Some Freelancers Pitch to Publications, I Pitch to People

Some Freelancers Pitch to Publications, I Pitch to People

JS

Grinding It Out versus Growing A Business

There were two separate stories about pitches on my main Medium feed this morning. One about pitching to journalists and writers about THEIR clients for publicity purposes and the other one was about pitching your article to online publications.

They both had some excellent points — keep it about the person you’re pitching to. How does it benefit them? Don’t get bogged down in filler words and useless information. Provide a draft/additional information if needed.

But the pitch article I see missing is the one for full-time writers and editors who don’t want to do one-by-one blogs and articles.

I decided at the very beginning of my writing career that I was not going to spend the bulk of my time trying to get individual articles into major publications.

The main reason for me is the time and effort required versus the results or money.

When you look at people who talk about the money they make pitching individual original pieces to Forbes, Business Insider, Inc, etc, they are often making very little money — or even doing it for free for exposure.

Now, the exposure is awesome, and when I happen to have a perfectly well-suited article, I sometimes take 5 minutes to email a pitch to a magazine.

But the grind of putting out separate individual pieces in the HOPES that one of them will take it, and if they do, then waiting 4–8 weeks for publication and even longer for potential payment is not something I want to do.

That is just me, personally.

There are a million lists online of websites who pay for articles. Here is one from Carol Ticeanother from Bamidele Onibalusi, a long one on Freelance Writing Gigs, one from the Penny Hoarder, and this one by David Trounce.

This is not a BAD way to go about making money. Clearly, there are plenty of websites willing to pay for articles.

But let’s break it down:

If each site pays on average $50 per article and you want to make $5000 per month (a $60,000 annual salary), you need to write, pitch, get accepted, and get paid for 100 articles each month.

If you only want to work Monday through Friday, that is 5 articles per day you need to research, write, find publications if you don’t have one in mind, and pitch. This does not include following up on payment or the ones who don’t pay until it has been up for a month, or any other restrictions.

In contrast, I made $8,000 last month with 6 clients.

Instead of pitching myself to individual publications or writing one article per website, I went directly to clients.

I pitched myself to small companies and entrepreneurs. Right now, my 6 clients are:

  • An online publisher (monthly blogging, book editing)
  • An entrepreneur and business coach (email marketing, web copy)
  • A global public speaker (monthly blogging, email marketing)
  • A startup technology company (blogging, managing blog)
  • A medicinal cannabis business (weekly blogging, managing blog)
  • A small digital marketing agency (weekly blogging, press releases)

As they come and if I have time, I also take on editing books, ghostwriting, and book coaching.

I work Monday through Friday and only on the weekends if I have a special project or major deadline coming up.

All of my clients are longer-term. We have contracts, I charge one monthly retainer, and they pay every month. I have built a relationship with these clients, meaning we work together even better over time, they rely on me and trust me, and I know what they need on an ongoing basis.

For me, this is a reliable, more stable income, without having to grind out a bunch of articles every day.

It also means I can really build a rapport with these people. By doing so and focusing on maintaining a real relationship, it has resulted in all of my current clients being referrals from previous ones.

This is how I have built my freelance writing into a business. A real, thriving, stable business built on clients, not pitches to individual publications.

Now, this is simply what worked best FOR ME. I am under no illusion that my way is the only way or even the best way. It’s just what works for me and MY business and my life.

What have you found works best for you? Is it all one or the other, a mix of both, something I didn’t even mention? I’d love to hear and learn from you!

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Relationship Building for Freelancers: How to Get & Keep Clients

Relationship Building for Freelancers: How to Get & Keep Clients

Entrepreneur, JS, Medium, Sales & Marketing

Apparently, most writers aren’t good at marketing and many salespeople aren’t the best at writing. Or at least that is what people keep telling me.

I am lucky enough to be both, which has been extremely successful for me. It has truly been my superpower, which allowed me to be my own boss and get my business up and running very quickly.

Relationship building is an extremely important skill. Many people who consider themselves extroverted or a ‘people person’ may also find that they are strong at job interviews and good at networking in group settings.

However, more introverted people may find themselves at a surprising advantage in the one-on-one relationships and phone calls which freelancing often requires.

95% of my work and communication is done via email, text, slack, Facebook messenger, etc. And while I am an outgoing, talkative person, this mode of communication is fast, easy, and best of all — does not require pants. But there are ways to be great at phone calls and written communication.

Phone Calls & Relationships

When it comes to winning over potential clients, I believe in the power of a great conversation.

When a prospect is asking me about pricing and information, I don’t just shove my website in their face and tra-la-la away to my next task.

