10 Questions You Must Ask Before You Hire a Ghostwriter

Do you dream of writing a book--but lack the time, ability, or both to do so? Like many would-be authors, you may be considering hiring a ghostwriter. 

The question is--how? Do you post on craigslist--and then try to weed through dozens or even hundreds of responses? Or Google to find the right person? Regardless of how you winnow your list, I suggest you ask the following questions of a potential ghostwriter: 

1. How many published books have you ghostwritten or coauthored? 
Be wary of ghosts who only have a few credits to their names. You want an experienced ghost who has ghosted books before--in general, the more, the better. At the minimum, you want a ghost who has authored and published his or her own books.

2. How many different publishers have you worked with? 
The more publishers a ghost has worked with, the better. Every editor and every house is different, so a ghost who has worked with different ones has more experience pleasing different editors--and meeting their requirements--than someone with less experience.

3. Have you worked with authors who have chosen POD, or print-on-demand, publishers as opposed to traditional publishers? 
Many authors decide to use a POD publisher instead of pursuing a traditional publisher. If that's the case, hire a ghost who has worked with clients who chose that route. An experienced ghost can also advise you on the right publishing package to buy from a POD company--and which things, like YouTube videos costing thousands of dollars to help "promote" your book--that are a waste of money.

4. How much do you charge? 
I've seen a trend (disturbing to a ghost like myself) of clients wanting to pay as little as possible for a book. Well, you get what you pay for. Depending on the scope of work, experienced ghosts typically charge in the range of $20,000 to $50,000+ to ghostwrite a book. If you think you'll find someone who will do it for significantly less than that (and forget about working for a "share of royalties" or some other nebulous promise), you can expect less-than-professional work. (Can't afford that? Consider writing your book on your own, and hire a developmental editor instead.) 

5. Can you show me samples of published work? 
While your voice is unique and a ghost will capture it, you want to see samples of his published work.  

6. What's your background? Have you written about the subject of my book before? 
One of the reasons I ghost books about health, wellness, fitness, nutrition, and psychology is because I've been writing about those subjects for more than 19 years. As a result, I have a deep background in these topics, and as an ACE-certified personal trainer and I know much more about fitness than the average writer. If you're writing a book about real estate, you want a ghostwriter who knows what "comps" and "curb appeal" mean. If your book is a memoir, you want a ghost who specializes in true-life stories. And if you're writing a cookbook, you may want a ghost who has experience developing recipes or meal plans. 

7. How do you typically work with clients? 
Some ghosts like to spend a lot of time on the phone with clients; others (like me) work almost exclusively via email. In general, the more phone time and back and forth, the more your ghostwriter will charge. Make sure to ask how the ghostwriter typically works with clients, and consider whether that jibes with how you want to proceed.  

8. Can I see your ghostwriting contract? 
An experienced ghostwriter will have a standard contract; make sure you read it carefully before you sign and pay a retainer. 

9. What kind of work can you perform for me? 
In some cases, you may provide all of the material your ghostwriter needs to write your book. In others, you may want your ghost to do background research, conduct interviews, and do other work in addition to writing. If that's the case, you'll want a ghostwriter who has a journalism or freelancing background. If your ghost can conduct independent research for you, that will save you time in the long run. 

10. Can you give me the names of former clients?  
An experienced ghost should have plenty of satisfied clients who will recommend him or her. (At this point in my career, 95 percent of my work comes from personal referrals.) If you're planning to spend tens of thousands of dollars on a book, it's worth it to vet your potential ghost. If you're not happy with what you learn, continue your search for the right ghost for your project.

**Kelly James-Enger ghostwrites books for a variety of clients, primarily those in the health, wellness, fitness, nutrition, and psychology fields. She's also the author of Goodbye Byline, Hello Big Bucks, Second Edition: Make Money Ghostwriting Books, Articles, Blogs and More. 

Dollars and Deadlines is Back! And is Ghostwriting for You?

Hello, readers, and welcome back...after more than a year on hiatus, I've decided to reboot the blog for several reasons. First and foremost, while the majority of my work these days is ghostwriting books for a variety of clients (with some content marketing, articles, and public speaking thrown in), I have several popular books on freelancing that continue to sell well. All are earning royalties! And that's great--so why not jump back into blogging and continue to rev those book sales? 

