First Day of Spring Home Improvement Challenge

Since it’s about 20+ degrees hotter this March than normal, I’ve been busy working out details with my mother and the contractor I’ve hired to replace her 40 year old air conditioning unit. For the past four years, my father paid the guy to fill it with freon every summer so he and my mother could enjoy a cool environment during the hot, sticky, muggy southeastern season.

I called the same contractor last summer to come over ato work his air conditioning magic once again. He had trouble getting the unit to blow any cool air on the first day. After two days of fumbling with the ancient unit, he declared she was on her last leg and would absolutely have to be replaced in Spring 2012.

So here I am, on the first day of Spring, working on my laptop at my mother’s house and managing this home improvement project (translation: trying to keep my mother from interrupting the contractor’s work and telling him how to do his job).

I love my mother with all my heart, but I wouldn’t like having her as a client. At all. I’ve had clients like my mother. They need help. They don’t know how to do X so they hire you. While you work on X, they interject with lots of unnecessary advice. I always want to ask, “If you could do this, why did you hire me?”

When a client makes constant suggestions that would override the result they are hoping to achieve, you can wind up spending extra time explaining your strategy, demographics/psychographics, how marketing messages are received, etc.

So I’ll be spending the rest of this week working remotely from mom's kitchen table while also protecting the contractor from her non-expert interference. How’s your week shaping up so far?

Getting Back to the Business of Freelancing

I’m still here. The kids and I (finally!) relocated to our new home about three weeks ago – just in time for the first day of school. It also just happened to be during the first days of the month of Ramadhan, which was a bit stressful at first. My husband is still in Atlanta dealing with contractors and the property management company we'll be using to get our house in tip top shape to be rented (that man is truly a Godsend, I tell you). How I wish I could just put it on the market and sell it, but the Atlanta real estate market is beyond horrible, but that’s another story for another blog. Luckily our house is located intown, in a historic neighborhood, so we already have a few interested candidates. I figure we’ll at least break even and won’t have to struggle to pay both a mortgage AND rent.

The house we’re renting is meh, okay – for now. We need more space so we’ll be moving again next June when the kids are out of school for the summer. Yay… The unpacking is going slowly but surely. Although we are still living among boxes and my office is only semi-organized, I’ve been busy working (the self-employed can only take so many days away from work, right?) on client projects, personal writing projects and marketing here and there. I admit it - I need to step up the marketing. I’m feeling the pinch. I put more time into marketing and following up with past clients last week and it’s already brought me two new projects this week. That’s all the incentive I need to keep it up.

I’m behind on reading my favorite blogs, so I hope to begin catching up this week. Of course marketing to bring in more paying projects will be my priority. How’s business been going for you this summer?

How's Your Freelance Writing Business Going?

Recently someone in an email writer’s group I belong to posted a survey inquiring about how business was going for everyone these days. A couple of writers responded that they were busier than ever, while the majority of respondents reported that business was at an all time low.

These survey results could have easily scared an aspiring freelancer away from the prospect of going it alone; however, the survey asked some very specific questions to get to the heart of the matter of why some writer businesses are thriving while others are barely breathing. I have to say that those who responded where very honest.

Here are some of the questions that were asked:

1. How is your writing business going this year?
2. If you have set goals, how are you doing on them at this point in your business?
3. How do you feel about the future?
4. Will you stick with working freelance for the long haul? Will you stick with writing for the long haul?
5. What kind of supportive people or groups do you have around you?
6.What do you think you need to do next? (charge more, market more, sell more, network more, soul-search more)

Big surprise: most of the people who responded saying their business was essentially in the toilet admitted that they were (1) Not setting goals, (2) Not willing to stick with freelancing as a long-term choice (or preferred to use it as a side income “taking work as it comes”) and (3) were taking NO active steps to generate more business (marketing, networking, etc.).

