Know Your Worth...and Stand Your Ground

What's your ideal freelance work mix? For me, it's to be working on a book for a ghostwriting client with a mix of shorter content (mostly health and fitness) for corporations and content agencies thrown in as well.

Of course we can't always have our ideal. At the moment, my work funnel is nearly empty. (That means the coming week's priorities are marketing, marketing, and marketing.) Part of the issue is that I've had several potential book projects die on the vine. So I was excited to learn about a possible gig. It's the type of ghostwriting I do; I like the potential client; this particular book has lots of potential; and my calendar is looking empty at the moment.

However.

What's being offered, and what I charge to ghostwrite a book proposal--at the moment at least--are way too far apart to go forward. And I'm frustrated. I'd love the project, and I know I'm a good fit for it. And did I mention that work funnelI?

As a new freelancer, I would probably just sucked it up and taken the gig. But that's not how I work today.

Here's a look at my thought process:

1. I know what I charge for a book proposal--typically between $5,000 and $8,000 (though I've charged as much as $15,000 for one that grew to 100+ pages and took more than six months to write).

2. I know what a well-written book proposal is worth. (At least to the clients I work for.) And that, not surprisingly, is between $5,000 and $8,000. See how that works out?

3. The potential client has tried, and can't write the proposal on his or her own. Which means the client has to hire a ghost to make the book go forward.

4. I know from reviewing the material that it will take some time and work (probably four to six weeks) to create a compelling, giant-advance-grabbing book proposal. And while I'm willing to make that happen, that stretch of time means I can't take on another proposal or any other big projects. That's opportunity cost, which is factored into deciding whether to take on a big project.

5. Finally, and just as important, what I do as a ghost (and what we all do as freelancers) has value. If a potential client doesn't value the work I do, that doesn't set the stage for mutual respect and a positive working relationship. And when you ghostwrite a book for a client, those elements are essential.

Sure, it's hard to turn down work, especially when there's backend potential. But as a freelancer, you have to know your value, and be willing to say "no" if you and your client can't agree on it.

So if you're a new freelancer, think about what you charge. Know your bottom line--and know why that's your bottom line. Be prepared to back it up. It will make you a better negotiator, and help you make more money in the meantime.

**New to the blog? Welcome! If you're serious about making your freelance writing business a money-maker, I suggest my freelance classic, Six-Figure Freelancing: The Writer's Guide to Making More Money, Second Edition. 

If you're more interested in getting into ghostwriting and content marketing, I suggest Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs and More, Second Edition. 

If you're brand-new to freelancing, Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets walks you through the process of launching your freelance career. 

Finally, if you like your books full of shorter pieces, check out a different format--Writer for Hire: 101 Secrets to Freelance Success is divided into five broad sections to help you make more money regardless of what kind of nonfiction writing you do. 

Search the Blog for Freelance Answers

It's time. 

More than 4 years and 500+ posts (and more than 200,000 page views) later, Dollars and Deadlines is going to be on indefinite hiatus. But I'm glad you stopped by! I suggest you search the blog for advice about querying, marketing, ghostwriting, interviewing, content marketing  working efficiently, you name it. You'll find much more advice in one of my many print and ebooks on freelancing:  

**If you want the "big picture" about freelancing and are serious about making your freelance writing business a money-maker, I suggest my freelance classic, Six-Figure Freelancing: The Writer's Guide to Making More Money, Second Edition. 

**If you're more interested in getting into ghostwriting and content marketing, I suggest Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs and More, Second Edition. 

**If you're brand-new to freelancing, Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets walks you through the process of launching your freelance career. 

**Finally, if you like your books full of shorter pieces, check out a different format--Writer for Hire: 101 Secrets to Freelance Success is divided into five broad sections to help you make more money regardless of what kind of nonfiction writing you do. 

And if you can't find the answer in one of those hundreds of posts, or in one of my books, shoot me a brief email at kelly at becomebodywise dot com, and I'll be happy to help. 

Thanks for being a reader, and I wish you all freelance success! 

Drumming Up More Work, Step 2

Last week I posted about my ongoing marketing blitz--just in time for the holidays. Step 1 is reaching out to current and past clients; step 2 is one that many freelancers overlook. It's following up on your outstanding pitches, LOIs, and other attempts to connect with new clients. 

A follow-up needn't be complicated or lengthy. Mine typically look something like: 

Dear Kathleen:

Hope your week is off to a great start. I'm writing to follow up on my pitch about how kettle bell training can help with weight loss; for your convenience, I've included it below. Would you let me know within two weeks if you're interested in the idea? If I don't hear from you by December 17, I'll assume you're not interested in it at this time, and may market it elsewhere. 

