
I have frequently fallen into the verbal trap of “sitting down before I fall down.” Rather than being too enthusiastic or vulnerable, I’ve frequently hedged my bets in life by keeping my language cautious, sometimes even cynical. That way, if bad things happen, I’m not too deeply disappointed or exposed. I tried to keep myself safe by not taking too many risks.
What I discovered over time from mentoring with wise people and carefully observing the impact that my speech had on those around me, however, was that I was actually creating a rather lackluster experience of life for myself. No one knew what I was passionate about or what my greatest dreams were, and therefore the opportunities to step into relationships and opportunities to exercise that passion or fulfill those dreams didn't open up for me. I wondered why that was so.
A turning point came for me in a mentoring relationship that started for me over eight years ago. My business coach was helping me to determine my life goals and to build my business plan according to those goals. Her first question for me was, “What do you want?” I was a bit dumbfounded by her question, and I grew frustrated. “What do you mean, ‘What do I want?’” I asked. I wanted her to give me a list of things that were possible, and then I’d choose the options I thought were best.
Eventually, I came to see that I needed to be in touch with my deepest longings because only the kind of passion that comes from those deep places can carry one through a long, arduous building process, like that of creating a business. Or, as I now do, of building a church service.
The next step, she taught me, was to find the narrative that communicated to others the passion I had for what I was building. I was terrified initially – I felt exposed to true heartache, disappointment and even humiliation if I said what I most wanted to those with whom I was sharing my vision and plan. At least if I was cautious and not quite so self-revealing in conversation I could not be attacked or ridiculed, I’d thought.
What I have found, instead, is that speaking from such a place of truth and enthusiasm may sometimes offend others or lead to attack, but far more frequently it opens doors and creates the very things I most deeply long for. Rather than attacking, those who knew what I was looking for would share opportunities with me – or respond to my sharing – in such a way that avenues of opportunity opened up to me more easily than I’d ever thought possible.
I am deeply passionate about Current [the contemporary church service the author is helping to build] and its direction. We are building a meaningful service and a community of people who share a vision for connectedness, for service, for inclusion, and for exploration of our personal spiritual paths. And one of the most exciting things, to me, about this experience is that in our smallness, we each have the opportunity to have meaningful impact upon one another and our church. We each matter.
It is this story that we can all powerfully share with those in our community. We don’t need to make qualifications about our size or what we don’t offer – what we offer is enough, for now, to have value in and of itself. If we are sharing genuinely from an enthusiastic place within ourselves – the place that values what we offer to one another (and therefore to others), we will be a beacon that attracts people who are on a similar path. In 12-step groups, this is called the power of “attraction, rather than promotion.” Sure, we’re going to keep promoting our offerings through marketing efforts, but the most powerful magnet we have to bring in new people is our shared joy and our narrative about what we have and the process we are in together.
[The same principle applies to building your business: your business may be small or new or extremely focused in its specialty - so what? You have a great story to tell about it, if you tap into your own enthusiasm for what you do, then share that story with others.]
FINDING WORK - Part 2
You may think your job is freelance writing, but I’m here to tell you it’s actually sales…
You can be a writer without networking and sales, but you will be a very broke writer, too. In the last blog about finding work, I’d emphasized that getting clarity around your goals is an essential part of finding what you want. However, if you sit in an empty room, without talking to other people and sharing your goals, your clarity is not going to get results. Here are some of the top things I’ve found key to successful networking and sales conversations.
· Initiate, initiate, initiate. When I started out, my business coach assigned me a minimum of 25 networking calls for every business day, and I have since made thousands of networking calls to build my business and to grow other businesses. Of those, only a handful have turned into deep partnerships, but the result has been that I went from trembling in my chair to being fearless about reaching out to new people. Additionally, while not everyone benefited me directly, I gained an invaluable amount of knowledge about the market, about people, and about how I could be of service to others. Which leads me to the next point…
· Have an attitude of service. One of the best cures for nervousness – and for going off half-cocked in some direction with your business – is to think about how to serve others. I’m not advocating giving away your services all the time or never looking out for your own needs, but if you actually care about your clients’ needs, your fellow writers’ needs and seek to find ways to give back, this creates a huge well of support for you in the world.
· Don’t take anything personally. People will resonate with what you say – or not. Keep on sharing your story, even if you get some negative feedback. You don’t know why they don’t like what you have to say. Don’t let that stop you. You never know what that person has experienced in their day prior to talking with you, and if you can have a compassionate perspective toward others, that is likely to come back to you, as well. Be sensitive enough to learn from feedback but don’t let it stop you from trying again and having a positive attitude.
· Listen at least as much as you speak. Ask thoughtful questions to ascertain the needs of your potential clients/partners in business. You may have a memorized story about your services or business, but don’t get so caught up in hearing yourself speak that you don’t know what’s going on with your audience.
· Don’t assume. Whatever you do, don’t assume you know what your audience wants. Ask them open-ended questions that tell you where they feel they have needs in their businesses. From there, you can present your work/services in a way that is tailored to their needs. I had a sales call from a woman selling natural products, and she made all sorts of (wrong) assumptions about me and my business at the time (massage therapy). I didn’t cut her off because of this, in part because I know how difficult sales can be, but I was somewhat annoyed, nonetheless. I never bought anything from her, either.
The bottom line is that networking and sales are about relationships. If you can keep basic principles of relationships in mind – staying in touch, giving to others, listening – you will find that networking and sales conversations can actually become a pleasure rather than a dreaded part of building your business.
Finding work...
Whether you are just starting out, recently returning to it or have been in the freelance writing world forever, the question on everyone's lips seems to be the same: how do I find work?
I am one of the fortunate ones: my production schedule is full, and I'm able to look out six months from now at the next point I will have a contract expire/a need for next steps to be in place. In this economy, that feels absolutely luxurious.