Clearly the responses to this survey revealed that the problem is not a lack of available work, it’s more a lack of planning and putting action into finding those opportunities that are out there. Your ability to stick it out through the highs and lows, create a plan, follow it closely and put forth effort to network and promote your business is necessary. Otherwise how will clients know who you are and what you do?

I’m having the busiest summer I’ve had since I began freelancing full-time during the summer of 2007. Much of this is because I’ve been networking and marketing my services. I can always be doing better on the marketing end of things because I tend to slack off when things get too hectic. Although there is no magic freelance writing blueprint (everyone’s journey is different), but the previous bulleted list is a good place to start evaluating the way you run your business.

So I’m curious – how is your freelance writing business going so far this year?

A Marketing Nudge If You Need It

Because I sure could use one right now. I’ve been so busy this month that my marketing efforts kind of fell to the wayside. I promised myself this year that as soon as I saw that happening I would immediately acknowledge it and execute a plan to correct it.

Marketing is the cornerstone of any successful business and freelancing is no exception. Without it you will experience dry spells in business more often. Making marketing a priority means you increase your chances of having a steady flow of clients throughout the year.

Take a good look at your business and your marketing efforts, and ask yourself a few important questions:

Do you have a marketing plan?

I’ll be honest and let you know that I didn’t for my first year as a freelancer. I was busy, busy, busy from August 2007 through April 2008. Then came the lull. I was not expecting the number of projects I’d been receiving to slow down like that. Had I done my research I would have known that the summer months and holidays are typically slower times for freelancers. I could have planned for it by ramping up my marketing efforts during specific times.

Some freelancers get by okay without writing things down. I say go with what you know if it works. I work well by creating lists and writing things down. I write out a marketing plan to help me reach my short-term and long-term goals. I review it often to stay on track.

Mix it up

I used to rely on one or two marketing methods to get the word out about my services. My marketing plan this year includes a couple of new ideas. The main thing is to make sure that the method you choose will be interesting and assessable to your target audience. You can try blogging, article marketing, guest posting on popular blogs, posting at forums, social media, brochures, post cards, public speaking, etc.

The thing I love about working virtually is that you can market your services on a shoestring budget and still get incredible results.

Track your results

This is important. You need to figure out a way to track the results of each method to determine what works and which ones are a complete waste of time. Time is money when you’re a freelance writer.

Testing Out a New Specialty

I’m working on breaking into a new industry niche I’ve been researching for the past four months or so. A lot of experienced writers and other professionals say that specializing in a specific niche like legal, medical or financial content/copywriting makes it easier to earn a larger income. It makes it easier to become a big fish in a small pond.

Sometimes choosing a specialty is simple. Amy Derby once worked as a paralegal making her transition to a blogging expert for lawyers a natural one. Yolander Prinzel’s financial background seems to have paid off since establishing herself as a go-to financial writer. But there are times when you find a niche that interests you but you lack instant credibility and industry experience. So what then?

Breaking In

Some niches are much easier to break into than others. The real estate market is one example. Sure, you get instant credibility if you were an agent or broker, but if you've never worked in real estate yet understand the ins and outs of the industry (especially on a local level) and make the right connections, you can still make a name for yourself.

You can also specialize in certain “mediums.” Specialize in writing white papers like Michael Stelzner. You could do the same with ebooks, sales letters and squeeze pages.

Testing the Waters

One way to see if a specialty will work for you is to set up a blog aimed at your target audience and just go for it. If you’re targeting real estate agents, you could write about the latest web marketing strategies and how they can be used to reach more prospective home buyers.

If you’re specializing in writing ebooks, you could discuss the benefits of viral marketing with free ebooks, repurposing web content to create ebooks or how to develop a profitable how-to series. You can even ad a bi-weekly newsletter to help you create a list of leads.

You still need to do your research to find out if there’s a viable market for the specialty you plan to service. Setting up a blog with valuable information your audience can really use allows you to test drive the idea first.

