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Why Aren’t You Still Working with that Client from 2008 (or Earlier)?

I recently heard from an old commercial writing client for whom I hadn’t worked in probably five or six years. She had a small copywriting project, along with a vague “and we’ve got a few other things cooking we might need your help with.” Always a nice treat when old clients surface, but there’s always a bit of a nagging voice that comes with it…

“How come you stopped working with them in the first place?”

The easy answer? Well, the project you were working on for them ended, you both got busy, and the old “out-of-sight-out-of-mind” thing took over. Never sounds very satisfying, because it points to laziness on my part in the follow-up department. It’s like the natural order of things is that YOU should be contacting them and discovering they have a job for you. NOT them having to reach out to you.

The latter seems to imply that there might very well have been many other commercial freelancing jobs, big and small, you could have done for them in the ensuing years, but you missed out because you weren’t top-of-mind when those gigs came along. And not being top-of-mind also means missing out on possible referrals as well. Sigh.

As confirmation (the self-flagellation now begins in earnest…), she said she was reaching out because the copywriter she’d been using just wasn’t getting it done. Sheesh. And it gets worse. She says, “I need a writer who can write like only you can.”

You know, like he did on that flurry of work five years back, all of which they loved, and after which, he just vanished. What was I thinking? That that would be all they’d ever need? Turn that knife.

I have a dear friend—and fellow commercial freelancer—here in Atlanta who’s been working with one client steadily for about five years. Seems, every time we talk, their name surfaces as part of the “what’s-on-my-plate-now” conversation. They’ve made her multiple offers over the years to come onboard full-time. But, she’s resisted. Hey, why buy the cow, etc., etc.

She gets constant work from them because she knows their business inside and out, is a great writer, incredibly thorough, knows PowerPoint like the back of her hand (along with several other programs; no, you don’t have to be so technically inclined to succeed as a commercial freelancer, but it doesn’t hurt). In short, she’s incredibly capable and versatile.

So, when the workload with a client is steady and ongoing, as it is with hers, it’s easy to not lose touch. But clients like that (i.e., providing a virtually unbroken streak of work) are most definitely the exception, not the rule, in this commercial copywriting business of ours.

Now, I’ve been pretty good at keeping in touch with most of my clients over the years, but if I’m going to be honest here—and Exhibit A above makes it hard to come to any other conclusion—there are a handful of clients who would have been turning to me far more often over the past years had I done a better job of keeping in touch.

Recently, thanks to that blast-from-the-past client call, I reached out to a bunch of those “fell-through-the-crackers.” While nothing’s come of it yet, I’m back on their radar, with an OK to check back in on X date, so that’s all good.

Yes, as we all know, there are a lot of reasons that have nothing to do with us, why we might stop working with a client: company goes out of business; our contact leaves for another company, and the new one has their favorite writer; company hires an in-house writer (or just dumps the writing off on that overworked admin), etc.

But, that’s not the whole story, and we all know it. As the marketing truism reminds (uncomfortably, perhaps?), “It’s far easier to get more work from an existing client than to land a new one.”

Have you had an old client get back in touch after several years, making you realize you’d done a sorry job of regular follow-up?

How do you ensure good clients, even those without steady, ongoing work, keep you “top of mind” for when they do need a writer?

Have you had a steady client that’s hired you for at least 3 years? If so, what do you do (besides write really well) that keeps them coming back?

Have you just thought of a few clients you lost touch with? And what are you going to do about it? 😉

Want to be a guest blogger on TWFW Blog? I welcome your contribution to the Well-Fed writing community! Check out the guidelines here.

Are Long-Term, On-Site Gigs (Even in Hawaii!) Worth It? (Guest Post)

I went fulltime with my commercial writing business about three years ago. A scary move, as so many of you know, but within about six months, I was starting to build momentum. I was landing copywriting projects on a fairly regular basis, and some referrals were starting to come my way.

Then in late 2010, I got the dream offer: the opportunity to work on a long-term project for an organization located in Hawaii. I’d always wanted to live in Hawaii, so it was a fairly easy decision. It would be guaranteed income for 7-8 months, and I’d get to escape Colorado winter and walk on the beach every day after work. I mean, come on—it was a no-brainer! So, I packed up and headed to the islands.

My intentions were good at the start of the project. Of course I’d stick to my weekly marketing tasks. Yeah, the time zone difference might pose a bit of a challenge as far as cold calling, but I’d make it work. Right? Wrong.

What actually happened was…I went beachside and the marketing of my commercial freelancing business went by the wayside. And eight months later when the project was complete and my contract ended, the reality set in that I was going to be starting from scratch. And it was worse than I thought—I was literally back to square one.