I can point to a few factors that have proven to be positives for me in finding what I wanted, and what I'd like to do is share a few of these in a series. I welcome your own comments and experiences - in this economy, the more we can do to encourage others in the best ways to find paying work, the better for us all.
One: Get clear about what it is you want.
"How do I find paying work?" is a good question - but it's not good enough. That's like walking up to someone on the street and saying, "I want to find a building." Well, what kind of building do you want to find? "I'd like one with a door I can get in, and that provides some shelter." Hmmm, are you seeing the problem I'm seeing here? People think that by asking general questions they are actually networking to get closer to their goals. Instead, they are deluded themselves and leaving everyone around them unsure of how to help.
I wanted marketing writing. I've also wanted to work in spirituality for over 25 years. I found work at a church 15 hours/week, where I have written their marketing plan and am currently implementing it.
I wanted technical writing. I've just gotten an extended contract with local NSF-funded company where I will continue to write the documentation for a project with them for at least six more months.
These things are not coincidences. They were precisely the things I'd written about in my journal, then my business plan; they were the things I marketed for - with cover letters, resumes and networking communications. I knew how many hours of each kind of work I was looking for and what I needed to be making from each. I sent out endless communications to friends, professional contacts, and via my website. I looked for precisely these kinds of things, communicated them clearly, and eventually got them.
I'm not saying there weren't times that the "Admin" category on Craigslist didn't call my name. But even when I looked there, I looked for jobs that might actually open doors for the exact things I wanted. I also took lots of smaller gigs - things that fleshed out my portfolio, brought in small amounts of pay, things that increased my connections in the direction(s) I wanted to go. I never knew which door I knocked on that would be the one to open to exactly what I wanted, but I continued to knock and to get my story clearer and clearer as I went.
When people asked me, "What kind of work are you looking for?" I had an answer that was in aligment with what I really wanted.
It's easy when you're feeling desperate to try to come up with the answer you think a potential networking resource wants to hear. And while it's never a bad idea to be in touch with what your audience wants to hear, it's equally important to know who you are and what you truly desire.
Ask yourself:
- What am I really great at? Where do my gifts shine?
- What can I contribute to a company through my gifts - what can I give them that no one else has, and no one else will?
- How do I articulate the items above in a way that makes my networking contacts stand up and take notice? What speaks to them, inspires them?
I have often referred to my friend, Rob Sullivan's book, Getting Your Foot in the Door (When you don't have a leg to stand on), and I say enough for his fresh and timely content on the subject of getting what you want from your career.
More next time!
Walking the tightrope:
Maintaining focus as a freelancer
This entry is particularly personal, but it seems particularly timely for the freelance writers I know.
We experience any number of distractions as freelance writers. There are the mundane distractions of our doorbell ringing at inopportune times; our friends calling because they think we’re not doing anything (because we’re home or don’t work 9-5); our children home sick unexpectedly when we’re on deadline. These are real distractions, but they’re not what this blog entry is about.
This entry is about big distractions: these are the things like looming foreclosure; depression at our economic outlook; dealing with the traumas that come with being human and the losses we experience when someone we know dies, or our hopes and dreams are not realized as quickly as we hoped and needed them to be; and the equally distracting but far more pleasant things that can throw us off balance, particularly after a long, dry spell: falling in love; getting a big advance; getting hired on retainer. All of these things can leave us in need of a moment to digest them, and sometimes more than a moment. How do we move forward, without neglecting essential work and without neglecting our equally essential mental health?
I speak here from experience. 2008 was a horrendously hard year that turned around in the end. The sense of decompression I felt there was incredibly difficult: after months of scrambling and anxiety, I suddenly had all I needed and promise of overflow. I realized just how tired and in need of recuperation time I was – just when I had a huge influx of work to attend to! That came after months of needing to discipline my mind to stay positive and on-track when I was freaking out about finances and business direction.
And most recently, I’ve fallen in love. That’s a great thing, except that, wow! It’s tough to focus! I suppose the best response to a declaration of falling in love is…”congratulations…and condolences!” While another positive thing in my life, it’s hard to knuckle down and edit technical documents in my current state of mind…
The following are my top three strategies that help me to deal with the intense pull of these immense emotional currents and to be productive and professional in the face of them.
· Don’t be afraid to compartmentalize your life a little to get things done. A little compartmentalization can be a good thing. Set your alarm for short periods of time and give yourself permission to forget about your troubles – or your joys – just for that period of time. Whether it’s 15 minutes or 30 minutes or 60 minutes, allow yourself to forget about what’s on your mind for that short period. Since we’re all writers, try writing down a list of the things you really want to obsess about – and put it out of sight during those minutes. When the alarm goes off, you can pull out that list and obsess about it some more. But set the timer again – give yourself five minutes to pull out your hair, doodle hearts, or stomp around the house raging. Then go back to your desk for another pre-determined length of time. Remember: working is like breathing. Sometimes you have to suck it up; sometimes you have to blow!
· Use your emotions as fodder for your work. While writing about your troubles (or boons) can be therapeutic, in this case, the goal isn’t to be self-indulgent but rather to be of service – either by adding an element of humor, of support, or creative brilliance to the bare bones of the actual situation. In other words, one’s story of economic hardship may or may not be of interest to everyone out there who is suffering economic hardship. But if you can make them laugh or give them insight useful advice or create inspiration, you’re going to strike a chord with them – and perhaps sell an article, make a good networking connection, or find support for yourself in the process.
· Focus on your audience/customer. This helps one to remain professional when it’s the last thing you want to do. I tend to err toward keeping my personal life out of conversation with clients, unless it’s light. When we’re suffering deeply and struggling to maintain equilibrium, this information needs to be reserved for our close friends and family so that we continue to attract positive business connections. When you’re networking, do whatever it takes to focus your attention on offering good things to potential clients – make their experience positive, regardless of how you feel. If you can’t work up this kind of attitude, then skip any live networking that day. It’s okay to do a little networking writing – but pause before you hit the “send” button. You want to make sure that your tone is polished, positive and evokes confidence from your audience. If not, save it until you can accomplish this. Remember, your client wants to feel confident in your ability to make their work your highest priority and your best work.
