10 Questions You Must Ask Before You Hire a Ghostwriter

So, you're thinking 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 K. James 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. 

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. 

How to Say "No" to a Client You Don't Want to Work For

I've found that as a ghostwriter, I get a lot of leads that don't lead to actual work. Last week, I spoke with a potential ghostwriting client by phone. He had been referred to me by another freelancer, a friend of mine who doesn't ghostwrite books. We connected via email, and I asked him my standard list of questions I send to potential clients, which include: 

• Do you plan to try to sell your book to a traditional publisher, or will you be using a print-on-demand company? Do you understand the pros and cons of working with each? 
• What’s your purpose in writing the book? 
• Who’s the audience for your book? Do you plan to sell your book, and if so, why will readers want to buy it? 
• What’s your timeline? 
• What’s your budget? (Ghostwriting an entire book typically costs $35,000+ depending on the length, scope of the project, author involvement, and other factors. If you have a manuscript or material already written that needs reworking or editing, we can discuss an appropriate fee.)
• Do you have material for your ghostwriter to use (such as the beginning of a book, an outline, some chapters), or will your ghostwriter work with you to create the book from scratch? 
• What’s your biggest hope for your book? What’s your biggest fear about writing a book?

The potential client didn't mention his budget (he said it was flexible) but it become clear during our brief call that he couldn't afford me. So I gave him suggestions about how to find a local ghostwriter who would be willing to charge less than I do, wished him all the best with his project, and thanked him for his time. 

I've written here before about the importance of knowing your rates, and knowing how much (or how little) you're willing to charge for different types of work. But there is an art to saying no. There's nothing to be gained by being rude or dismissive; I'd rather have him think of me for other possible projects, or if he knows someone else who may hire a ghostwriter in the future.

The lesson? While I don't waste time with someone who I know can't afford me, I do make an effort to help the person who contacted me. Even a brief call can lead to a referral that turns into work. Keep that in mind the next time you say "no" to someone. 

**Want to know more about how make money as a ghostwriter? Check out Goodbye Byline, Hello Big Bucks, Second Edition: Make Money Ghostwriting Books, Articles, Blogs, and More, called the "comprehensive guide for getting started as a ghostwriter."  

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! 

How to Hire a Ghostwriter: 8 Smart Questions to Ask

I've written many times about why I started ghostwriting more than a decade ago. One of the primary reasons is simple--the demand for ghostwriters. The market is strong, and continuing to grow, and that's good news for ghosts.

But what about the would-be book author who wants to hire a ghost? If that's you, what should you ask? You can post an ad on craigslist and you'll be inundated with responses, but how do you actually decide who to hire?

I suggest asking questions like the following:

1. How many books have you ghostwritten or coauthored? Generally, the more experience the better.

2. How many different publishers have you worked with? Again, it's nice to have a ghost who has written with a half-dozen publishers, or more. 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. What types of books have you ghosted? If you're planning to opt for POD, it makes sense to hire a ghost who has written books published by POD companies. 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, you're better off skipping.

4. What kind of work can your ghost perform for you? Can he conduct interviews and background research, if you need him to? Can he find studies? Does he know how to interpret research in your field?

5. How much does he 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, ghosts typically charge in the range of $10,000 to $45,000 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.

6. Can he show you samples? While your voice is unique and a ghost will capture it, it is helpful to see books that he's ghosted before. Ideally you want him to have experience writing in your genre or about your specialty.

7. What's his background? One of the reasons I ghost books about health and wellness, fitness, and nutrition is because I've been writing about those subjects for more than 17 years. I'm a personal trainer and I know much more about fitness than the average writer--that gives me a leg up on a ghost who's just as experienced, but in different areas.

8. Do you "click" with this person? Your ghost isn't just a writer--he's a partner to help your book come alive. You should feel comfortable talking and working with the person--if you don't "click," I'd continue searching for the right ghost for your project.

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

Smart Questions to Ask Every Potential Ghostwriting Client

I get a lot of questions about ghostwriting from writers who are new to the field. How much should you charge? How do you negotiate a contract? How do work efficiently with a client? 

But one question that many fail to ask (but should) is how to vet a potential client. That's why you should ask potential clients questions like:  

• What kind of book do you want to write? 

• How long will the book be?
• Who's the audience for the book? 