I don’t regret accepting the opportunity, and not just because I got to spend eight months snorkeling and wearing flip-flops 24/7. It was an interesting project related to subject matter I’m passionate about. But truth be told, there’s a part of me that can’t help but wonder where my commercial copywriting business would be today if I hadn’t detoured and put all my eggs in one basket for almost a year. At the end of my contract, I found myself holding an empty basket and yelling, “Hey, where’d everybody go?”

If presented with the same opportunity again, I’d still take it. But I did learn some lessons about the long-term cost of working for just one client, and about the pitfalls of working on-site at the client’s location. For anyone who might be tempted to consider a similar opportunity, I’d offer the following food for thought:

1) Think carefully before accepting the project (yes, even in the case of tropical island locations). Ask yourself honestly how the decision will likely affect your business in the long run. Do you have the discipline needed to stick with your marketing efforts? Will it take a toll on your business, from a long-term perspective? If so, are you willing to start over when the contract ends?

2) If you do take on the project, insist on working from your own office. You can always attend meetings on-site when necessary. But working from your own location will help you look at the job as you would any other project, versus seeing yourself—and having them see you—as an employee.

3) If working on site is a requirement, maintain a professional, independent contractor attitude. Don’t let yourself get pulled into office politics, and beware of staff members who try to recruit you to their camp during in-house power struggles (and believe me, they will try). I’m not saying don’t ever socialize; just be sure and maintain the professional boundaries. If you get cornered in the coffee room by the company gossip king/queen, politely excuse yourself because of “that pressing deadline.”

4) Push for having only one point of contact, as far as submitting the work you do. This goes for any project, of course. We all know where the “road of multiple reviewers” leads. But it’s especially important when working on site. There’s nothing worse than having a steady stream of people stop by your desk to let you know how THEY think the article you’re writing should be revised.

5) Most importantly, maintain contact with your other current and previous clients—through a blog, newsletter, e-zine, etc. And make time each week for some regular marketing tasks (networking, cold calling, etc.). In his book The Seven Habits of Highly Effective People, Stephen Covey talks about the importance of P-PC (Production-Production Capability) Balance. Failing to maintain your production capability in favor of focusing solely on your current production is akin to killing the golden goose (production capability) that’s producing your golden eggs.

Have you ever been offered a long-term, fulltime project with a single client? Did you accept the offer, or did the long-term cost seem too great?

How did you keep up your marketing strategies and maintain ties with your other clients?

Did you work onsite, or did you insist on maintaining your autonomy by working from your own office?

If you worked onsite, what strategies helped you maintain your independent status?

Laurie Schmidt (www.lauriejschmidt.com) is a freelance copywriter who specializes in science. She’s working on launching her new blog called “Science Misconceived.” You can reach her at laurie@lauriejschmidt.com.

Want to be a guest blogger on TWFW Blog? I welcome your contribution to the Well-Fed writing community! Check out the guidelines here.

Commercial-Writing Clients with Money vs. Ones Without: Like Night and Day…

I got an email from a recent Well-Fed Group Coaching participant that made me smile for a few reasons. She wrote:

This is all becoming less and less theoretical and more real. Which is eerie. It seems I’m beginning to live in your make-believe world!

Too funny. I swear, it’s as if, until people experience these things for themselves, they imagine I’m making all this stuff up about how the commercial copywriting business-building process unfolds. I promise, it’s far easier to share my real-world commercial freelancing experiences than to fabricate a bunch of them out of whole cloth.

But it was what she said after that that had my “Blog-Topic-Alert” meter going off. She wrote:

I’m also beginning to see how differently potential clients with money vs. those with little, behave. They’re like different species.

One simple statement with so many ramifications. For starters, it’s so true. The difference in the respective experiences of working with clients who have little money vs. those with plenty is so vast as to be almost vertiginous.

In a great blog post I recently commented on (and in which I was mentioned – yay!), freelancer Kathy Shaidle says:

The cheaper the client, the more demanding they are. My $75/hour clients tend to approve the very first version of everything I send them, thank me profusely, pay me immediately, and hire me again. Clients I’ve taken on for far less (because I’ve felt desperate — or sorry for them) ALWAYS want more changes, more words, more pages, more of my time on the phone, more everything. Eventually, I (politely) fire clients like that. Inevitably, they are replaced almost immediately by more professional ones with larger budgets (and brains).

And in our world, $75 an hour isn’t even that much; but her point is sound.

If you spend your time hanging out with low-ball writing clients, and in turn, being run ragged by them, it will very likely have you question your career decision.