These are some of my top ways of dealing with my own emotional roller coasters. How about you? I’d love to hear your thoughts, and the discussion thread on LinkedIn would be a great way we can share how we get our minds in gear at those crucial moments when no one is cracking a whip to make us show up for work – but we need to do so anyway.
Go Fishing: Finding things to write about!
By Guest Author, Tony Bandy
If you are like many freelance writers and bloggers, finding leads for stories takes more of your time than you want. Don't let it control you! Since I’ve started freelancing, I’ve put together a portfolio of sites, email newsletters and RSS feeds that can help me get past my writer’s block. While everyone’s interests and ideas are different, here’s a few I use that I thought might help you out!
Colleges & Universities
In these uncertain economic times, institutions of higher learning have the same concerns about money that we do. As a result, they are quick to announce breakthroughs and discoveries that will give them a competitive edge for prospective students. Use these to your advantage! Here’s a link to an email newsletter that contains many good story ideas if you write for technology and or science publications:
Technology Review (http://www.technologyreview.com/)
Published by MIT, this site (and available newsletters) is great for keeping up with new scientific and technological breakthroughs that are here or coming soon. Consumer magazines love these details for short stories and/or sidebar filler. Take these stories, flesh ‘em out, and you are on your way to earning more money!
Public Relations
While the public relations field is an obvious choice for many ideas, you might consider something a little off the beaten path:
PR Newswire (http://www.prnewswire.com/)
With literally thousands of ideas as well as related sites such as PR Newswire for Journalists (http://www.prnewswire.com/media), this is a prime place I use daily in digging up ideas. RSS feeds, podcasts, information briefs, they’re all here just waiting to be used. With anextensive search function, investor news and breakdown by industry, this is one sight that you can’t afford to miss!
The Feds!
USA.gov (http://www.usa.gov/)
Don’t overlook this gem of a site for uncovering massive amounts of leads. With source materials and announcements from almost every government agency, get the straight scoop on what’s here and now as well as what’s coming! With a great search function and breakdown categories into industry, news, etc., you should have enough source materials for quite a while.
Trade Associations
While everyone has heard of trade associations and their related publications, do you have a good way to update yourself for your particular area of expertise? With RSS feeds and newsletters abounding, don’t waste time surfing to sites and dredging up information! Make them come to you! Here’s an example I use:
Facts, Figures, & the Future (http://www.factsfiguresfuture.com/)
One of my favorites is the food industry, both retail and commercial. With the economy being like it is, most consumers are looking for ways to save money and eat well at the same time. This newsletter (and accessible archives) is one way I stay up on the latest news and trends available.
SmartBrief (http://www.dailylead.com/)
Similar to the above, you can sign up freely for newsletters on your trade or industry of choice—straight to your mailbox. There are a lot of options here!
Round-up!
Let’s face it, it’s tough out here and generating ideas and leads for your writing career can be tough. Don’t sweat it, try these ideas to get you started and bring you success for the New Year!
About Me:
With 10+ years as a professional librarian and writer, I’m currently working the freelance market both for writing and training needs. Want more information? Drop me an email, I’ll be glad to help!
Tony Bandy
http://www.writingwithtony.com
http://www.libraryknowledge.com
Stand Out as a Freelance Writer
Authors: Anne Howard and Lynn Hazan
Lynn Hazan & Associates – www.lhazan.com
We anticipate 2009 will be a busy year for freelancers. Despite the economic downturn, firms still need talent to produce content for print and online publication. However, companies are running lean. They may not have marketing, communications or PR departments, they may not be fully staffed, or they may need specialized expertise that is not available in house.
Due to a high number of recent layoffs, there are increasing numbers of candidates in the market. Many of them will hang out a freelance shingle as a stopgap measure. Are you serious about positioning yourself as a freelance writer? Even if you are freelancing as interim employment, you don’t want to appear to be doing it as a last resort. Whether this is your long-term career or a temporary measure, you will have more competition than ever. What can you do to stand out from the crowd?
Consider who might be hiring
Look for industries in growth mode – energy, sustainability, health care, for example. Even companies that are laying off staff may need freelance help to handle projects.
Find a niche and fill it
What are your specialty areas? Are you an expert on issues that are of current interest, such as doing more with less, re-inventing your business, or crisis communications?
Position yourself as a thought leader
Be discoverable. Give presentations in your field. Leave an online trail. Post content on your own website, blog, and use discussion boards on LinkedIn and elsewhere.
Introduce yourself to recruiters
Companies often go through recruiters to source candidates for freelance assignments. These can include single projects, short term (three months, e.g.), ongoing needs, interim hires, and employee leaves, as well as full time hires.
Can you start today?
You must be set up for an immediate hire. Are your processes in place, like your billing system? Do you have a functioning office with up-to-date technology? Are you available beyond 9 to 5? Do you have appropriate samples to send out at a moment’s notice?
Are your rates competitive?
Do your research through professional associations (such as the Editorial Freelance Association), LinkedIn, glassdoor.com, etc.
Keep up with your reading
If you are writing for a living, you should be reading. Read a variety of materials, both inside and outside of your expertise, online and offline. Keep up with the news in your field. Jill Elaine Hughes, a writer quoted in the Chicago Tribune, says, “Make reading an important part of your day, especially work similar to what you want to publish…. You have to learn from people who've mastered the craft.”
Look for non-traditional opportunities
Volunteer for projects through organizations you care about, like your children’s school, house of worship, or chamber of commerce. This type of volunteer assignment can sometimes lead to paid projects. The key is to get work as a writer. Become known as a writer among the people you interact with. You want acquaintances to think of you foremost as an available writer, not the fellow soccer parent or the neighbor down the block.