Thanks for your time, and I look forward to hearing from you soon!

Sincerely, 
Kelly James-Enger 

Typically a follow-up provokes a response, but if I don't hear anything within the deadline, I go ahead and pitch it to another market with no regrets. And if the editor says, "no thanks," I resub it in the same manner, and come up with a new idea that she may be able to use. 

Last week one of my follow-ups resulted in an assignment; three "we'll-be-in-touch" responses, and an "no thanks." That's not a bad track record from taking the time to follow up on outstanding queries. 

*** Want more advice about drumming up work as a freelancer? Check out my freelance classic, Six-Figure Freelancing: The Writer's Guide to Making More Money, Second Edition. If you're more interested in getting into ghostwriting and content marketing, I suggest Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs and More, Second Edition. And if you're brand-new to freelancing, Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets walks you through the process of launching your freelance career. 

Drumming up More Work, Step 1

Don't forget about my free teleseminar with Nita Amir this Thursday about making more money from   your freelance career. (And have a question you want me to answer? Comment below and I'll be sure to address it.)

With Thanksgiving just behind us and Christmas, New Year's, and countless parties and chores (shopping, wrapping, holiday cards, you name it) descending, it's sometimes tempting to let the marketing part of your freelance business slide right now. Trust me--this isn't the time to do it. That's why I'm engaged in a big marketing push for the next three weeks--my goal is to line up enough work for early 2015 that I can take the week between Christmas and New Year's off (I do this every year) without worrying about a lack of assignments when I return.

Step 1? Touching base with my regular clients--and those who used to be regular clients, but who I haven't worked for in the last few months. A quick email or note can result in new assignments, and at the least, it gets my name in front of them again. That's my first priority for this marketing push. 

***Want more advice about marketing? Check out my freelance classic, Six-Figure Freelancing: The Writer's Guide to Making More Money, Second Edition. If you're more interested in getting into ghostwriting and content marketing, I suggest Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs and More, Second Edition. And if you're brand-new to freelancing, Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets walks you through the process of launching your freelance career. 

Don't Shortchange Yourself: Another Smart Marketing Tip

Who's attending ASJA's ConCon in Chicago November 13 and 14 this year? If you do content marketing, or you're a freelancer who wants to break into this field, consider this Chicago event. I went last year (and was on the ASJA committee behind it) and will be there this year as well, speaking on a panel about setting and negotiating rates as a freelancer.

But as of last summer, I didn't even know what "content marketing" really meant--and yet I agreed to help run a conference about it! What the hell, I thought--I'll go and figure it out once I'm there. But a few weeks later, when I was talking to another freelancer who does it, I realized I did know what it was. I'd actually done quite a bit of it already. 

"Content marketing" what used to be called "branded content" or "custom content." If you've been freelancing for a while, you've probably heard of custom magazines (think, Home and Away put out by AAA or WellBella, published by GNC) and may have even written for them. Expand your definition of "content" beyond articles to anything a company creates for consumers with a specific marketing purpose--web copy, white papers, videos, audios--and you've got "content marketing." 

My point? As a freelancer, I've been doing content marketing for years, writing articles for a variety of custom publishers. Not recognizing that that's what it was called hamstrung me from promoting that work to potential clients. Now I'm positioning myself as a content marketing writer, and getting work from companies to do more of it as a result. 

Take a look at your experience and consider how you're marketing yourself to clients. If you have experience that's valuable to potential clients, make sure they know about it! Don't shortchange yourself because you haven't labeled your skills in the most appealing way. 

**My latest book,Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs and More, Second Edition, shows writers how to break into the ghostwriting/content marketing field. Want more advice about making more money as a freelancer in less time? Check out Six-Figure Freelancing: The Writer's Guide to Making More Money, Second Edition, a freelancing classic that helps both new and experienced writers boost their bottom line. And if you're brand-new to freelancing, I recommend Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets. 

Do You Need to Challenge Yourself Marketing-Wise?

I've posted before about the importance of marketing constantly; it's how you fill your freelance pipeline with work. Yet when I'm busy, marketing often falls to the bottom of my to-do list. I'm preoccupied with the work on my desk, and when I finally look up, I realize I'm short on work and have to scramble. I hate that feeling, and I hate the loss of productivity, and the loss of income, that results when I haven't marketed enough to keep me busy. 