But find the good clients, and your sense of the overall viability of freelancing will undergo nothing less than a radical transformation. It becomes a whole different word. Less hassle, more creative fulfillment, and, of course, more money.

Better-paying clients are almost always easier to work with than the low-ballers, as my coaching client above noticed. She observed:

The one who wants to get things moving knows the value of what a writer can offer. The one who said he was interested in having me work for him, but then took a long time getting information to me, and was antsy about pricing, didn’t seem to fully accept the cost of doing business. Or he just doesn’t have as much of a budget set aside for marketing. The folks who are hardest to negotiate with are the ones with the smallest budgets.

To her comments, I’d add that, for the kinds of clients we want to work with, money is never (within reason) the main issue. Rather, it’s a predictable superior outcome they’re seeking. And that motivation always trumps money.

But know this: if you’re in the early days of building your commercial writing business, lower-paying clients are the ones most likely to be willing to work with you when you have little to recommend you other than a few unimpressive samples and an abundance of enthusiasm.

As such, they serve a wonderful purpose: to help you build your confidence, as well as both your intangible “experience portfolio” and your real physical one.

But realize that you need to compartmentalize those early experiences with that class of client, as being a means to an end, not an end in themselves.

I say this because those coming from “writing ghettos” (i.e., the content mills, where $5 for a 500-word article is de rigeur) may feel that working with clients who actually pay $25 an hour (wow!), even if they are pains to deal with, is “died-and-gone-to-heaven” territory.

But if you indeed have writing skills far beyond the typical content-mill writer, and are eager and willing to plant and nurture those skills in greener writing pastures, then $25 an hour is only the beginning. No, it’s not easy to get to that $75-to-$125-an-hour copywriting level, and don’t believe anyone who says it is. But, it’s doable, and I hear daily from people who’ve done it.

And if you’re sadly still playing in that copywriting bargain basement, and complaining about the low-ballers who just won’t pay you what your skills are worth, then you don’t understand the dynamic at work there.

I think I did a decent job of attacking this victim mentality in a recent guest post I did (on Lori Widmer’s Words on the Page blog), entitled, “Why Writers Don’t ‘Deserve’ to Make More than $5 to $10 an Article.”

For most of you regular visitors to this blog, you “got” this a long time ago, but if you’re still wrestling with it, check it out. It all comes down to having copywriting skills not shared by thousands of others, and when you can stand out, you’ll start seeing firsthand, as discussed earlier, the HUGE difference between client classes.

What other differences have you seen/experienced between the clients with money and those without?

If you’re now operating in solid, higher-rate commercial writing territory, but didn’t used to, what/when was your “light bulb moment”?

And if you indeed went from low writing wages to the higher ones in our world, did you immediately notice the stark difference in client quality?

Have you moved out of the “$5-an-article” writing world, only to get stuck in the next (and still-low) level?

Want to be a guest blogger on TWFW Blog? I welcome your contribution to the Well-Fed writing community! Check out the guidelines here.

Lessons I’ve learned from landing clients on first dates (Guest Post)

Call it “inadvertent self-promotion”…

Men With Pens recently ran a guest post about dating rules you can apply to client prospecting. Considering I’ve inadvertently won over a commercial writing client while on a first date, I found the post pretty funny.

This has actually happened to me not once, but twice.

Dating your clients?
To clear up any confusion, I don’t make it a habit to go on a date and pitch my freelance copywriting business as a solution to a host of marketing problems. Before we went out, I had no clue if this guy was a potential client. There are certainly more effective ways to find new clients than blurring the lines between business and pleasure.

So how did it happen? It started out like a typical dinner date. Inevitably we graduated from small talk to discussing what each of us does for a living.

People tend to assume I’m either a novelist or someone who helps file for copyright protection, so I’ve become accustomed to explaining what a copywriter does, and how businesses benefit from strong, persuasive copy. We discussed everything from what I write and why to what I hope to achieve by being in business for myself.

Two days after our date, he hired me to write a press release.

Passion is essential, in dating and in business.
I would have considered this a one-off until it happened a second time. Then I noticed the pattern – I was winning these guys over because I wasn’t in sales mode. I was simply talking about something I love doing. I obsess about finding the right words and expressing concepts clearly, and that shines through when I talk about my commercial freelancing business in a setting where there’s no pressure to land a sale.

Luckily for me, each of the guys I dated runs his own business and understands the value of good writing.

After they expressed interest in my copywriting services, I tried to help out where I could. I offered to give their sites once-overs and suggested minor tweaks that could improve the language of their offerings. This showed my dates my value as a business writer and ultimately led to them hiring me.