Just as important, this blog has been one way of giving back to the freelance community. If you're read my blog in the past, you know I opt for transparency. (Hence my honesty about my first reason for rebooting the blog.) I talk about money, share actual freelance rates for different types of work, discuss how to address freelancing issues (like getting paid!), and am always happy to answer readers' questions. I love helping other freelancers--both new and experienced--reach new levels of success in their careers. It just feels good! 

So please comment with any topics you'd like to see me cover, or questions you have, and I'll be happy to help! 

In the meantime, today's post is about how to determine whether ghostwriting is a good fit for you. You may be a stellar writer, but not every freelancer is cut out to ghostwrite. To succeed as a ghostwriter (or even a coauthor), you must have:

• The ability to set your ego aside. I confess that the first time I learned about ghostwriting (at a panel at the awesome ASJA conference), I thought, "I don't want to write someone else's book! I only want to write my own!" If you're addicted to seeing your byline, ghosting may not be for you.  It's all what your client wants, not what you want. If you can’t set your own ego aside, your career will be short-lived.

• Organizational skills. Forget the idea of scatterbrained writer. Writing a book requires focus and organization. It's even more important when you're writing someone else's. You're expected to stay on top of your own research, organize information you receive from your client, track various drafts (in progress or approved), and manage a schedule that may be ever-changing depending on your client’s needs. If your desk typically looks like a bomb went off, ghosting may not be a good fit for you.

• Creativity. Ghostwriting isn’t as simple as filling in an outline or connecting the dots. If you’re writing a memoir, a novel, or “creative nonfiction,” you’ll need a narrative arc and an overall theme or message for the book. Even a relatively straightforward how-to manuscript requires an ability to organize material, structure the overall manuscript (unless your client has determined this already), and to identify and maintain your client’s voice—in addition to writing 50,000 to 75,000 words or more. And that takes creative skills.

• Stress management skills. If you work for what I call a “PIA” client (think Pain In the A…) occasionally, your contact with the person is limited. But when you ghost or collaborate, you’re stuck with that person for months. Some clients will decide on a plan of action, then follow it to the letter. (I love those people!) Others will second-guess their decisions, change the scope of the book as you’re nearly completion, or need continual handholding. And that takes patience, deep breathing, goblets of sauvignon blanc, you name it.

• Knowledge of the publishing industry. Have you published your own books? Written and sold book proposals? Worked with an agent? Do you know the difference between traditional publishing, self-publishing, and print-on-demand ("POD"), and what the advantages and drawbacks are? The more experience you have with books, the more valuable you are to a client, and the more potential you have as a ghostwriter.

**Have questions about ghosting? Comment below and I'll be sure to answer them! And thanks for reading. 

New to freelancing and have questions? 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. 

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! 

Tips from ASJA ConCon 2014

First off, thanks to my readers who participated in the one-day only $0.99 sale last Wednesday, November 19! I sold 177 copes of Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets, Second Edition and 40 copies of other ebooks. 

Here's what happened on Amazon:  

Amazon Best Sellers Rank: #1,226 Paid in Kindle Store (See Top 100 Paid in Kindle Store)

#2 in Kindle Store > Kindle eBooks > Reference > Writing, Research & Publishing Guides > Writing Skills
#2 in Kindle Store > Kindle eBooks > Business & Money > Entrepreneurship & Small Business > Small Business
#6 in Books > Reference > Writing, Research & Publishing Guides > Writing > Writing Skills

So that was very cool, and I hope I've gained a few more readers! Thanks again! 

***
Were you at ASJA's Con Con earlier this month in Chicago? If not, you missed out on a great conference that was loaded with smart, insightful speakers geared toward writers who produce content for clients. 

Here's a roundup of some of the take-aways from keynoter Jay Heinrichs, author of Thank You for Arguing (who was a great speaker--engaging, funny, and prepared) made the point that in 1865, writer Henry James was getting paid $1/word. Today that's the standard for many publications, today too, but the cost of living has increased by a factor of 21since then. Yikes! 

You only want to write? Change your thinking. "In the past, publishers would have audiences for us...today we're all expected to be marketers," said Heinrich. 

Content is king, and going to continue to be. "Eighty-one percent of companies plan to shift their budges to spend more on content and new member experiences," he said. [And if you're not pursuing this kind of work, why not?]

Heinrich talked about the "decision journey" of engagement customers take--ideally, they travel from awareness to consideration to preference to purchase to loyalty. As a content writer, you want to help move them along that journey and help them become loyal to the brand you're representing. 