Neglecting Your Freelance Writing Business

A good friend of mine is always irritated about the many unfinished projects in her home. She still needs a new kitchen counter top, the cracked tiles surrounding her fireplace need replacing and the home’s exterior needs to be pressure washed and panted. I think what irritates her most about these impending projects is the fact that her husband is a contractor by trade. He's extremely busy fixing up clients’ homes; especially as the holidays approach. His own house gets put on the back burner. I can relate.

Image is everything

Like many freelance writers, I spend my time perfecting my client’s marketing materials and neglect my own because my clients are paying me. My website content needs updating and that should be at the top of my list considering I send prospects there whenever I market or send out emails. I mean my website address is in my signature, on my business cards and all of my marketing materials for crying out loud.

Invest time in your own business

Yesterday I decided to just do it. Writing for pay is much more alluring, but investing time in sprucing up my own website and marketing materials is just as important. It’s a representation of what I do, what I’ve done for others (e.g. my portfolio page) and shows that I take what I do seriously.

I check for dead links, update information/rates, freshen up the content, add/switch samples and so forth. I’ve fallen behind on my blog posting there, but I’ll have that problem fixed by the end of the week. Honest.

Prepare for the new year

For many freelance writers, business may start slowing down a bit over the next month. This is the perfect time to perform maintenance on your website and other marketing materials so that you’re ready to go come 2010.

September Earnings

I’ve been inspired by Lori Widmer (whom I just adore by the way) to share my business; something I hardly ever do. And by business I mean My September earnings.

I’m not sure why I’ve never done it before, but her post today made me want to. Part of the reason is that I’m trying to organize my business better and I am attempting to market my services on a much more regular basis. This is a great way of tracking my results.

Print Publications

Although I had a couple of great ideas and planned to query a trade magazine, I didn’t. I did, however, finally get paid for four magazine articles I wrote back in May of this year. Turns out the publication is really struggling. I really do want to start writing for magazines again, but I can’t afford to rely on them as regular income since checks can come anytime.

Job Boards

In the past I’ve gotten some pretty good gigs from job boards, but damn, the pickings are getting kind of slim. Still, from time to time you can find a gem or two so I try to drop in to search through a few on a semi-regular basis.

I've actually found a couple of good opportunities and got three really interested reponses until I sent them my rates. Hmmm, must have been something I said…

Existing clients

Most of my existing clients have reduced the amount of work they send my way. Only one client is still using my services as before. I have been following up with clients I haven’t worked with in the last six months or so via email and mailed post cards.

Earnings

Let’s just say it’s a lot less than I expected. I started out with quite a few projects this month. Then three of my children came down with the flu, and then we had some unexpected flooding to take care of. I allowed those things to cut into my work time which meant less time for marketing and developing content for my own business.

Bottom Line

I need to get back to planning my work days and stick to the schedule. I must set aside time each day for marketing and reconnecting with previous clients. I need to establish some new systems to help me manage my time better.

I plan to attend a couple of conferences this month for more face-to-face networking. Like Lori, I will continue to fine tune my marketing efforts.

How to Get Private Clients, Part 1

Lately I’ve been receiving emails from new freelancers wondering about how to go about getting private clients. I’ve also noticed that the same question being kicked around on a couple of writers forums.

Working directly with private clients rather than a middle man means more income for you. Effective marketing involves a strategic approach. The obvious answer is to just start cold calling/emailing people; however, there are a few important things you’ll need to figure out before taking that step.

Know your goal

If your goal is to sell your freelancing services to a certain number of clients, make sure you’re completely clear about the services you’re trying to sell. Believe in what you do, and stand by your ability to deliver high quality writing to your clients. This can be hard in the beginning when your confidence may be wavering. As the old saying goes, “fake it till you make it.”

Know your client

You’ll need to know exactly who your ideal client is. It makes it much easier to convince them that they need your services. Try to get inside your target market’s head. Think about the demographic you’re going after; really narrow in on the details to make a powerful impact.