Prepare to discuss business anytime
Do you have your elevator pitch down cold? Can you explain, in 30 and 60 seconds, why a company should hire you for their next writing project? You should have lots of opportunities to use it as you make yourself known as a writer. Two tips: practice in front of a mirror with a stopwatch, and smile.
Expand your network
Is your LinkedIn profile up to date? Fill it with recommendations from colleagues and happy clients. Join and be active with professional associations, and consider alumni groups.
2009 marks the 10th year of Lynn Hazan & Associates, a Chicago recruiting firm specializing in marketing and communications searches. The firm places candidates in full-time, part-time and temporary positions with agencies, corporations and non-profits. LH&A also offers a service for candidates called The Empowered Job Seeker, which provides one-on-one consulting to help candidates position themselves as the candidates of choice.
© Lynn Hazan & Associates, 2009
Get the Most from the Discussion Feature
in a LinkedIn Group
By Lora Freeman
A few weeks ago, I posted the first in a series of blog entries on how to use LinkedIn Groups to grow your reputation, relationships and, ultimately, your sales. Today, we’ll explore a couple key issues to making your use of Discussion threads appropriately.
· Please don’t spam the group. I’ve heard complaints in other groups that the Discussion feature (found on LinkedIn itself, when you log into the group) gets used for “spammy” purposes. People post their latest sales offers there, and they invite people to go to their website to purchase a product or service.
The important thing to remember is that using a Discussion thread is like face-to-face networking in at least one regard: it’s nice to shake hands (metaphorically) and get to know someone before you try to hawk your wares. Can you chat about topics of interest to people who are in that group or in that thread before you offer your solution to the problem or issue at hand? As in any networking relationship, it’s really thoughtful of you to listen first, chat for a while, then offer your service (if at all).
· Do offer your opinions and resources for free. You don’t have to spend hours or give away the farm, but you build good faith with others when you are willing to discuss things, share a bit of your expertise and generally prove yourself before you try to sell something.
· Don’t jump in and ask people you don’t know for a reference or job referrals. A referral/recommendation of someone puts the referrer’s reputation on the line. I only recommend people for jobs when I know that they will represent me honorably. That’s the value of a referral. It’s fine to want referrals from people, but you have to cultivate the relationship with the referrer and prove yourself before you ask for this from anyone.
KEEPING IT ALL STRAIGHT -
ORGANIZING YOUR ACTIVE CLIENT FILES
Cecilia Morales is a Chicago-based graphic designer (www.circleimagine.com) and good friend of mine. I have a perpetual problem with keeping projects straight, particularly since I often have loose client documents (like their previous brochures, documentation for projects I’m currently working on and my own handwritten notes) to manage. I asked her how she manages organization for these kinds of things – piles on the desk aren’t working for me, but putting it all away in a file cabinet doesn’t, either. She had some great suggestions I wanted to share with you all…
I have debated for years, and I have found that a small bulletin board system works for me along with a small file system. It’s a combination that works easily you just need your file cabinet to me tiny (I use the metal mesh modules so I can fit all my "active clients" in one then I have this "post it" bulletin board). I also like to write things by hand and I combine these with a virtual folder system.
Here is how it fits together:
1. Since clients call in a hurry, the fastest way to expedite things and put them into "line" is to put these new requests on the "post-it" bulletin board. I buy the large notebook-post-its that are long. That way, I put the client name on top and all recent notes under, until I run out of space.
2. If I have client documentation provided by them it all goes into their folder, including napkins, paper scraps, folded envelopes and even physical samples of designs they have, and this way I know I can find everything regarding this client in that folder. If a certain old project had a LOT of materials, I move it to the "inactive clients/projects" file block that is usually stacked under the active one or just filed away in more permanent files.
3. I also have the client virtual older on my client server where I keep folders by project and also a couple of general folders like corporate identity or partner logos. I usually keep a file in the root of that folder that has important notes like hosting information or usernames/passwords I need regarding their services.
4. Once the notes on your post-its don’t fit anymore it’s time to either start a word document for that project and put all your notes in there, or if they are notes that are general and not project-related, add them to that master info file for that client in the root folder for them.
When you have no post-its on the wall you are low on projects and also know you need to start doing more sales.
Thanks, Ceci! I have one more addition that has helped me to keep things “visible” – I make sure to put my notes in “time and space” – in other words, I put a note on my calendar and block off time for anything that needs to be done. If a reminder comes up for that project, and I’m not able to work on it, I don’t delete that reminder until I have rescheduled the event. This helps me to make sure that things on my “to do” list actually happen.
A few weeks ago, I promised a blog entry on making money fast via LinkedIn. I thought I could do it…then I injured my finger and couldn’t type one week. A guest contributor gave me a great article the next week, when I was in the middle of an unexpected house move. And I realized somewhere in the middle of all of the injuries and whirlwind that I didn’t want to write that article. It felt disingenuous of me.
Why? Because I don’t think you can make money fast via LinkedIn – at least not without a lot of work in preparation. It’s like when actors or musicians have been practicing their crafts and performing for 20 years, then become “stars overnight.” There’s cultivation that must be done in relationships that cannot be hurried. Sometimes key relationships and technologies can accelerate the progress, but even those did not grow overnight. The key to success via social networking technologies is relationships, and relationships cannot be rushed.
I find Liz Ryan (www.asklizryan.com) to be a very helpful resource on the keys to using social networking effectively, and she recently shared some wisdom with me about this: the best time to cultivate relationships is before you need a job (or projects, as the case would be with freelancers).
However, there are some great features within LinkedIn that can increase your exposure and reputation, your website traffic, and your available resources. For the next few blog entries, I’ll take each one of those and make suggestions on how to cultivate them.
Increase Your Reputation and Exposure via LinkedIn Groups
If you want people to know you as the expert on a type of writing, then you somehow need to provide proof that that’s what you do better than anyone (or differently from anyone). The best feature I know for this is the Group feature.