KPIs, or "key performance indicators" or metrics, are how the success of content is measured. Knowing what KPIs your client is tracking--and what their goals are--will help you succeed as a content writer. 

Heinrichs had 15 specific ideas that freelancers could try to succeed in today's market:  

1. Become an influencer. An influencer brings something--market reach, expertise, persuasiveness--that a client values. And companies pay $200 to $200,000 to have an influencer write about or represent a product or service. 
2. Find a "tiny niche," which Heinrichs describes as including 100,000 to 400,000 people. 
3. Gain legitimacy with a book. 
4. Collaborate. 
5. Start a publishing company. 
6. Network. 
7. Become a remora. (In other words, hook on to someone successful and go along for the ride.) 
8. Pursue an issue. 
9. Become a speaker. 
10. Pursue your passion--and work a real job in the meantime. 
11. Teach. 
12. Gather a video audience. And writers who can write for and edit video are going to be so in demand, in fact, that Heinrichs suggested writers that every writer learn FinalCut, a video editing program. (It's on my to-do list.) 
13. Diversify. 
14. Work for karma. 
15. Find your own great story. 

I gleaned some other tips from ConCon which I'll share in another post. In the meantime, if you're thinking about doing ghostwriting or content marketing, check out Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs, and More, Second Edition.

5 Ways to Sharpen your Ghostwriting Skills

Blogathon, day 22. 

Ghostwriting (and content marketing, which often requires similar skills) is one of the most lucrative areas for freelancers today. But it can be a challenging field to break into if you haven't done it before.  To ghostwrite, you have to be able to capture a client's voice so that you sound like him, not like yourself. Here are five ways to sharpen your ghosting skills: 

1. Write for a variety of markets. Every market has its own voice. As a freelancer, you're expected to match that voice. Writing for a wide selection of publications will help you experiment with different voices, and better capture a new one.

2. Pay attention to sources. Just as every market has its own voice, so do each of us as individuals. Listen to how your sources talk; how they phrase things; whether they use short, concise sentences or long rambling ones that never seem to end. Imagine how a source would explain a concept or tell a story. 

3. Develop a specialty. Often a client wants a writer who has experience with or knowledge of the topic of his book or article. If you specialize in a particular area, you can use this as a "calling card" for ghosting work even if you haven't done a lot of it. 

4. Embrace a collaborative spirit. When you write an article for an editor, and she wants you to rework it, and you do, that's collaboration. Working with an editor (not just for an editor) gives you practice at working with a ghostwriting client, too (even though your client doesn't know as much about writing as your editor does). 

5. Analyze structure. A good editor knows how an article or book chapter should "hang together." A good ghostwriter does too. Take a look at the structure of the articles you write, and pay attention to what works and what doesn't. Do the same with what you read, and you'll gain a greater understanding of how to structure pieces when you're writing for a client as opposed to an who's already given you some direction about what she wants. 

**Want to know more about ghostwriting? Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs and More, Second Edition, shows how to break into the ghostwriting/content marketing field even if you haven't ghostwritten before. 

**If you're a new freelancer, get up to speed fast with Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets, which is aimed at brand-new freelancers in search of their first clips. 

**Six-Figure Freelancing: The Writer's Guide to Making More Money, Second Edition is a freelancing classic that helps both new and experienced writers boost their bottom line. 

Goodbye, Byline is Now in Print--Get Your Copy Now!

Want to learn how to add ghostwriting to your freelance repertoire? Wondering why content marketing is so hot (and how you can do it, too)? Do you want to make more money as a freelancer (and hey, who doesn't)? I first published Goodbye Byline, Hello Big Bucks in 2010 because I couldn't find a book on ghostwriting that told writers what to expect; how to find clients; how to market themselves; how to work efficiently with clients; and how to address (or avoid entirely) common ghostwriting mistakes. So I wrote it! (Here's the story behind the book and how I wound up going POD, or print-on-demand, for the first time.)

Well, last year I updated and expanded the book, including new templates, new rate information, and new advice and strategies from successful ghostwriters, content marketing writers, and other successful freelancers. It's been selling steadily on Kindle (don't have a Kindle? Get it on Smashwords here) but I know there are are readers like me who prefer the "real" thing--the print version. It will be available on Amazon shortly, but if you can't wait for your copy, buy it here. 