• Why do you want to write this book? 

• What have you done already? Do you have an outline? A rough draft? Or just an idea? 

• What's your time frame? 

• Why do you want to hire a ghostwriter?  

• What kind of publisher do you plan to pursue? Traditional? POD? Or will this be an e-book only? 

• How did you find out about me? Why are you interested in hiring me?  

• How do you envision working with a ghostwriter? 

• What are you planning to spend on a ghostwriter?  

• How will you plan on marketing the book once it's published?  

Pay attention to your potential client's answers. In general, the more detailed and thoughtful they are, the more serious the person is about hiring a ghost. 

**Want to know more about ghostwriting? Check out Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs and More, Second Edition. 

How to Write a More Effective LOI (Or, Why to Forget the Kitchen Sink)

Hi, readers--I'm back! I enjoyed my monthlong blogging hiatus but I'm back and you can count on a new post every Monday like usual. I've posted before about the importance of a strong LOI (letter of introduction); it's very likely the most effective weapon in your freelance arsenal. 

However, some writers tend to "kitchen-sink" the LOI and overwhelm the potential editor or client by listing all of their accomplishments, credits, experience, background, you name it. I suggest a narrower approach, focusing on one specific area that is most likely to appeal to the client instead. Here's an example: this is a actual LOI I sent out earlier this year that led to work. (My comments are in blue in brackets.) 

Dear Dan:

First off, it was a real pleasure meeting you at ASJA this year. I’m writing to remind you of my strengths (or at least some of them), which I hope you’ll keep in mind for assignments. [Typical opener if I've met the person already; always use your "in" early in your LOI.]

As I mentioned when we met, I’m a long-time freelancer who’s written for custom publishers including The Magazine Group and McMurry as well as 50+ national magazines including Self, Health, Family Circle, Woman’s Day, Continental, Fitness, and Shape. I’m also an ACE-certified personal trainer and Les Mills Body Pump instructor, so I “walk the walk” so to speak when it comes to writing about fitness and health. [Although I'm a former lawyer, I didn't mention this here--it's not relevant to him. nor do I mention my ghostwriting/coauthoring work, or the fact that I'm a motivational speaker, or that I own a small press. I don't want to detract from my identity that is most valuable to him--that of an experienced fitness/health writer.]

I’m an experienced researcher and easily translate complicated health and fitness topics into “plain English” for a variety of audiences. I’m also happy to come up with story ideas; working with clients as a personal trainer gives me access to an almost unlimited list of ideas and new angles to take even with evergreen subjects. [No, you typically don't suggest an idea with an LOI, but your willingness to do so will make your editor happy.]

What else should you know? I’m reliable, professional, and easy to work with, and strive to give my clients exactly what they want, on or before deadline. I’m happy to send clips, pitch story ideas, or tell you more about what I can offer. [Again, I'm keeping this short and sweet.]

Thank you so much for your time, and I hope to hear from you soon. 

Sincerely,

Kelly James-Enger

**Want to see more LOIs that worked? I include real-life samples in both 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. 

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. 

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!  

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. 

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! 

 

Bidding to Get the Gig

When you freelance for print and online publications, you're offered a rate (almost always per-word) for your work. You either take the assignment or turn it down. Easy enough. But what happens when you have to bid on a job? Then you've got to determine what you'll charge, and this is tricky even for seasoned freelancers.

With that in mind, I offer these tips on bidding. First, try to get a sense of the client’s budget if at all possible. Let's say I'm asked by a regional publication how much I charge for reprints. I'll counter with, "What does your market usually pay for reprints?" The response will  affect how much I ask for. Here's the thing--I've had reprint markets pay as little as $40 and as much as $500 for rights to a story. I want to get as much as I can, but for a reprint (which requires very little work on my end), I'm more than happy to work with a publication's budget. 

Second, give reasons to support your bid. If I'm asked to quote my fee for a speech, for example, I point out that I've been a professional speaker for more than 10 years, and have keynoted corporate and nonprofit events. If I'm asked to quote a fee for ghostwriting, I'll highlight the fact that I've been ghostwriting books for nine years, and have experience working with traditional and POD publishers. Never give a bid without demonstrating what you're worth it. 

Third, if at all possible, provide your bid in writing. A written bid lets you demonstrate that you are clear on the the scope of the project and your client's goals. Taking the time to provide a written bid also prevents you from blurting out a number that's too low--and then regretting it later.  