1. Think about who you want to cultivate relationships with, and then create a group that offers them resources. A recent example from my own life: I was recently hired as the facilitator of the contemporary church service at my Boulder church, and part of my role is to increase our attendance. So I’m going to create a couple of LI groups – at least one for the folks who already know of and enjoy our denomination and who want information that speaks to them. Then another for those who may not even know of our denomination but have the types of questions about lifestyle, spirituality and community that our group speaks to.
2. Then, once you’ve created a group (or groups), begin to offer them free information. Become a resource to that group. You don’t always have to be the one to provide the information – you can get guest writers to contribute from their own expertise. You can either send out emails to the group or create a blog (like this one) that you point your group members to.
3. Become involved in the discussions on LI within your group. You may ask questions that pertain to what you want to know, or you may help answer questions via that discussion format. In either case, you’re building relationships with people.
None of these things necessarily builds your business overnight, but these activities do build your relationships. If you jump straight into a sales focus or asking, “What can you do for me?” you will lose people quickly. Most people don’t want to be sold. However, after genuinely cultivating relationships and offering people resources (whether you are the creator of those resources or just a conduit for them), you will have cultivated the relationships to the point where a sale is not only acceptable but eagerly welcomed.
NOVEMBER 2008
TRACKING CHANGES THROUGH MULTIPLE RENDITIONS OF A DOCUMENT: AN INTERVIEW WITH HEATHER HUTCHINS, CHICAGO-BASED FREELANCE WRITER.
Heather, what have you found to be the most effective means of tracking changes on multiple renditions of a document...I've got a client who will have extensive edits contributed by multiple people, and she's asking me how to track these.
I just got done doing a Web rewrite with track changes, and I really hated the way it worked. I made changes and sent them along to my client. Only, when I wanted to put all the smaller documents together into one BIG document, all the changes disappeared.
Have you looked into Microsoft Word’s “versions” program? Supposedly, you and a host of others can all make changes to the same document and then keep the different “versions” apart or join them. I haven’t used it yet, but I WILL BE TRYING IT OUT whenever I run into another situation where everyone needs to see all the changes.
My other suggestion is how we used to do things back when I was writing technical documentation. We went with a versioning system that I still use today on my drafts to clients. If anybody makes a change to the document (ANY change), the doc gets a new version.
So, for example, the first draft would be: MAKING_A_WIDGET_v1.doc. Then I’d get everyone’s changes and make them all at once to the document. Then it became MAKING_A_WIDGET_v2.doc. The idea is that the biggest v. number is the latest version. And I’ve had clients go through v5 of a document just to get all the changes made.
The nice part about the version system you do manually is that you can look at any of the earlier versions at any time. My concern with WORD’s “versions” program is that once you merge the docs, you won’t be able to see what got changed and when.
Freelancing Tips: Interview with Elizabeth McQuern -
A Chicago Freelance Writer
*my personal blog is "engagingly written," "one of Chicago's best web sites" - Chicago Magazine (http://www.bellarossa.blogspot.com/)
*featured on Chicago Public Radio's "Hello Beautiful" arts program
*producer of Chicago Underground Comedy - "exceptionally strong booking" - NewCity Stage
*profiled in Time Out Chicago's "Cultural Heroes" issue
What types of different writing do you do?
I do everything from trade publication writing to marketing, to journalism, corporate work, and blogging. I'm still pretty new to freelancing so I'm still trying out new things and figuring out where I'm a good fit. And I've written about almost every subject you can think of. You learn a lot along the way out of necessity.
How did you choose those areas (or did they choose you)?
My first few projects sort of found me. I was chosen out of the blue to edit the now-defunct Bastion, which was a popular blog about the Chicago comedy scene.
Although I started off writing mostly about real estate and construction, I've really explored a wide range of topics with my writing - health and medicine, entertainment and the arts, the gaming industry, food, employment issues, and probably some things I'd rather not remember.
That's one thing I love about being a freelance writer -- the variety of topics I get to explore, and the broad range of people I talk to. I like waking up and knowing I'm going to learn ten new things before the day is over.
What role does specializing vs. generalizing have in the success of your business?
I think that specializing is a very smart thing to do, and though it feels risky, it can pay off bigger in the long run. I haven't really specialized in a particular topic, I guess, more of a style. I like writing in-depth profiles of individuals, and I like writing that focuses on the working relationships that make companies work. So maybe I specialize in style but generalize in topic.
Does all of your writing pay? How do you balance writing for pleasure with writing for pay (what ratio, what amount of your time/energy, how do you carve out time for the purely creative - and not necessarily paying - work?)
Not everything pays. I write for some Chicago-focused blogs, and while they don't pay, they do offer a nice amount of flexibility in terms of my choice of subject, which is to say, they let me write about whatever I find interesting.
And I'm heavily entrenched in the comedy scene here in Chicago so there are plenty of opportunities for creativity, and I like having the flexibility to do that. In fact, I have friends who are also writers who went freelance from nice corporate writing jobs specifically to have the scheduling flexibility to write, shoot videos, perform in other people's shows, and really have a creative life.
Crash Marketing in Hard Times
As a business owner, all you have to do is get work, do the work, and bill for the work…(paraphrase of a quote from a Freelance Writers’ Connection member)
Yes, but how do you get the work in the first place? This blog starts a series of blogs on the subject that haunts many freelancers – how to get a steady stream of working coming in the door.
Marketing Tip #1: Get a Team Working on Your Behalf
Who do you know who knows the quality of your work and the quality of your character and who will be happy to promote your writing? In a crunch, I once recruited a “marketing support team” to work with me intensively to bring in business fast. I had one mentor, my minister, a schoolteacher friend, and one coach (the only paid member of my team) working on my behalf. They came from diverse backgrounds – and only one of them specialized in marketing. However, all four of them shared traits that made them good candidates to do this work:
· They were eager to see me succeed and to contribute in any way they could.
· Each one of them had a large network of connections and already had a proven knack for connecting people.
· They had no hesitation to give a personal endorsement of my ability and character to their networks.