And stay tuned for more posts on marketing yourself as a writer, regardless of what types of nonfiction you write. 

Blast from the Past: The Power of The Follow-up

Hey, did you miss last week's post about how to get a free copy of Goodbye Byline, Hello Big Bucks? It's a $14.95 value and has everything you need to get started in ghostwriting and content marketing. Post a comment and you're likely to win, considering only one person has done so! Hope to see more comments soon. 

**Today I'm following up on my pitches that arose out of the ASJA conference. I figure it's a good time for a "blast from the past" post, on the importance of following up on your queries, letters of introduction, and other methods of reaching out to editors and potential clients. It appears below, in blue.  Here it is: 

Years ago, I chaired the mentoring program at ASJA’s Annual Writer’s Conference, matching ASJA members who were experienced, successful freelancers with newer freelancers seeking career and publishing advice. I did my share of mentoring as well, and I’ll never forgot one “mentee” I met. He was an emergency room physician who wanted to freelance and had sent his first pitch to Outside. The editor didn’t assign the piece (the magazine was already covering the subject), but had been impressed with his writing and asked him to follow up with other ideas.

The writer never did.

Let me repeat—his first pitch as a freelancing was intriguing enough and well-written enough to spark interest from an editor at Outside—and he never did anything about it. That’s a mistake. A big one. He threw the door open with his first pitch, and then dropped the ball. (Puns intended.)

Failing to follow up is one of the biggest mistakes freelancers, especially new ones, make. You send a query to a potential market, and you hear nothing. After a reasonable time (say, four to eight weeks), follow up. Send a brief email that includes your original pitch, and ask if the editor’s interested in the idea. If so, great; if not, let her know (politely) that if you don’t hear from her in say, two weeks, you may market the idea elsewhere. That often triggers a response, and shows you’re serious about your business and marketing yourself.

After all, if you don’t bother to follow up on your own pitches, what kind of research job will you do if you get an assignment from the publication? Following up isn’t being a pest; it’s being professional. Follow up on every query and LOI in a reasonable time frame—you’ll get more results and be taken more seriously as a freelancer.

Readers, I follow up on queries and LOIs to new-to-me markets in two weeks; regular markets in a week or so. What about you? Do you have a follow-up rule of thumb? And would you like to see a sample follow-up as my next post? (Just want to see if you're reading all the way to the bottom!) 

Reviews Sell Books--and How to Get a Free Copy of Goodbye Byline!

I've posted already about the ASJA Writers' Conference, which I attended last month in NYC.  (You'll find a quick roundup of tips from the conference here.) I went to the conference with several goals in mind: 

• to introduce myself to book editors as a potential ghostwriter/book doctor for their authors who need collaborative help;  
• to meet more content marketing clients, especially those that need writers who cover health, fitness, and nutrition; and 
• to learn more about ways to sell my books through Improvise Press. 

Last week, I worked on the first two goals and sent six follow-up emails and pitches to editors I met at ASJA; I'll let you know how they fare. (Two book editors were particularly interested in my background, which is promising, and I came up with several solid pitches for print and online pubs as well, so I'm expecting an assignment or two as a result of the conference. Next week I'll send formal follow-ups on my pitches.)

But I haven't yet done a lot with my third goal. One of the tips I heard on the self-publishing panel, and that is that reviews sell books. Well, yes, I knew that. But what I hadn't heard yet was that according to Miral Sattar of Bibliocrunch, you should have at least 10 reviews on Amazon before you start promoting a book. (How do you get those reviews? By sending out PDFs and electronic copies of your book long before it launches.) 

So I'm on a mission to garner reviews, not only for Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs and More, Second Edition (which will be available in print this fall). It will be Improvise Press' third title, joining:  

• Six-Figure Freelancing: The Writer's Guide to Making More Money, Second Edition; and
• Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets. 

As I write this, Goodbye Byline has only two reviews. (Sad face.) My goal is to have 10 reviews by end of the month, and that's where you come in. Post a comment here with a freelancing question, and you'll be entered to win a PDF of Goodbye Byline, Hello Big Bucks. All I ask is that you review Goodbye Byline by month's end.  

If you've wanted to learn more about ghostwriting (including content marketing), here's your chance. You'll learn how to get started, how to find clients, how to work efficiently as a ghostwriter, and how to avoid common ghostwriting pitfalls--and find templates of everything from LOIs to contracts to permission forms. So post your comment below, and stay tuned to see if you're a winner! 