That's one reason I signed up for the eight-week marketing challenge sponsored by Freelance Success, a website I belong too. (Freelance Success is a website for serious freelancers; it produces a weekly newsletter with market guide information and includes active forums for freelancers. It's a great place to find market info, network with other freelancers, and share advice about our business.) 

Writers who want to participate are divided into teams (there are five teams this time). Each team's writers keep in touch throughout the week, sharing pitching advice and ideas, and then at the end of the week, each writer reports their weekly points to the team captain. During the challenge, members get: 

• 1 point for each query
• 1 point for each LOI, or letter of introduction 
• 1 point for each follow-up
• 1 point for each social media post
• 3 points for each assignment

While each team wants to win (our team is in second place this week), the marketing challenge is about more than gathering points. It's about consistent marketing, and having other people to cheer you on--which should hopefully result in more assignments. 

But you needn't belong to a member of Freelance Success to participate in a marketing challenge! Consider creating your own with some freelance friends. Agree in advance what points will be awarded for different types of marketing, and how long the marketing challenge will last, and then get pitching! 

Readers, what do you think? Have you ever participated in a marketing challenge? And would you be interested in doing on through this blog? Comment here to let me know and if there's enough interest, I'll consider managing and overseeing one!  

**Want more advice about marketing? Check out Six-Figure Freelancing: The Writer's Guide to Making More Money, Second Edition, a freelancing classic that helps both new and experienced writers boost their bottom line, and my latest book,Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs and More, Second Edition, which shows how to break into the ghostwriting/content marketing field. If you're brand-new to freelancing, I recommend Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets. 

Are You Ignoring Your Best Source of Clients? And Here Comes the Blogathon

Do you know who your best source of clients is? 

You should. Your best source of clients are your current--and former--clients. 

Clients who you've worked for before are an overlooked marketing tool for freelancers. When you've done a good job for an editor, private client, or corporate contact, he is (presumably) happy with you and your work. That means he's a potential walking advertisement for you.  

So let me ask the tough question: do your clients send potential clients your way? Do they think of you when someone they know is looking for a writer? Have you even asked your clients to refer you or give you leads?  

If not, why not? 

I suggest you get in the habit of asking your regular clients for referrals. I don't hit up a regular editor for work all the time, but when I'm getting slow, I'll mention that I'm actively looking for new work and ask her to keep me in mind for referrals. When I complete an assignment for an editor who's new to me (and she's accepted it), I'll ask if she knows of other editors looking for freelancers. For a ghostwriting client, when I finish a book, I'll ask if he knows of any other would-be book authors looking for a ghost.

No, I can't expect my clients to do all of my marketing for me. Depending on where you are in your freelance career, and the type of work you do, you can expect to spend 20 to 90 percent of your time marketing your business. But looking to satisfied clients for leads and referrals should be one of your go-to freelancing strategies. 

**I'm excited to announce that in June I'll be participating in the 2014 Freelance Success/Word Count Blogathon. I commit to blogging every day for 30 days, along with 50+ bloggers on a variety of topics.  I'm already putting together a list of topics but if you've been wanting me to cover a specific topic here (and I'm already considering the ones readers suggested here), comment below and I'll see what I can do!  

Guest Post: Freelancing is a Numbers Game--Here's How to Win It

I'm happy to welcome Mridu Khullar Relph as guest-poster today, talking about how to successfully market yourself as a freelancer:  

I’ve been a freelancer for roughly a dozen years and I can tell you, precisely and in detail, about the years that have been the hardest for me. You know, the ones in which you woe the day you ever became a freelancer, eat Ramen noodles for weeks in a row, and call your mother to say that if things don’t improve drastically, you’re moving in with her, husband, child, and animals in tow. 

Heavens be thanked, I’ve never had to move in with my mother. Because each time I’ve struggled with money, I’ve realized that it comes after a busy period in which I’ve neglected my marketing. And each time I’ve realized that, I’ve committed myself to 40+ hours a week of marketing. Every single time I have done this, my bills are magically paid by the end of the month and my mother’s guest bedroom remains dog-free.

Years ago, when I was living in Berkeley, my freelance business smashed up against the US economy. The results were not pretty. By the time I returned to India, my freelance business was bruised and had cuts all over its face (you should have seen the other guy). I came up with an idea: I would send 30 query letters to national publications in the span of 30 days. That year, I wrote for The New York Times, became a regular contributor to Time magazine, was named Contributing Editor at Elle’s Indian edition, and made more money than I ever had before in my career.

