For New Writers Especially: Don't be Afraid to Talk Money, Part 1

And the 2014 Freelance Success/Word Count Blogathon continues!

Today's topic is one that new freelancers often feel uncomfortable with. It's the idea of talking money--with potential clients, editors, and other writers. Here's an excerpt from an email I received from a relatively new freelancer a couple of weeks ago: 

I recently wrote an article for a small local magazine and the editor said she'll be publishing it soon. I'm embarrassed to say I don't know how I'll be paid. What do I do now? 

I suggested that the writer send an email that said something like, 

Thank you for letting me know about the piece; would you let me know what I'll be paid for the story, and when I can expect payment? 

The better solution, though, is to be talk money from the get-go. As a freelancer, you're not just writing because you love to write; you're doing it for the money. So it's reasonable for you to ask about money upfront. Let's say you're interested in writing for a publication, website, or blog. You check the writers' guidelines and can't find anything about pay. (That's a bad sign, by the way--the market may not pay at all, or may pay very little.) Send an email that says something like:

I'm interested in writing for your site, but didn't see your payment guidelines anywhere. Can you let me know what you pay freelancers? Thanks for your time and help. 

Once you have your answer, you know whether the market it worth considering--and you won't waste time with a market that doesn't pay enough to be worthwhile for you. 

Today's assignment: never say "yes" to an assignment without knowing what it pays. Even new writers deserve to get paid! 

**If you're a new reader of my blog, you may want to check out one of my books on freelancing: Dollars and Deadlines: Make Money Writing Articles for Print and Online Markets is written for 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. And my latest book,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. 

For New Freelancers: What's Lead Time? And a Compelling Query

You have an idea. Now it’s time to write a query letter, or query. (Remember that query’s a verb, too. You can write a query, or you can query a publication. Both are legit uses of the word.) The query is the way you introduce yourself to an editor. This one-page letter is likely your only opportunity to make a positive first impression, capture her attention with an idea that will work for her readers, and convince her or him to give you your first assignment. It’s important.

I’ve been using the same basic structure for queries for years, and I know it works. Each query includes four elements:

*The lead. This first paragraph or two should capture the reader’s attention. You don’t need to start your query with an introduction; instead, jump right into your story and write the lead of the article you intend to write. You may use a first-person or third-person anecdote; a recent research breakthrough; a surprising fact; or any other introduction that makes your editor keep reading.

*The why-write-it section. This paragraph gives more detail about the article you’re pitching so that the editor can decide whether it’s right for her readers.

*The nuts-and-bolts section. This paragraph describes how you’ll approach the article. Who do you plan to interview? How long will the article be? What angle will you use? What’s the working title? I always like to suggest the section of the publication I believe the story belongs here. It shows I’m familiar with the market I’m pitching, which helps set me apart from other writers.

*The ISG (for “I’m-So-Great”) paragraph. This is arguably the most important section of the query for an unpublished writer. You’re unknown and unproven, so you want to demonstrate that you’re the perfect person to write this particular story.

So when do you send a query? That depends on the publication's “lead time.” Lead time is the amount of time between when a publication assigns stories and when they actually run. Typically, national consumer magazines have the longest lead times—on average, about six months. Smaller magazines and trade publications tend to have shorter lead times, and online publications have the shortest, which may be only a week or two.

You want to think about lead time when you’re pitching an idea that has some kind of “time peg,” or reason to run the story at a particular time. For example, you’d probably pitch a holiday-themed story to a national woman’s magazine in early summer, and a “get ready for the beach” workout for a spring issue of a men’s fitness magazine in fall or early winter. The publication’s writers’ guidelines may tell you what its lead time is; if there’s any doubt, it’s always better to pitch a story a little early than too late.

In fact, I suggest you always review the market’s writers’ guidelines before you write a query. The guidelines may specify what editors like to see in pitches, and tell you which sections of the publication are written in-house or are otherwise unavailable to freelancers. The guidelines will also tell how to send your query (i.e., via email or regular mail) and may also give you a suggested response time.

Here’s an example of a straightforward query using the above template. I’ve included my comments in blue.

  

Dear Kristin: 

When I launched my fulltime freelance business on January 1, 1997, I did so without any help. I had no journalism background, no clients, no connections in the publishing world, and a portfolio that contained only two clips. I made every mistake possible along the way. I wrote articles and sent them to markets instead of sending queries. I took what editors offered without asking for more money. I signed all-rights contracts without negotiating to make them more writer-friendly. I wrote for markets once instead of trying to develop long-term relationships. The list goes on…and on…and on.