Know all about the freelance writing services you’ll offer

Make sure you know all there is to know about the type of freelance writing you’ll be providing. This is much easier if you have a specialty. For instance, a medical writer would need to be familiar with medical terms others may not know. A financial writer, legal blogger, or academic writer could focus on learning as much information within their specific niche as possible.

Once you have clear direction in these three areas, you can move on to contacting prospective clients. Marketing without direction can be a big waste of time.

Let's Keep in Touch: What to Do About Past Clients

I don't know if you've noticed or not, but I've removed the websites that used to be on the top left side of this blog. The big reason is that I've FINALLY decided to invest money in having a professional design one for me. I'm excited about the new site so far and have been busy developing copy for it in my not-so-spare time.

One thing working on the new website has me doing is developing new marketing campaigns aimed at a couple of specific markets. I also realized that once I launch the new site, I will need to share that information with both present and past clients; and that's when it hit me – I've been failing miserably at following up with past clients.

How to reconnect

I'm the type who hates to think I might be pestering someone. Ideally, I'd like to think that once I've done work for a client they'll automatically think of me when they need something new. That's not how it works, and I get that.

Constantly sending out messages to offer services they may not need is not really my style (although it might work for some). I prefer more of a "soft sell" approach. For instance, I'll send links to something I think they might find interesting. You could also initiate contact to make sure the information you have on a client is up to date.

Become unforgettable

There have been times when I've checked in with past clients and they've been so glad I contacted them because they were just thinking about calling me to discuss a new project. Out of sight out of mind, and I don't want that to happen. Do you make a habit of keeping in contact with past clients?

Ebook Review: "How to Make $250+/Day Writing Simple 500-Word Articles"

I promised to share helpful tips for building a lucrative freelance writing business, and today I want to share one of the very valuable resources I've come across. When I first became interested in making a living as a freelance writer during the summer of 2006, I was on a social forum lurking around when someone posted a link to Yuwanda Black's Associated Content page. From there I linked to her freelance writing blog, Inkwell Editorial, and I was hooked. She offers very practical advice about creating a freelance writing business. She has authored several ebooks about the business of freelancing, but if you are determined to start freelancing in 2009 I highly recommend "How to Make $250+/Day Writing Simple 500-Word Articles."

SEO content writing

SEO article writing is a great way to get started as a freelance writer. You'll find lots of freelancers who look down on SEO content writing. Maybe they think all writers are writing $1, $2, or even $5 articles. But there are companies and individual clients out there who know the value of quality content, and they're willing to pay you for it. Yuwanda's book shows you how to get started. She advises starting off charging $25 per article. Nice.

An ebook that delivers

I experienced a slump over the summer and wanted to find more clients. I kept coming back to this ebook, debating over whether or not I really wanted to shell out $39.95 (can you believe I missed out on getting it when it first came out at $9.95?). I was tired of buying ebooks filled with vague information that glossed over how to actually do whatever they were promising. Since writing the ebook, Yuwanda has collected several testimonials and actual case studies of people sharing their experiences from putting the advice outlined in the book to use. I figured if I got one client it was worth it. She doesn't promise $250/day without putting in some work. Consistent marketing is a big part of the plan she lays out, and she shows you exactly how to do everything from drafting a marketing letter to creating your contact list.

Market, market and then market some more

Honestly, I should be more consistent with my own marketing, but whenever I do follow her marketing plan I always receive an interested reply. I currently have five new, steady clients from following the clear advice outlined in this book. What started off as simple SEO content writing for me has evolved into more lucrative writing opportunities including website copy, blog posts, press releases, ebooks, reports and whitepapers.

Make your 2009 dreams of becoming a freelance writer a reality

If you want to take the leap and become a freelance writer, there's nothing to do but jump. Even if you work a full-time job, you can start freelancing part-time. Making the choice to do it is completely up to you, as Yuwanda plainly expressed in yesterday's blog post. Having a plan is essential, and Yuwanda's ebook can help you create your own path to freelance writing success.