How it worked:
· I recruited them to a marketing campaign of a set duration of two weeks. Yours can be any length you like, but make a clear beginning and end to the efforts.
· I provided each one with a script that introduced me, told others what I could do and said a bit about how we knew one another. That way, if the team members wanted to, they could copy and paste that script into the body of as many emails as they wanted.
· I asked for each one to tell me what they were able to commit to doing – whether that was one new contact a day or 25 (yes, one member of my team offered to contact 25 people a day on my behalf), and then to commit to making those contacts for me for the duration of the marketing campaign. Then they were committed to emailing or calling people in their sphere of influence and making a targeted introduction. In other words, they told those people that I was a great writer and could help them with their writing needs - and asked them to use me.
· We checked in every day or so – I had a goal of how many production hours I wanted to fill, and I let my team members know where we were in the process. I also was available to coach them by answering questions they may have had.
That marketing campaign was an amazing event. It generated many new, warm leads and ultimately led to business. It also gave me as a solo entrepreneur a sense of belonging to a team. I was very grateful for the work my team put in on my behalf, and it made me eager to support others in turn and to share this marketing technique with them.
OUR NEXT BLOG WILL DISCUSS WAYS TO USE LINKEDIN TO GENERATE BUSINESS.
How to Make Money Fast on LinkedIn…NotDecember 2, 2008
October 2008 Job Hunting in the Freelancer's World
Many freelance writers are looking for either the steady workflow of writing gigs - or they are looking for a part-time job to help supplement their writing income. How can you make your job search more effective in these economic and technological times?
- Contrary to what many people think, Craigslist, Guru, Monster, Elance and sites like these don't seem to produce the results we're hoping for. Resumes get sucked into a black hole, without even an autoresponder to indicate they've been received. Rates are laughable ($4/hour, anyone?). If you're getting good results from these technologies, chances are you aren't reading this blog - you're working!
- You've got to make your resume/cover letter shine. Besides the basics of good grammar, spelling and punctuation (which HR professionasl cite as biggest reasons people get eliminated off-the-cuff!), you've got to show them why you are the best candidate. As writers, we know how to show vs. tell. Instead of telling you I'm passionate about marketing, I need to show you by listing the marketing campaigns I've invented and what I did that was exceptional about them. Tell a compelling story that showcases your passion, initiative and resourcefulness. Check out this YouTube video by career coach Rob Sullivean to find out why those qualities are so essential - http://www.youtube.com/watch?v=FUqpKEjK-1w.
- Use your existing social network, as opposed to the "meet-and-greet" networking events, to help you get connected with the job you want, according to Liz Ryan (www.AskLizRyan.com). No one knows you like the people who have known you the longest, and they are most likely to give you the kinds of referrals and connections that best fit you.
- Develop relationships with recruiters and headhunters before you need them. If you already desperately need them, then fake it. Offer them your services to help them find people and openings. I've recently interviewed recruiters for an article, and they emphasized that they're much more likely to bend over backwards for you if you've already offered them something of value. If you're calling everyday to get on their radar, make sure you're seen as an approaching asset rather than incoming fire.
August 2008
Q& A: Accounting Question -- At what income level do I need to get an accountant and start counting my income from writing? I've only made a few hundred dollars so far.
This answer comes from Marla Douglas, who is a trained accountant with a certificate from Beckers. She has been doing my personal and business taxes since 2001, and I'm very happy with her work. You can contact Marla directly at dougaccii@sbcglobal.net.
Q&A: Website Strategies for the Creative Writer
I have a question that you may be able to answer. I am a new writer with six completed short stories, one published. I would like to start a web page, but I feel my offerings at this point may be too little. Is this too little, and will I have difficulty publishing stories I put online? Thanks, Craig
Craigs asks a good question, which I countered with another question: What is the purpose of the site? Ultimately, it's the purpose and the audience that determine how you structure a site and what you put on it.
There are a number of different possible purposes for the site: to sell one’s work or services; to showcase one’s portfolio; or to serve as a support site for other writers (for educational purposes or as a social or professional hub).
In this case, Craig said he wants both to showcase his work and to find publishers/sell his work. This means it isn’t just a place for Craig to express himself artistically. It’s also (at this point) not a place where he’s offering support services to other writers.
When you’re using a site primarily for marketing purposes, the most important thing you want to remember is this: it’s all about them. You’re selling to the customer’s felt need. In this case, let’s assume that would be a potential publisher. So when setting up your first page (the first thing they’ll see) and the structure of your site (i.e., the different tabs they’ll access), you want to present yourself and your work in a way that makes you appear to be the answer to their problems. What are their problems? They need high-quality, unpublished content. They want writers who are professional, who produce the work when they say they’ll produce it, accept criticism/editing advice, and communicate in a timely manner. They often want previously-published writers, as this shows someone has already found value in your work. They want to know you can complete a story in a skillful manner.
In this case, would you want to publish all of your completed short stories on your site (in this case, the five previously unpublished ones)? I would discourage you from doing so. You may publish short excerpts, and you’ll definitely want to list your portfolio of completed stories (and links to where people can read them, once they’ve been published). Once you publish online, it is, indeed, considered to have been “published,” and that may very well decrease your odds of getting it published somewhere else.
However, you may choose to sacrifice one or two of your sweetest pieces for the “Portfolio” tab on your site. Why? These pieces will demonstrate your skill and your ability to bring a short story to a satisfying end – always a big question in a publisher’s mind about an unproven writer. Then list the other stories you’ve completed, by title, and (if published) where published.
You ask about what's too little, and I would say that you don't have too little in order to start a website. What you really need to ask yourself - and to present to the publisher - is what makes you unique as a writer and what is your commitment to your craft. If you can write a compelling narrative about this on your site, that will sell you. The individual short stories will come in time, as a natural extension of this statement of who you are.
Make sure your site is easy to navigate, clear and offers them what they need to know: how to contact you, where to find your previously published works, a couple samples, information about your fan base, and a bio that tells them who you are as a professional and an artist.