Instead of trying to convert prospects into clients, I’m just telling people about something I love. In a nutshell, I’ve become more adept at marketing myself because I no longer see it as obnoxious self-promotion.

Be comfortable pitching, even off the clock.
The lesson in all this is NOT how to perfect the art of picking up clients on the dating scene. It’s in realizing how you talk about yourself to others in different situations.

I don’t consciously separate my business contacts from my personal contacts anymore. I’ve discovered that mindset forces you to mentally divide people into prospects and off-limits. Pre-emptively determining someone is off-limits could mean you miss out on an awesome client with a paying gig.

When you’re trying to impress someone enough to land a contract, any nervousness you might feel has a way of working its way into the conversation. However, when you talk about what you do with genuine passion and conviction, you’re providing true value, not being an obnoxious salesperson who’s just trying to win someone over.

Remember, you’re offering a legitimate service to people who need and WANT your help. Get comfortable talking about yourself and your commercial copywriting business no matter where you are – you never know when it will pay off.

Have you landed a client in an unexpected place?

Has the ‘share-don’t-sell’ approach worked for you as a way to close new clients?

Do you keep your eyes peeled for situations like this, or stick with more traditional methods?

Put another way, do you draw distinct lines between the professional and personal sides of your life?


Angie Colee is a freelance copywriter and branding expert. She loves good food, comedy shows, and the power of words. She is also considering trademarking her awesomely red hair. For more marketing and branding tips, please check out the blog at coleecreative.com. And if you’re ever in the San Francisco bay area, look her up. Coffee is her lifeblood.

Want to be a guest blogger on TWFW Blog? I welcome your contribution to the Well-Fed writing community! Check out the guidelines here.

Your Favorite Ideas for Writing Ergonomics, Aesthetics, Functionality, & Work/Life Philosophies, Please…

Got the idea for this post from a picture sent to me by my brother… It was a unique desk arrangement he’d set up for his son. Apparently, my precocious nephew would often wake up in the middle of the night with the compulsion to get online and check this, play that, or research the other. So, to make it optimally easy to have that happen, this setup was born…

Now, he literally has to just roll over in bed, and he’s at his keyboard… Hmmm. Gets you thinking, no? Nah, probably not. We sit on our fat butts enough as it is in what we do. To not even have to get out of bed at all and still be able to do our jobs just seems to be giving entropy more of a helping hand than it really requires… Still.

In any case, I got to thinking about all those cool little ideas we’ve all come across to make our commercial freelancing writing lives a little easier, more comfortable, less stressful, etc.

A few months back in the E-PUB, I talked about (and highly recommended) the Nada-Chair, this nifty thingy I’ve used for years, that makes sitting for long stretches far more comfortable than any expensive chair I’ve ever come across. Looks strange, but it works. Here’s me wearing it…

No smart remarks, please… 😉

Then, a few weeks back, a friend of mine sent me an ingenious idea for keeping all your electronics cables in place and from falling on the floor. No explanation necessary as her picture was truly worth a thousands words…

Smart, eh?

Then there was the “Treadmill Desk” idea one reader sent me. This one has real potential. And this guy is turning it into a cottage industry…

Finally, a few years back, I think I shared a very cool Internet radio station through iTunes called Jet City Lounge, which, for me anyway, makes for wonderful background music. Cool, smooth, nice beat, non-intrusive, and I’m one unbelievably productive commercial writer while it’s running – like now, for instance.

From iTunes, go to Radio, then Ambient, then “Groovera Presents Jet City Lounge”. Or just listen on the web. And if JCL doesn’t float your boat, there are countless others in dozens of channels – all free.

Anyway, so let’s have a little fun here. Send me your ideas (and feel free to include links and pictures). And here are the rules: ONLY stuff like the above; only ideas related to ergonomics, aesthetics, functionality, atmosphere, etc. ONLY stuff related to our physical environment.

NO web-based writing/networking/business resources, software, social media platforms (doesn’t it seem like they multiply like rabbits?), books, etc. Also, I welcome any life philosophies you’ve incorporated into your commercial copywriting work life that have made a big difference for you…

What gadgets and gizmos do you swear by?

What things have you put in place in your physical environment that you just can’t live without?

What fun, cool, smart tips for maximizing your physical productivity, comfort, and office atmosphere have you come across?

What work/lifestyle philosophies have you adopted that “frame” how you approach work, and that improve the quality of your life?

Want to be a guest blogger on TWFW Blog? I welcome your contribution to the Well-Fed writing community! Check out the guidelines here.