When freelancers say that pitching is a numbers game, we’re not saying send three queries and go relax. Those are not the numbers that will get you results, not any more. But send them every single day and twice on Sunday and the results are almost guaranteed. 

Your queries have to be fantastic and your letters of introduction head and shoulders above the rest of your competition, but once you’ve got those sorted, the only way to grow your freelance business is to put your work out there in front of as many people as you can.

It’s a numbers game. And if you aren’t winning, here are a few ways in which you can get started:

1. The only way to do something is to do it.

Researching story ideas is not pitching. Finding out who edits what section of a magazine is not pitching. Adding two dozen people on LinkedIn and wading through their list of contacts? Not pitching. You know what counts as pitching? Hitting send on a query. Now, don’t get me wrong. You need to do all those things. You need to know who to query, what the magazine publishes, and how Richard Branson remains productive, but many freelancers fall into the trap of constantly researching, constantly interacting with editors on Twitter, constantly reading magazines for story ideas, but never actually sending out a pitch.

Don’t be the writer who squirrels away information for later. When you come across a market you find interesting, send them a query. Immediately.

2. Getting started is more important than getting it right.

We’re writers, so there’s no point talking to us about letting go of perfectionism. We’ll just ignore you. I say get it perfect. Send the best damn query you can to whoever will read it. But you can’t do that if you don’t take the first step of writing that first word and that first sentence. Getting started is important because if you’re going to be pitching the numbers that I teach my students to aim for (30 queries in 30 days), you’re going to have to find a way to get started. And the very best way I know is to make a list of 30 publications that you will pitch in a given month and one by one, start working your way through them.

3. You can restart any time.

One of the most inspiring things I ever heard was from a former yo-yo dieter who had lost 20 lbs. and then managed to keep it off. His advice was simple: You are going to binge, so accept that, but also know that you must recover immediately. Don’t wait until next Monday. Start again now. You’re not always going to hit your goals in marketing. Once the work starts coming in and you get busy, finding new clients is something that takes the backseat, as it should. But most of us don’t just chuck our marketing in the backseat, we throw the poor thing out of the car altogether.

If you have done this, offer it an arm. Draw it back in. You’re going to lose sight of the marketing every now and again, but you’ll be okay if you can recover quickly.  

4. Keep it simple.

I’ve now interacted with dozens of writers, many of whom have ran their own successful versions of 30 Days, 30 Queries and the one thing that continues to trip writers up repeatedly is that they overcomplicate things. The questions I receive in my Inbox daily when I’m running a challenge of this sort include versions of “Does an LOI count as a pitch?” “Should I address the editor by full name or first name?” “Is it Ms or Ms.?” My answer: It doesn’t matter! And it’s not important. If an editor falls in love with your idea, she’s going to buy it no matter whether you addressed her by her full name or her first name.

But I also understand the need to ask these questions. Human beings, when we’re faced with big fearsome tasks, tend to focus on the tiny aspects that we feel we can control. And therefore, instead of spending time on crafting our pitches, we find it easier to worry about the correct way in which to address an editor.

My advice is simply to follow a step-by-step approach. Pick 30 markets. Study them. Find the names of the editors. Come up with ideas. Write the query. Hit send.

30 Days, 30 Queries. What are you waiting for?

**

Thanks to Mridu Khullar Relph for this insightful post. Relph is a freelance journalist who has written for The New York Times, Time, CNN, ABC News, The Christian Science Monitor, Ms., Elle, Glamour, Cosmopolitan, and many other publications.

Her e-course 30 Days, 30 Queries guides writers through a month of intense marketing to reach a new level in their careers. If you're looking to take your career to the next level, I highly recommend it! 

Market Constantly: The Key to Freelance Success

Occasionally I return to popular, evergreen posts. Marketing is on my mind as I'm going to start a big marketing push in a week or so, as I close in on the deadline for my current ghostwriting project. 

            

Here's the thing. This project is a full-time endeavor right now, but I know if I don't reach out to new markets soon, sending LOIs, and touch base with former clients, I will be looking at a big gap in work early in 2014. I don't want that. I like to start the year off busy, with plenty of work "on my desk," or new assignments. Talking to freelancers a few weeks ago at ASJA Con Con, I was reminded that even the busiest market constantly. 

