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How Do You Respond to Prospects Who Make Requests Like These?

So, I got an email the other day from a reader in the Northeast whose note underscored an issue we commercial freelancers wrestle with all the time. While this particular case seems a bit more straightforward (see my reply below), variations on this scenario can present challenges to writers like us. As a result, I’d love to hear others’ strategies on this. She wrote:

It seems that, where I live anyway, people have no problem meeting with me, picking my brain for marketing ideas, and then not offering a paid writing job. Happens all the time. I’m starting to think it’s my fault.

In the case below, I competed for a full-time job with the company. Though I didn’t get the job, my contact called to say she’d like to stay in touch, as she wants to work with me in the future. Since then I have maintained a positive attitude and stayed in touch thinking that I could turn her into a paying commercial writing client.

This morning a message came in from her: “Would you be around to meet with me and a few other staff members (including the person who landed the job I competed for) on (X) date/time? We don’t have any projects ready to go at this point, but I’d like to toss around some ideas for down the line. That would include some help on things like _____ (i.e., a short list of writing projects).”

Should I go, and with the same positive attitude that they’ll become a paying client?

My response:

Given that these particular folks haven’t made a habit of doing this (i.e., calling you in to talk but not hire you), I’d go ahead and meet just to get in front of them. AND limit it to an hour, tops. AND not give them all sorts of ideas they could run with without having to hire you. Nothing wrong with giving them an idea or two that demonstrate you know what you’re doing as a copywriter, showcase your range of capabilities and underscore the value of working with you. That’s often what it takes for a prospects to quantify you as a resource and start developing a comfort level with you.

It’s a fine line, no question. But, as I see it, if someone wants to pick your brains for ideas that would be worthy of a consultation fee, then you don’t want to give it away for free. An example of where it can make sense to meet (without pay) is if you’ve taken a look at their business and seen possibilities for several writing initiatives (involving you doing the writing) that could move their business forward (i.e., a newsletter, direct mail campaign, case studies, white papers, etc).

Still no guarantee that you’ll get hired, but to a certain extent, it’s often the nature of the beast that you have to show your value before you get hired. And in the above case, giving them ideas of possible projects still means they have to do them, so the idea itself is only worth so much. Not sure whether your frequent experiences of this kind (prospects happy to milk you but not willing to hire you) points to the “nature of the beast” scenarios we ALL face, or whether there’s something else at play here.

One thing I might suggest asking and clarifying before meeting, in a casual, “in-passing” kind of way, is what sort of in-house resources they have to handle projects like these. As a way, of course, of determining if they could indeed just take your ideas and execute them on their own. Any whiff of that and you should be careful…

What advice would you give her?

What’s your policy? Where do you draw the line when it comes to initial (unpaid) meetings?

What red flags have you come to recognize as signs of a “Moocher”?

Have you come up with any sort of standard response to similar requests?