But over time, I started to learn from my mistakes. I looked for ways to work more efficiently. I focused on building relationships with editors, experts, and other writers. I cut back on the amount of time I spent researching stories, which boosted my bottom line. And I discovered ways to set myself apart from all the other writers out there clamoring for editors’ attention. It paid off—along the way, I’ve written hundreds of articles, two novels, three nonfiction books, and hit the six-figure mark as a freelancer. [This is a first-person lead. Do you see how I’m catching the editor’s attention with a “true-life” story and demonstrating that I’m uniquely positioned to write this article?]

Yet I see many writers making the same kinds of mistakes I did early on, which prevent them from reaching their monetary and personal goals. “The Biggest Mistakes Even Smart Writers Make” will describe these kinds of errors, how they affect your productivity, and show ways to overcome them. I’m thinking of breaking the article into five to eight sections (depending on how many mistakes you want me to cover), with practical, doable advice for each type of error. [This paragraph explains how I’ll approach the story, and shows the editor how her readers will benefit from the piece. In retrospect, I could have included a couple of examples of these types of mistakes to further strengthen this section.]

Kristin, are you interested in this topic for your “Work Smarter” section? I estimate 1,500 words for this piece, but that’s flexible depending on your needs. About me: I’ve been a fulltime freelancer for seven years, and wrote an article on reprints for Writer’s Digest last year. My work has also appeared in more than 50 national magazines including Self, Shape, Health, Redbook, Woman’s Day, Continental, The Writer, and Marie Claire, and I’m the author of four books including Ready, Aim, Specialize! Create your own Writing Specialty and Make More Money (The Writer Books, 2003) and the upcoming Six-Figure Freelancing: The Writer’s Guide to Making More Money (Random House, February, 2005.) If you like, I’ll be happy to send you clips via fax or snail mail. [Note that I’ve suggested the section of the magazine where I think the story belongs. I’ve also given her a word estimate that is consistent with the writers’ guidelines, and told her a little bit about my background.]

Please let me know if you have any questions about this idea. I believe readers will appreciate and benefit from this story. [Oops! I forgot to thank her for her time. Otherwise, I think this is a great query, and it sold.]

Sincerely,

Kelly James-Enger

Feel free to use this template and my four-paragraph structure to create your own queries. A model will help you create a compelling, professional query that will help you nab assignments. 

**Looking to launch your freelance writing career--or make more money for your words? Check out Improvise Press' first two 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, Second Edition. You can order them through any bricks-and-mortar or online bookstore, or directly through www.improvisepress.com. Use the discount code, IMPROVISEPRESS (all caps, no breaks) for 20 percent off of your order. 

Can't afford to buy the books right now? Then request them from your local library! And thank you for supporting Improvise Press, and this blog. 

Explosives, Waifs, and Users: Six Writers to Avoid

Early in my career, I connected with another writer through an email list for freelancers. We met a few times for coffee or lunch. She and I didn’t really click, but I was so desperate for some writing companionship, I pursued the relationship. Today, I wouldn’t bother, because I’ve gotten more selective about whom I connect with--and I have less time to do that connecting.

As a writer, you spend much of your working life alone but the relationships you have--with clients, editors, sources, and other writers--play a critical role in your success. Freelance long enough, though, and you’ll find that not every fellow writer becomes your BFF, or best friend forever.

Fact is, every profession has its archetypes, some more destructive than others. Watch out for these writers:

• The Explosive. The Explosive is just that--a ticking bomb that’s easily triggered. Explosives are always ranting about something. Explosives have lots of energy they could channel into their writing (and sometimes they do) but devote just as much of it to justifiable (to them) rages. Steer clear of Explosives--get too close and you may find you’re the target of her latest diatribe.

• The Star. It’s all about her. I had coffee with a freelancer in New York and she spent 90 minutes talking about her latest book series, her new novel, her popularity, her legion of Twitter followers (this was before I’d ever sent a Tweet, of course), and her general fabulousness. I sat there, nearly mute as she ran over my every attempt to enter the conversation with more than a nod or a “wow, that’s great.” By the time it was time to leave (I’d been glancing at my watch for a good fifteen minutes), she said, “Gosh, we haven’t even had a chance to talk about you! We’ll have to get together again soon!” Thanks, but no. The Star has no interest in a real relationship--she’s only looking for someone to reflect her glory back at her.

• The Whiner. While the Explosive is filled with rage, the Whiner can’t summon enough energy for anger. So she whines instead, about the unfairness of contracts, about editors who expect revisions, about plummeting advances, about pretty much everything. This is the kind of person who, if she won the lottery, would bitch about the taxes. No matter how successful she becomes (and she probably won’t, thanks to her attitude), she’ll never be happy--or much fun to be around.