 

Build a Better Bid: A Template for Freelancers

Readers of this blog know that I'm a big fan of sharing templates, or examples that readers can adapt for their own purposes. Last post, I shared four tips on better bidding, and promised an example of a written bid for readers. Here it is, with my comments in blue: 

Dear Alice: 

First, thanks so much for getting in touch with me earlier this week. I'm really excited about your book concept and the possibility of us working together. I think you have a lot of good ideas, and also feel that I can bring a lot to both the proposal and the book itself. (Oh, and thanks for sending the research you sent last night—I read through it and there's a lot of good stuff there as well.) [It may seem obvious, but no one minds being complimented, at least when your compliments are genuine. Use the first paragraph to set the stage for a congenial conversation.] 

The seeds for the book are there. There's still much to do, however. Working together, we need to come up with a title and subtitle; an overview; the "hook" (i.e., what makes this book different from everything else out there); competitive analysis (a rundown on the book's likely biggest competitors and how it's different than/better than the other titles, which relates to the hook); the audience (is it all career-oriented busy people, or more aimed at women or men, for example); marketing/promotion (again, you've got a platform already but we really want to showcase this in the proposal); about the author(s) (depending on whether you want to include me as coauthor in the proposal—I think that's a selling point but that's your call); the overall structure (i.e., total number of chapters, pages, appendices, and the like); the chapter summaries; and one well-written sample chapter of approximately 15 to 20 pages. The total proposal will come in at 30-40 pages. [Wow, I have a lot to work to do, don't I? That's what I want the client to realize. I'm not only giving her a description of the work that I expect to do, I'm showing her that it will take some time to carry it out.] 

Sound like a lot? It is. But the end product—the finished proposal—will be worth it. I'm assuming that you're willing to do some of the research and work with me on the sample chapter and overview in particular; that will save me some time. As I told you yesterday, I typically charge $5000 to $10,000 for a typical proposal, but considering the subject matter and the level of your involvement, my fee will be $4,500. This includes all of the elements of the proposal including one sample chapter, to be delivered within four to six weeks (at a date we agree on.) I'd like $2,000 on going forward/signing a collaboration agreement (see below); $1,000 upon delivery of the draft proposal (without the sample chapter): and $1,500 upon delivery of the finished proposal with the sample chapter. [I've given my bid, finally, with an explanation of how I reached the figure I'm asked for. I've also made it clear that I need a retainer to get started.]

With the polished, finished proposal in hand, you'll be ready to pitch agents and editors—and you'll have the framework for the book completed which makes the actual writing of it easier. I know you want to use the book to take the next step in your career, but I also think you have a saleable idea, a strong platform, and the dedication to see the project through—all of which is necessary to succeed as a book author! [Here I set out the benefits to my client of having the book proposal completed. In retrospect, I would have swapped this paragraph with the one above, providing the features--the description of the elements of the proposal--and then the benefits before giving my bid. I think that may have been more effective.] 

Another thing to consider is when you want to sign a formal collaboration agreement that sets out our expectations for working together. We can sign one for the proposal itself, or for a potential book deal, or work something out that you're comfortable with. I can send you a sample one that you can tweak/modify how you see fit. [Again, I'm underscoring the importance of a signed contract.]

What else? I think we've got a good rapport, and I'm reliable, professional, and easy to work with. If I tell you I'm going to do something, you can count on me to get it done. I love collaborating with smart people to get their ideas in print, and helping them become book authors. [Just reminding the client of how awesome I am. :)] 

Please let me know if you have any questions about my bid or the project—I hope we’ll have the chance to work together! If this is a go, I can make your proposal my first priority, and I think you (and hopefully a wonderful agent and editor as well) will be delighted with the finished product. Let me know if you're ready to take the next step. [I like this close; it's direct but not pushy.]

All good things,

Kelly

**Readers, what do you think of the proposal? Do you like the tone and format? It worked--my client hired me to write the proposal at the fee I requested. While our agent wasn't able to sell the actual book, my client was happy with my work and hired me several years later on another project. 

**Want to see more bids that worked? Check out Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs, and More, Second Edition; the print version will be in print from Improvise Press by September, 2014. 