Finding Success as a Web Writer

I was once again visiting a favorite freelance writer's forum yesterday. I noticed a thread where the discussion involved a few writers saying they preferred not to deal with clients directly. These writers explained that they would much rather work with a middle man because it's a much less stressful situation than finding your own clients. I assumed from the discussion they were taking about writing for content providers. Right now there is so much demand for quality content I can't wrap my mind around why anyone would willingly choose to receive less money working through someone else when the opportunity exists to make more.

I've Been There Too
Before I get blasted, I just want to say that I started off my freelancing career writing part-time for a couple of small niche newspapers and magazines. I started writing copy for the web after finding out how much of a demand there was and how quickly writers could get paid. In the beginning, I wrote for a couple of popular content providers serving as the middle man for their clients. These companies supplied a steady stream of work, and the rate was fair. But as my freelance writing wings began spreading, and I started developing my own marketing campaign, I realized that I was paying a price for the leisure of just sitting back waiting for the work to roll in.

I was clearly receiving less money in my pocket. The company was taking a generous cut for finding me all of that work I'm sure – They are running a business after all. I was working one-on-one with a couple of copywriting clients during that time as well. I actually preferred having direct contact with the client. I started wondering, "Why aren't I marketing my services directly and earning more money for my hard work?"

Not Looking for a Fight
I suppose this topic could very easily turn into a debate much like the ongoing discussion among web writers about whether $3 and $5 articles are acceptable; or the debate over whether or not bidding sites are the devil incarnate. But that's not my intent. Honest.

Personally, I don't find marketing my own services directly to clients to be any more stressful than searching for the next content company to work for. I've done both, and the biggest difference to me is that I have more control over negotiating my rate and the terms of service to be provided.

I understand that if you are in a desperate financial situation some money is better than none. And there are some writers who find the idea of marketing intimidating. But if I can do it, so can you. Believe me, it works!

Help is on the Way…
Sometime in the next few weeks I will be sharing some very valuable resources for new and existing web writers looking to get more out of their web writing business. These resources can help you create a step by step plan. I'm currently reviewing one just to be absolutely sure about it before I suggest it to you. The other resource helped me redirect my own web writing efforts. In the mean time, I highly recommend Jennifer Mattern's blog for web writers to find lots of valuable advice. Stay tuned for more details!

Can Your Marketing Efforts Work Too Well?

I know I am always preaching about the virtues of consistent marketing, but this weekend off has really got me thinking. I came across The Irreverent Freelancer's Friday post entitled "The Freelance Market is Temporarily Closed." Kathy Kehrli discusses something I think every solopreneur ends up struggling with a some point or another – balancing a schedule crammed with existing clients and projects while continuing to market for new clients. I can relate to this post so much right now that it's not even funny.

You have enough work to keep you busy for months. In fact, you can't fit in any more clients right now since you are already working 10-15 hour days seven days a week to handle everything on your plate as it is. Your marketing fear is a legitimate one: suppose you continue the same pace of marketing, and a prospect responds with a new project while you are completely swamped with projects. Do you accept and do a mediocre job, or place them on a waiting list for up to one month?

And then there is another scenario to worry about: Suppose you stop marketing altogether while you are busy, then November and December roll around and you don't have enough projects scheduled. What then?

I actually experienced this situation a couple of weeks ago while working on several projects at once – one of which was quite challenging. I suddenly had a new client, which was a testament to my vigilant marketing efforts, but the timing couldn't have been worse. Working with a new client takes extra time to make sure you understand the project scope and understand their business needs. Unfortunately, I just didn't have a lot of time to spare. Somehow I pulled it off, but what about the next time?

I've seen writers post messages like "Not Accepting New Clients until …" on their websites. Believe me, I have certainly felt like doing that, but don't think I can. In times like these you could loose a client in the blink of an eye. How badly it would effect you depends on a lot of things like whether you have another income to depend on, how much money you have saved to fall back on or whether you have other clients in place.

This is becoming a real challenge for my freelancing business. Still, until I find a better solution, my gut is telling me to keep on marketing (maybe contacting fewer prospects) no matter what.