            

The way you market will depend on the type of work you do, which means that the strategies that work for a freelancer who writes for magazines won’t work for a copywriter whose biggest clients are corporations. You should create your own marketing plan, selecting different techniques that will vary depending on the type of work you do. In addition to those dreaded cold calls, here are ten effective techniques to use:

• Query letters. If you write for magazines, whether print or online, a powerful query is your first line of attack. Every query should open with a compelling lead, make the case for the story, show the editor how you plan to approach the topic, and describe why you’re uniquely qualified to write it. 
• LOIs. Second only to query letters in the freelancer’s arsenal is the LOI, or letter of introduction. You should have a template on hand that you can customize for potential clients, whether you’re contacting a custom publisher, a business, or a potential ghostwriting client. A template you can tweak lets you strike fast if you see a freelancing post or find out about a possible gig. The client will usually hire one of the first qualified responders, so you want to be as close to the head of the line as you can.
• Your website. You need one. Period. Your website should be designed to attract your primary target clients. If you’re writing for businesses, play up that aspect. If you freelance for magazines, include clips on your site and a list of publications you’ve worked for. At the least, your website should include: a description of the kind of work you do; a brief biography; and contact information. You may also want to list of prior projects or publications or client testimonials as well.
• Your email signature. One of the easiest yet overlooked ways to market yourself is to create an email signature that describes the work you do. Change it occasionally to highlight different aspects of your business.
• Satisfied clients. Clients who are happy with your work are one of the best ways to market yourself. Once you’ve proven yourself, ask your editor if she knows of other editors looking for freelancers. If you feel that’s too pushy, at least ask her to pass your name along to colleagues who might hire you in the future. 
• Article and book sources. I’ve interviewed hundreds of sources over the years, most of who are professionals in the health and fitness fields. I let them know that I ghostwrite and coauthor books, and have had work come through recommendations because of the way I treated a source. 
• Online job posts. Believe it or not, I’ve found good-paying work through online jobsites like craigslist. Check outhttp://craigslist.org, www.elance.com, www.online-writing-jobs.com, and www.guru.com for freelance job postings. Yes, most of the work is low-paying but there are legitimate gigs to be found if you don’t mind trawling through the dreck.
• Networking. Hate the word? Put a different spin on it. Don’t call it networking. Don’t call it anything. Just make an effort to create relationships with other humans, help them when you can, and connect. The person you connect with may not be a potential client, but he may know someone who is. The more people who know what you do, the better.
• One-on-one meetings. ASJA Con Con offered “Personal Pitch” sessions to meet potential content marketing clients this year. If you do a lot of work for businesses, it’s worth it to join your local chamber of commerce or attend other local networking events to introduce yourself to business owners.
• Social media. Unlike a website, a blog isn’t essential, but it can help you market yourself and your business. Same goes for your Twitter, Facebook, and LinkedIn accounts. Each should contain a brief blurb about the kind of work you do, again targeting potential clients. 

Bottom line is to avoid a common marketing mistake, and one I’ve made in the past. You get busy with work and you don’t market for a while. Then after you crawl out from under your deadlines, you discover that you have to scramble to line up assignments.

That’s why you should set aside time, even if it’s just a few hours a week, to market. That may mean sending out a query or two, touching base with your regular clients, connecting with someone on LinkedIn, or checking online sites for possible gigs. Consistent marketing will make for more consistent work, and consistent money. 

Want more advice? My latest book, Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs, and More, Second Edition (Kindle), includes templates of LOIs that content marketing writers and ghostwriters use, along with sample contracts, nondisclosure agreements, and bids. Don't have a Kindle? Download it here.

***The $0.99 ebook promotion returns! My three most popular short ebooks for writers will be priced at $0.99 for a limited time, including:

Dollars and Deadlines' 10 Most Popular, Proven Ways to Make Money as a Freelance Writer

Dollars and Deadlines' Guide to Selling Your First Article

Dollars and Deadlines' 10 Essential Freelance Templates 

If you're new to freelancing, this will be the best dollar you've ever spent! 

When Chickens Go Missing--and the 50 Percent Off Offer Returns!

As a longtime freelancer and author, I get a lot of email from readers. A couple of days ago, I received an email from someone who's been following my blog for several years.

She said she appreciated how "transparent" I was when it came to talking about the challenges and rewards of freelancing. I suppose she has a point. I talk about money. I'm honest about what I receive in advances, and I try to educate readers about what royalties are and how they work. I even share the mistakes I make and even post (cringe-worthy) queries and other submissions I've made in the past.

But I admit that I do try to put a positive spin on things. I think part of success--especially when you're self-employed, and especially as a writer (which comes with it all kinds of starving-artist-in-the -garrett connotations)--involves always presenting a positive face to the world. 