Time to Disappear? 8 Great Ghostwriting Posts

Do you ghostwrite? You should. Sure, you write without a byline or recognition. But I've found that I can make more money ghostwriting books for clients (including Pros with Platforms) than I can writing my own books. 

The reason is simple. When I ghostwrite, that's all I do. I don't have to market and promote the book (the most time-consuming part of authorship). That's my client's job. I get paid to write the book and then I move on to the next project. And remember, too, I don't run the risk of wasting my time writing a book proposal that may not sell the way I would with my own books. My client pays me upfront to write the proposal. 

But writers don't just ghostwrite books. They ghostwrite articles, blog posts, and content marketing pieces. Rates for this kind of work vary, but in general, you're looking at rates of $0.50/word to $1-2/word. 

Want to know more about ghostwriting? Check out these posts: 

• Why add ghostwriting to your freelance repertoire? (And fees for some recent projects.)
• Five more reasons to ghostwrite--including bigger advances.
• Sure, we think of celebs and "big names" as hiring ghosts, but your clients are more likely to be average folks who want to write books or professionals who want to become book authors; here's how to work with the latter.
• What attributes do you need to successfully ghost?
• Not all potential clients are worth your while. Here are ten red flags to run away, fast.
• Here are five simple ways to find ghosting clients.
• Book packagers often hire ghosts; here's what you should know about them.

What's that? You want to know even more about ghostwriting and how to succeed in this lucrative niche? Then you'll want to read the updated, expanded edition of Goodbye Byline, Hello Big Bucks: The Writer's Guide to Making Money Ghostwriting and Coauthoring Books (Kindle version). From sample contracts to marketing advice to tips on setting fees and working with clients, you'll find everything you need to know to get started and make ghostwriting a lucrative part of your freelance career.

5 Reasons your LOI Flopped--and a Cyber-Monday Special Offer

Hey, it's Cyber Monday! And in honor of that, I'm bringing back the half-price offer on the print editions of Improvise Press' first two titles: Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets or Six-Figure Freelancing: The Writer's Guide to Making More Money, Second Edition. For a limited time, you'll get half off both titles when you order directly through ImprovisePress.com and use the discount code CHICKENS. More Cyber-Monday bargains at the bottom of this post! 

Now, onto today's topic: the LOI, or letter of introduction, is one of my favorite marketing weapons. Yet too many writers have no success with theirs, and they don't understand why. Let's take a look at five common LOI mistakes--and how to make yours stand out from the crowd:

1. It's too general. Yes, I have a standard template that I used for LOIs, but that's only the starting point. Every LOI is targeted to that specific potential client. If I'm responding to a job post, I list the skills I have that match what the company is looking for. If I'm pitching a custom publication, I mention a recent article so the editor knows I actually looked at her magazine--you'd be amazed at how many writers don't even take that simple step.

2. You haven't proven yourself. Your LOI should demonstrate that you can deliver what the market or company needs. I make sure that each LOI highlights my specific experience that is likely most important to that client. For a ghostwriting client, that may be my ability to capture someone's voice; for a regular blogging gig, it might be my ability to produce a lot of content with tight deadlines. So for example, I recently went after project involving writing for law firms, so I highlighted my legal background. Sure, I specialize in health, fitness, nutrition, and wellness, but that's not relevant to this particular client so I omitted that. 

3. Your LOI is sloppy. Misspellings and grammatical mistakes are a big turnoff when you're trying to impress a potential client. Proofread your LOI out loud (you'll catch more mistakes) before you send it out to make the best first impression. 

4. You didn't use an "in." Instead of pitching a potential client "cold," look for a way to make a connection with that person. Can you connect with him or her through LinkedIn? Follow her for a few weeks on Twitter and mention a funny or helpful Tweet she posted? A "warm" pitch is more likely to be read, and responded to, than a completely cold one. 

5. You failed to follow up. You can't just send an LOI and then hope that something happens. Occasionally, I hear back from a potential client after the first contact, but it usually takes me following up at least once. So plan to follow up a week or two after sending an LOI, either by sending an email or by calling. If you choose the latter, make sure to keep your call brief and professional. (You say you're afraid to call? Tell me why in a comment below--and I'll give phoning tips in an upcoming post!) 


***The Cyber-Monday deals continue. My three most popular short ebooks for writers are priced at just $0.99 for a limited time: 

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 

And finally, don't forget about my latest book, Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs, and More, Second Edition (Kindle), which 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.

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!