I ask them for a time to jump on a phone call. Instead of giving them a straight-up price, I explain that prices depend on needs and scope of projects, and that monthly retainers are often less expensive than paying per project, per word, or per hour. I say:

“The price depends on your exact needs and can also be impacted by how long we plan to work together. Are you available this afternoon or tomorrow to jump on a short call with me? I can do 3pm EST today or 1pm-4pm tomorrow.”

What I have done here is set them up to expect individual, customized attention and pricing for their needs, and after mentioning the call, instead of leaving it open-ended, I have provided specific time frames.

People are psychologically more likely to respond to the specific timeframes than just a general request for a phone call. It also shows my professionalism. I am available right away, but at specific times. I know my schedule and keep it. I am also punctual.

Once I get them on the phone, I’m golden. I love talking to people and it shows. I smile while I talk to them, I ask and answer questions. I show them my value by giving free information. For example, if we are discussing blogging, I’ll throw out a couple of facts and statistics about SEO and content marketing. If they want book coaching, I tell them what the process looks like and give them information on general lengths of books in different genres and discuss pros and cons of traditional versus self-publishing.

Another thing I do is weekly phone calls with each of my clients. It is a chance for us to check in, update them on my work and progress, and sets and manages expectations on both sides for the week ahead. It also serves to continue to build and solidify our working relationship.

Email & Relationships

Because most communication is done over email, I make sure to let them know what I am up to or ask questions when I need. I am professional but personable over email, saying “hey” and using their first name, unless they have specified not to or are much more formal.

My clients never need to ask what I am working on or where I am at with their work because I make sure to let them know.

I offer free email support to my book coaching clients and make sure to respond to people in a timely manner.

Once they are my clients, I stop selling them. They know what my services are and if they want additional ones, they always let me know. I don’t try to promote my other services or upsell them anymore unless they ask. I might say offhandedly, “Hey, you may not have thought about it, but some social media management would work really well with what we are doing now and would promote your company faster and better. Here are a couple of examples ___. Let me know if you want to discuss it further, and I am also happy to recommend a couple of other fantastic people.”

Because that shows it’s not about ME. It is about what is best for THEM and their company. I’m not saying it just to make more money, I even offered to refer them to someone else!

That is because honesty, trustworthiness, and transparency are the pillars on which I have built my business. I am not afraid to say “I don’t know,” and then go find the answer. I am not so self-centered as to think I’m the only person who can do what I do or even the best at it.

I am selling prospects on working with me, specifically, not with a writer in general. They don’t only need to know the benefits of writing, they need to see what working with me will be like. How well do I communicate? Do I remember information from previous conversations (I do, I take notes)? Do I listen to them and understand their pain points and have ways to solve those problems? Do I talk more about them than myself?

Clients & Relationships

You should be approaching a client relationship in a similar way to a new friendship. You want them to like you and you don’t want to scare them off.

Sales is not about just getting that dollar amount. It is about getting someone who WANTS to work with you and KEEP paying you that dollar amount.

But it’s more than sales. As a solo entrepreneur, how I represent myself to anyone is literally the face of my business. I am myself, but professional. I am knowledgeable, able to show strong writing samples, and deeply understand the process and the business of writing.

Being nice, kind, a good listener, asking the right questions, showing your value — that is how you get and KEEP a client.

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Writing for Me vs. Writing for My Clients

Writing for Me vs. Writing for My Clients

Copywriting, JS, Medium

It can be difficult to separate them!

 

Writing is…

Cathartic

Emotional

Real

Symbiotic

Percussive

Strong

Difficult

Mine

Life.


Writing for money, especially for other companies and authors, is a fantastic career.

And because most of my writing is ghosted, I have had to learn to keep my personal feelings and opinions out of the pieces I write.

Especially when I disagree or find their references suspect.

It can be difficult to compartmentalize. To separate my personal feelings or opinions from those of the author/company I work for.

Not that it is ever anything heinous. None of my clients are people I fundamentally disagree with. None of them are white supremacists or anti-vaxxers or litterers (as far as I know).

It’s more that everyone is unique and different and we each hold our own opinions and feelings based on our pasts, education, hobbies, and experiences.

Everyone is unique and while that is a magical, beautiful, wonderful part of being human, it can make writing passionately about certain subjects difficult!

When it comes to my personal writing, my own personal opinions run rampant.

And it can be sometimes hard to turn that off.

For me, it’s all about stepping back and taking a breath and remembering that it’s not about me. It’s about the client. I am usually easily able to shake it off and get in the right mindset, but it can sometimes take moment.


How do YOU turn it off? Whether it is switching between highly personal writing like your book or a diary and more professional writing like clients or even LinkedIn posts. How you switch mindsets?

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