• The Weirdo. The Weirdo stands a little too close when you meet him in person, or stares at you without saying much. He IMs you on Facebook when the only reason you Friended him is because you share 89 mutual friends, and then asks you odd, intimate questions that have nothing to with freelancing. (I speak from experience.) Time to cut bait--and be more choosy about who you connect with on social media. The Weirdo may be perfectly nice, but do you want to connect with someone who makes you uncomfortable?

• The Waif. She wants so much to freelance, and just needs a little help from you. Then a little more. Then a little more. Regardless of age or experience, the Waif is an emotional vampire who will always want and expect more than you can give. You feel sorry for her at first but understand that the time you devote to her takes time away from your own work.

• The User. The User only reaches out because you have something she wants. Once she’s gotten it, you won’t hear anything from her. I got the brushoff at a conference from a freelancer much further along in his career than I was--until he realized who my agent was and wanted to talk to me about getting her to represent him. Then he couldn’t have been more gracious. Strange, huh?

I’m all for give-and-take with other fellow freelancers, but there are writers who only connect with you for their own reasons and then disappear when you ask that the favor be returned. You’ll figure out pretty quickly who falls into this category.

Bottom line? Don’t waste your time on writers who are only about themselves. Most of the freelancers I’ve met online and in person are professional, personable, and want to support other writers. As you gain experience, you’ll find plenty of them, and develop freelancing colleagues--and make real freelancing friends.

***

Readers, what about you? Have you experience with any other archetypal writers? Feel free to share your experiences here!

The Best Place for New Writers to Pitch

I'm often asked by new freelancers for market recommendations--those which are more "open" to using less experienced writers. That's a tricky question. In general, smaller markets (think regional and trade magazines) are more open to new writers simply because they don't receive as many queries as their national counterparts--so you face less competition.

When it comes to nationals, though, there is a place where new writers should pitch. Where is it?

The front of the book. Front of book, or "FOB" refers to the departments that run in the front of the magazine. They often include several short pieces on the same page, typically 50 to 300 words or so. These "shorts" are sometimes written in-house but are often penned by freelancers.

Why is FOB such a great place for new writers to start?

1. It takes a lot of stories to fill the pages, up to about twenty depending on the market. That's a lot of assignments, even if they're short ones.

2. The editor for each FOB section must fill it each issue. Every issue. Issue after issue. And that means she's always prowling for new ideas--and new writers--to help her do that.

3. The editors in charge of FOB sections are usually lower on the masthead; meaning, they're newer to the magazine and less likely to have a "stable" of freelancers than more seasoned editors do. (See reason #2.)

4. If a new writer screws up a story (or fails to turn it in--it happens!), the editor is stuck with a pretty small hole to fill. She's not going to have to scramble to fill two or three full pages the way she would if a freelancer dropped the ball on a feature. So an editor is more likely to take a chance with a new writer on an FOB than a longer piece.

5. Established freelancers often don't bother with FOB pieces. We're paid by the word, remember? So while I pitched and wrote FOBs early in my career, I've given them up in favor of better-paying features--and many freelancers follow a similar trajectory.

6. FOBs give you a chance to prove yourself both to the editor and the magazine. As a new freelancer, I couldn't always get feature assignments with the magazines I wanted to write for. But after I pitched and wrote two FOBs for Self, I nailed a feature assignment--and the editor came to me!

And before you ask, yes, you should still use a query to pitch even a short FOB. Next post, I'll tell you why.

Are you a new freelancer or do you want to become one? You'll find my first two books on successful freelancing enormously helpful. Ready, Aim, Specialize! Create your own Writing Specialty and Make More Money includes 20 queries that worked along with advice on launching your freelance career by starting with what you know about already; Six-Figure Freelancing gives a broader overview of treating your writing like a business and succeeding in a competitive field.

The State of Freelance Income: A Continuing Look

I'm happy to report that freelancers are still contributing to my ongoing survey of freelance income. I'd love to collect more responses (the more responses, the more accurate the survey), so if you haven't done so already, please visit http://www.kwiksurveys.com/online-survey.php?surveyID=KNMIOF_cdf53ce4&UID=2614948357 to share your data. And please ask other fulltime freelancers to do so! It will take you 3 minutes or less, is completely anonymous and will give freelancers more info about the state of the market these days. And if you've already participated (or are about to do it this minute!), thank you! :)

Share your Fulltime Freelance Income...Anonymously, of Course

Good news...I've already received 84 responses on my freelance income survey; if you haven't done so already, please visit http://www.kwiksurveys.com/online-survey.php?surveyID=KNMIOF_cdf53ce4&UID=2614948357 to share your data. And please ask other fulltime freelancers to do so as well. It will take you 3 minutes or less, is completely anonymous and will give freelancers more info about the state of the market these days. And if you've already participated (or are about to do it this minute!), thank you! :)

Tune in for the results next week. You may be surprised at the results!

Happy Friday! :)