But I have days where I really don't want to freelance anymore. And like any freelancer, I suffer setbacks. I'm experiencing one now. At the beginning of the summer, I was offered a lucrative ghosting gig--to the tune of $15,000. That's not a lot of money to ghostwrite an entire book, but I had a highly motivated client who agreed to write the draft chapters, based on her research, and then hand them off to me. I would then reorganize, edit, rewrite, and ask for missing/additional information as necessary. It would still be an aggressive deadline but one that I could make, averaging at least one chapter a week to finish the book in less than 12 weeks.

Long story much shorter, I've done a great job. But for reasons outside my control, it looks like I won't be finishing the book. That's a problem for several reasons. First, I set aside the whole summer for this gig (turning down other work in the process), and now I'm looking at about six weeks' worth of lost work time--not to mention a loss of about $9,000.  

Losing that expected income is a blow, because I admit I've already mentally spent some (okay, a lot) of that money. I'd planned to pay for our family vacation and to fund some work on our house with it. Plus the gig meant that I didn't have to market my ass off for a few weeks. 

But you know what? This is a good reminder that you never count your chickens before they hatch. Within a few hours of getting this news, I had already done three things:

1. Reached out to several potential big projects I'm still in the running for, to remind them that I'm available/interested in the work; 

2. Touched base with my handful of regular clients, to drum up new freelance business; and 

3. Created a list of new promotion ideas for Improvise Press. One of my latest special offers for readers to buy my super-helpful freelancing books, Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets, and Six-Figure Freelancing: The Writer's Guide to Making  More Money as a Freelance Writer, Second Edition, at a discount produced a surge of sales. With an imminent work slowdown, it's time to reboot those sales and spark new interest in these titles. That will help bring money in in the short-term AND create a successful publishing company in the long-term. 

So the latest offer? It's half off these two popular books (two more IP titles are currently in the works! Woo hoo!) if you order directly from Improvise Press and use the discount code CHICKENS (all caps). I'll be shipping books out every day for the next two weeks, so get your orders in soon! 

As with all of my special offers, this is only available for a limited time. Coming up next, more advice from the trenches about how to write better queries, get more work, and succeed as a freelancer today.

**Got a freelance question? Comment here and I'll be happy to answer it. :) Thanks for reading, and for supporting my work. :)

13 out of 200: A Less-Than-Impressive Start to my Freelance Career

There's a big difference between seasoned freelancers and those just starting out, at least when it comes to marketing. Seasoned freelancers write much better queries than other writers. And new writers? Most of the times, their queries...well, they stink. 

My first year of full-time freelancing, I sent out more than 200 queries to potential markets. (This is including resubs, but that’s still a lot of pitching.) You know how many of them actually sold? Are you ready? Thirteen.

Thirteen out of more than 200. That's not a bad number for a direct mail campaign, but it's not too impressive for pitches that were supposed to be targeted to specific editors and markets. If I started out freelancing today and had that kind of result, I don’t know that I could, or would, stick with it.

          

But receiving so many “bongs” (that’s what I call rejections) thickened my skin. I stopped taking rejection personally. Yes, I was still annoyed. Disappointed. Discouraged. Frequently disgusted, and occasionally depressed. But I knew it wasn’t a rejection of me, only of my idea. (And looking back, many of my queries were terrible. They lacked focus, they were poorly researched, they weren’t written with the magazine’s audience in mind. No wonder they failed!)

            

By using the 24-hour rule, I turned each of those bongs into two opportunities. I kept pitching. I kept trying. Yes, I was discouraged but I kept my hand in, so to speak. And eventually I started getting assignments—not only because I kept pitching but because my queries got better. Much better. I learned to think about what the editor might want in a pitch, to highlight my I'm-So-Great paragraph, or ISG, and to present a "package" that made it easy for an editor--even one new to me--to say "yes." 

By my second year of freelancing, about one-quarter of my pitches sold, and that percentage continued to climb. (Today, more than half of the articles I pitch sell—and that’s a percentage I’m very happy with.)

            

I tell new writers that they will spend most of their time marketing until they start getting assignments. And that marketing doesn’t pay off until you get work. Well, that’s not quite true. Because the marketing you do makes you a better marketer. Write a lot of queries with the goal of improving your queries, and you will write better queries! And better queries=more assignments. 

**This post was drawn was drawn from my book, Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets. Order directly from ImprovisePress.com and use the discount code, IMPROVISEPRESS (all caps/no breaks) for 20 percent off of your order!

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