On your first page and in the section “About the Author,” you’ll want to keep the story you tell focused on the audience. Even if you’ve just started in writing, you probably have some other business/professional experience that will engender confidence in a potential publisher. List that experience in a way that tells the story of your professionalism, your dependability, and your commitment to your craft.
And then, spice it up. Make sure your personality shines through. They want to know you’re professional and dependable – but not bland. Your writing falls into the category of “art,” so make sure that your artistic flair comes through. Again, make this about them. What can you do with your personality, your connections, and your flair to help them sell your stuff? Do you have a good fan base? Tell them about it here. (You can get one going via your blog – another place to showcase short excerpts of pieces that you “sacrifice” for this cause.) In the “About the Author” tab, make sure that what you share with them about you, your hobbies, your influences, your professional background and your artistic vision is going to put you in a positive light to publishers. If it doesn’t reflect well on you professionally, it’s best to leave it out.
Get out and do some public readings of your works at open mics or neighborhood bookstores. This accomplishes many great things at one time: you can add it to your portfolio of professional experience as a writer; you prove yourself to be willing to actively market your own materials (something publishers love); and you get valuable experience and feedback. There’s nothing like reading for an audience to help you hear where your work falls short and to help you hone it. In turn, this will likely drive up the traffic to your site, something else that builds your fan base.
Follow the statistics on your website. Most web hosts will provide a standard statistics package for free (I use www.1and1.com myself for this site, and I love it – the statistics package is great, too). This will tell you how much traffic you get to your site on a daily basis and where those people came from. E.g., I published a blog entry on a friend’s book site (www.avoluptuousgod.com), and I can see how many hits I got on my site as a result of that posting.
If you’re just starting out and have virtually no budget, it’s very easy and relatively cheap to build your website using a template package (which they have several of on www.1and1.com). When you’re rich and famous, then you can hire a designer to build a site with more bells and whistles.
I mentioned that using one’s site for educational or social purposes is a possibility. This is one way in which you can, indirectly, further your marketing goals. My site is an example of this: it’s primarily a marketing site, aimed at selling my writing services. But I’ve added two services to my site – the Freelance Writer’s Connection blog and the EvanstonBiz Showcase. Each of these services directly increases the traffic to my site and generates visibility for me and my site. You may want to keep something like this in mind as a way beef-up your credibility as a writer and to increase traffic to your site. A good example of this might be to locate writers you admire and conduct short interviews with them on their craft. Post those interviews on your blog. Not only will you be inspired by those relationships and what they teach you, but others will be, as well.
Thanks for your question, Craig! I hope this helps.
Marketing Problems, Marketing Solutions for the Freelance Writer
When I started my first business, I was a massage therapist. It was fall of 2000, and I was fresh out of school and transitioning out of a corporate job. I had little concept of how business was going to get to my door. Eventually, I started working with a coach because I found that my best efforts were falling short of what I wanted and needed my business to be. Short of putting an ad up somewhere or handing out flyers, I really didn’t have a clue about how to generate business for myself.
Fast forward to the present. I now have a freelance writing business (and continue to be a massage therapist in my “other life”). I’ve learned a lot of lessons since those early years of starting my own business, and the lessons apply to both careers equally, particularly because they are both “creative” at the core. Here are the key lessons I learned - and share in order to save you the same pain I suffered.
1. If you want more business, focus.
When I first got going in massage, I wanted to facilitate people’s healing, and I was exploring how I was going to do that. I was looking at big-picture questions and philosophy of healing. When my coach asked me what I wanted to build with my business, I waffled between being completely flummoxed (“What do you mean, ‘what do I want?’ First tell me what’s possible, and then I’ll pick the best option…”) and giving very big, general answers (“I want to help people – everyone – heal. Everyone is welcome.”).
I learned through trial and lots of error that I had to identify for myself what my perfect practice looked like – who my ideal clients were, what my schedule was, and what kind of work I wanted to do. This very same information came much more easily for me by the time I launched my freelance writing business: I may be willing to accept whatever business comes my way (“All are welcome!”), but I know that to get more clients quickly, I have to pick a niche and focus there. At Freeman Writing Solutions, I’ve focused my efforts on technical writing and writing identity/educational content for alternative healthcare workers because I’m so familiar with both industries and have strong, existing contacts in both.
2. What problem am I solving for the customer?
This was one of my biggest problems, and I see it over and over again in others. If you’re a creative type, there’s a developmental process that comes more or less easily for different folks: it’s the process of identifying what you love to do and then presenting it to the world. Initially for some, it takes a huge leap to say, “Here’s what I love to do!” and to let that shine in the world. It’s important for artists or creatives of any kind. But there’s a next step that is crucial to succeed in business: stepping out of one’s own perspective and looking at what you offer from the perspective of the client.
I may say I love to write beautiful prose describing the customer’s business. But it’s much more likely that the customer wants to know whether I can bring them more business and improve their SEO (Search Engine Optimization). I can combine the two by telling customers I can attract their customer base by crafting the story of their business for their website and identity materials, working on their SEO to maximize web traffic, and writing compelling ad copy to increase sales. This tells the customer exactly what they’re going to get from my passions and gifts.
3. What lights you up? Go forth and shine.
If you want to stand out from the crowd, start by identifying what you are passionate about. I’m passionate about alternative health care. I also have a gift for understanding how the different modalities work together and complement one another, cultivated from years of working as a practitioner in multi-disciplinary settings. This sets me far ahead of the average writer with a passing interest in that area. Clients in the alternative healthcare industry can hire me knowing there will be minimum ramp-up time to me understanding their work, their challenges and their goals. What interests you and makes you eager to show up for work everyday? In both the long- and short-haul, these topics of interest to you are going to attract clients to you from those industries and keep you energized, even when times are tough.