Finally, make sure that you demonstrate how your background and experience sets you apart. Chances are that your potential client is looking at other writers, too, so your proposal needs to make it easy for the client to choose you over them, especially if your bid comes in higher than others. I'm upfront about the fact that I charge more money than (some) other ghostwriters. So I want to convince the client she wants me enough to choose me over someone who may be cheaper. That's why I always explain how I will approach the project (without giving too much away) before I bring up money. In other words, sell the client on you first, and then state your price. 

**Readers, do you agree with my tips on bidding? Would you like to see an example of a bid to a potential client? Let me know by commenting below. 

**Want to know more about ghostwriting, including content marketing? Check out Goodbye Byline, Hello Big Bucks: Make Money Ghostwriting Books, Articles, Blogs and More, Second Edition on Kindle. Prefer print? Stay tuned--Improvise Press will be releasing the print version in September, 2014! 

5 Smart Things to Do Before 2014

Are you ready for 2014? Let me tell you, I've had somewhat of a "craptastic" year and I am more than pleased to welcome in 2014! But while you're celebrating the New Year, I'd suggest you do the following before January 1 arrives, or shortly thereafter: 

1. Get a jump on your taxes. I never wait until April to do my taxes. I like to figure out my gross income and calculate a rough estimate of my net income before the end of the year. Then I send that number to my accountant for an estimate of what I'll owe. Sometimes the number is scary, but I'd rather know that going into the new year than wait and be surprised sometime in 2014. And besides, I use that tax figure to help determine how much I put in my SEP, or self-employment plan, at year's end. 

2. Invest in your career. You can write off legitimate business expenses before the end of 2013, so this is the time to upgrade your computer, purchase software, buy writing-related books (like, gosh, I don't know, Six-Figure Freelancing, Second Edition or Goodbye Byline, Hello Big Bucks, Second Edition! ), and other work-related products. I just stocked up on printer cartridges and paid for my annual membership to ASJA. Every work-related expense reduces your tax liability come 2014. (And see below for the half-price offer in Improvise Press' first two titles.)   

3. Review your year. Every year, I clarify where my money came from. I usually send a holiday card and/or gift to my "whales," or most important clients. I also look for "lessons." Did I take on any projects that turned out to pay a lower hourly rate than I expected? Are clients asking for me to do work I need to gain more experience with? Did I have a steady stream of work, or was I facing a "feast-or-famine" scenario much of the year--like this one? What was the most worthwhile work I did? Which work paid the best? Which seems to have the most potential? Is there any kind of work I want to cut from my roster? 

4. Set goals for the coming year. If, like many serious freelancers, you set an annual income goal, don't forget to calculate your daily nut. My goal in 2014 is to make $60,000, which means an average of $250/day. Average that figure throughout the year of 2014 and you'll meet your new income goal. Think about the other objectives you have as well. Do you want to branch into content marketing this year? (That's one of my goals.) Do you want to become an e-book author? Is this the year you get serious about writing fiction? Should you spend more time on social media--or at least use it more effectively? Decide what your goals are, and put them in writing. 

5. Take time off. Every year, I take the week between Christmas and New Year's as vacation. Before I had kids, I used this week to sleep in, spend time with my husband, watch movies, and set goals for the coming year. I even read for pleasure! Gasp! Now with the kids much of my week is spent entertaining small children, but I do take some off during this week--and just as important, I'm planning when I'll take time off in 2014. 

Too often as freelancers we wind up working all the time--nights, weekends, first thing in the morning--and that's a recipe for burnout. I know I'm more productive when I get away from my computer, so I give myself at least one day (usually Saturday or Sunday) where I do no work at all except for checking my email first thing in the morning. Unplug yourself on a regular basis. I promise it's worth it.  

Readers, I hope 2013 has been a successful, productive year for you. If not, focus on 2014, and tune in next year for more practical, proven advice about how to make more money in less time as a freelance writer. And comment below to tell me what topics you'd like to see me cover here in coming posts!  

Finally, there's less than 48 hours left on my half-price offer on 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. Until midnight on December 31, 2013,  you'll get half off both titles when you order directly through ImprovisePress.com and use the discount code CHICKENS. 

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.

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!