Want New Clients? Market, Market, Market

Some freelance writers may find July and August to be a bit slow as far as the number of projects coming in (also known as income) is concerned. I hear from many more experienced writers that it's pretty typical. I have had slow periods during these two months followed by bursts of busyness – crazy!

Now I tend to be the kind of girl who thinks ahead. And even though I have existing clients currently courting me with promises of an abundance of projects in the coming months, I also know that November and December are around the corner and can be notoriously slow months as well. I was quite busy during that time last year when I was just getting started, but I can't really bank on it this time around. That's why I have been busy, busy, busy marketing my little heart out.

A few weeks ago I shared Yuwanda Black's Summer Marketing Tutorial post with you about the importance of using the slow period of summer to gear up for new writing projects clients will soon need. Now is a great time to let potential clients know that you are available.

If you are committing to some sort of marketing strategy each day – whether it's cold calling, email or snail mail, you will start to see the fruits of your labor if you stick with it. I know, I know; marketing is tedious – you have to keep doing it over and over, again and again. Yep, that's pretty much the gist of it. But in my humble opinion it can't be beat when you're trying to build up a clientele that pays well. Most of these guys don't advertise the writing opportunities they have available.

I spent the month of July marketing pretty consistently (I may have missed a couple of days here and there…). So far I have three new clients lined up. Two have scheduled projects to begin in mid September, and I am negotiating with another to start within the next week or so. I didn't even count the people who responded with interest and said they would be keeping my info on file so they could get back to me at a later date. Things may or may not pan out with these prospects, but I am on my way to filling up my editorial calendar for the remainder of 2008.

I am tempted to stop marketing when it seems like I might be getting slammed with work, but I know that consistent marketing – even during busy periods – will ensure that steady work continues trickling in.

Adventures in Cold Calling

When I worked in advertising sales for the local newspaper fresh out of college, I was introduced to cold calling. And I hated it with a passion. Part of my job was to solicit new advertisers. In the beginning, no one trained me how to do this. I was expected to make at least 25 calls a day, and show some sort of results for my efforts when I sat down each month to discuss my goals and performance with my supervisor.

After stalling for a couple of hours each morning to avoid the task at hand, I would get started. I was pitiful, and the rejection cut me like a knife. I would listen to my cubicle neighbors making their calls. Some reps were more successful than others. I tried copying some of their techniques. Eventually I learned a few important things:

• Cold calling is a numbers game, so consistency is the key.
• You'll get a lot more people saying "no" than yes.
• It's important to get to the decision maker, so it helps to do some research beforehand.
• Even if the person you call says "no" today, it's important to follow up at a later date.
• Don't take it personal when someone says "no." They don't hate you.
• In order to sell your service, you have to believe in it implicitly.
  
  Long story short, I got better at it, even though I never really learned to like it. So imagine my surprise when I finally decide to take the leap and start my own freelance writing business, only to learn that cold calling is one of the top marketing techniques recommended. "Ugh, not again!" was my first reaction. Naturally I avoided doing it for as long as I could. But then as I began to realize the importance of establishing a strong marketing plan.
  
  Freelance copywriters commanding much higher rates than I did were cold calling with abandon – and getting positive results! Everywhere I turned, successful freelancers would mention cold calling as an important marketing strategy. No one said they loved it, but it did seem to get results.
  
  I bit the bullet. I drafted a script to help me out, and made a couple of calls. And it wasn't as bad as I thought it would be. I know my service like the back of my hand. I research each company before calling, so I know what I have to offer. Bingo! I was hired to write some direct response material after my fifth call – not too shabby!
  
  I still don't enjoy cold calling. Deep down I tend to think of it as a distant cousin to telemarketing (they always call during the dinner hour…) and I feel like I'm being a pest. But these companies are in business just like me. And I have something important to offer that can help their business. Why, I'm doing them a disservice by NOT calling! See, this what you need to believe about your business EVERY time you make that call.