Lora Freeman, Principal, Freeman Writing Solutions
July 2008
Chatting with the experts…Lora Freeman shares her tips on creative ways to find new writing clients…
When starting my freelance writing company, I tried some creative, low-budget ways of getting my name out there and making connections. Maybe some of these will work for you – feel free to email me your favorite ways of getting new clients on a minimal budget, and I’ll add your idea to this post!
• PARTNER WITH THE PEOPLE WHO HAVE ACCESS TO THE CUSTOMERS YOU WANT.
For me, one such group is designers, particularly website designers. They may design websites, but they need people to write the content. Some of those designers have jokingly said, “Oh, yeah, I’ve built some sites and begged them to hire a writer, but they insisted on writing it themselves.” I then tell them to send those people my name and tell them for $200 I can clean up their site. It isn’t a lot of money for them; it doesn't take much time for me to do it; and it fills in those scheduling holes in my production schedule. Those couple of key designers have become a pipeline for new customers for me. I have partnered with just a couple of designers, and they do different kinds of work. This way, I can return the favor by sending them the folks who come to me asking for design of websites or identity materials or whatever the designers specialize in.
• USE ON-LINE LISTS CREATIVELY TO GAIN EXPOSURE.
One example is www.asklizryan.com. Liz Ryan has a list where one can send in questions about resumes, HR issues, job searching and such. I sent her a sample of my blurb for my business and asked her to review it. She posted my ad, her suggested rewrites (thank you, Liz!), and I got a customer out of the deal when someone saw what I was advertising. It was free – and effective.
• BECOME A CONDUIT OF EXPERT OPINION - WHETHER YOU'RE THE EXPERT OR NOT!
I've used LinkedIn for this myself. I started a freelance writer’s resource group, and it refers them to my website. I’m interviewing “expert” freelance writers on my blog and posting the interviews on my site. I don’t have to produce all the content myself, but I have a steady stream of content for my blog and a steady stream of hits to my website. I get tremendous value out of it, and I also provide value – at no charge – to those who are interested.
• GIVE YOUR SECRETS AWAY.
I’m not the first person to suggest this – Michael Stelzner (www.marketingwhitepapers.net) is the guru of this. It piggy backs off the last point. If I give a way valuable information, resources and even some pro bono writing, people get a sense that I’m not just in this for money or to get something from them. One of the keys to doing this effectively is to truly do it freely – offer what you’re offering at no cost to them. Your potential customers and contacts in the field will recognize that you know what you’re talking about, truly want to contribute to the success of their businesses and will hire you because of it.
• MAKE AT LEAST FIVE PHONE CALLS/EMAIL CONTACTS EACH DAY TO MEET NEW PEOPLE.
I ask each networking contact I make if they know someone I should know – either to assist them or vice versa. I make those phone calls on a daily basis. In that networking process, I ask people about their businesses, their needs and their passions in their work. I truly want to know. And if there’s a way in which I can support them with my resources, I do that. I will offer them networking connections, links to sites I think they will find interesting and resources that seem a good fit for them. If it seems like there might be a good way for us to work together directly, I’ll also suggest it. I just don’t make that the sole purpose of my contacting them.
June 2008
Interview with Heather Hutchins, a freelance writer with over 20 years of experience. She shares here her best tips for pricing jobs...
1. What are the factors you consider when determining the price you charge?
First, I ask myself what it is the client is asking me to do. Am I strategizing? Am Irewriting text that has already been written? Am I organizing a Web page? Strategic and organizing tasks require more expertise, so they cost more.
Second, I consider how long the project will take me. I try to factor in any travel time or conference calls as well as research and actual writing time. Then I think about how many people will have to review and comment on the text. More comments take more time.
Third, I think about how fast the client wants the work. Overnight or over-the-weekend works costs more.
Fourth, I ask myself if I need the work. If I am already busy, I may charge a higher price to clients because I’ll need to work extra hours or over the weekend to complete their work. If I don’t have much going on, I may lower my price in order to get the work.
Finally, I ask if I would really like to do the project. Work is work, of course, but I often lower my rate if the project looks to be more creative or more fun.
2. Do you typically charge hourly, by project, or by word? How do you determine which one (if you use more than one)?
In most cases, I give clients a project rate. I do this because clients usually prefer to know exactly what the work will cost. If I am unsure of what the work will cost or I don’t know the client very well, I may suggest an hourly rate or a do-not-exceed amount. This way, the client has some control over the costs, and I won’t end up working extra hours for no extra money. Some clients are used to paying a per-word rate. I’m happy to do that if the client prefers it.
3. How does the client's response to your quote price influence whether or not you will take the job?
Life is too short to deal with clients who are only interested in the price. If you have experience, stick with your price. If clients don’t like it, offer to give them the names of some of your less-seasoned writing colleagues.
My number one rule is that, if clients give me attitude about my price, I walk away. Early in my freelance life, I broke that rule frequently, and I always regretted it. Clients who argue about your price will also argue about pretty much everything else. They don’t respect you or what you do. You can save yourself much pain and suffering by just walking away.
Remember, not every client is a good client. You want to find out as early as possible if the people you are talking to are going to be bad clients. Arguing with you about your price is a major bad-client indicator in my book.
4. Anything else you'd like to say about pricing to help the new freelance writer set their pricing standards?
When you’re just starting out, ask around. If you don’t know and can’t find out what others are charging, start with what makes sense to you. You’ll find out quickly if you are low, medium or high for your market.
If clients immediately say YES once you give them your price, consider raising it. If clients always argue about the price, you may be a little high. Otherwise, you’re probably about right.
Also, consider raising your price after a few years of freelance work. People in regular jobs get raises. You deserve one, too. And, most everybody else who runs a company factors in cost-of-living increases into their prices. There’s no reason why writers cannot do that, too.
Recently, a friend sent me the following article about pricing issues. I thought it was helpful and wished that I had it when I was just starting out.
http://www.writedirection.com/rprt300e.htm
Heather's website is Website: http://web.mac.com/hzhutchins1