THE WELL-FED E-PUB - August 2007

Welcome to THE WELL-FED E-PUB!

Serving up food for thought and tasty tips for the prospering writer. Come

on in, sit anywhere and bring your appetite!

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VOLUME 6, ISSUE 8 – AUGUST 2007

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NEW! “The BODACIOUS Banquet” – Issues 1-52 of The EPUB! Just $10.95!

Limited Time! Details: Dessert and http://wellfedwriter.com/thebodabanq.shtml.

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NEW: WHITE PAPER INDUSTRY SURVEY (50% OFF FOR EPUB SUBSCRIBERS!)

Details in Dessert and at http://www.whitepapersource.com/cmd.php?af=348539.

ATTN: SAN DIEGO! Live All-Day Seminar on Writing White Papers, led by WP guru Michael Stelzner; 9/21. http://www.whitepapersource.com/cmd.php?Clk=2024594.

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MISSED JANUARY’S TELECLASS? “Thriving as a Freelance Commercial Writer”

38-PAGE instant download just $12! www.wellfedwriter.com/jan07tstranscript.shtml.

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“WELL-FED SELF-PUBLISHER” WINS Georgia Author of Year Award! http://georgiawriters.org/43rdwinners.htm. Check out book at www.wellfedsp.com

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I. APPETIZER: TALK MONEY OR SING THE PAYDAY BLUES!

Sad Stories Underscore Importance of Clear, Well-Defined Money Conversations

II. CRISP “FIELD” GREENS: ITEM REMOVED DUE TO RETRACTION

III. MAIN COURSE: ATTENTION, COLD-CALLING SCAREDY-CATS!

Cold-Calling Guru Shares “Top Ten Tips for Terminating Telephone Terror”!

IV. DESSERT: Sweet Success Stories and Tips

MS FLCW (and Ex-Cold Caller) Discovers It’s a LOT more Fun This Time Around!

TIP: July’s Sad Story (My “No Back-up” Computer Crash) Spawns Pile of Suggestions

V. COFFEE, MINTS AND TOOTHPICKS

- NEW! The BODACIOUS Banquet – Issues 1-52 of the EPUB; Just $10.95

- White Paper Industry Survey (Half Off for Subscribers!)

- MISSED JANUARY’S TELECLASS? Full 38-PAGE e-Transcript – Just $12!

- AWAI Copywriting (& Other) Courses: Register Here, Get 2 Bonuses (no charge!)

- Well-Fed E-Pub Needs All Courses!

- How Can My Mentoring Service Serve You?

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I. APPETIZER: TALK MONEY OR SING THE PAYDAY BLUES!

Sad Stories Underscore Importance of Clear, Well-Defined Money Conversations

I occasionally get emails from newbie commercial freelancers sharing grim tales of a client contesting an invoice, and wondering what to do. As the sad story unfolds, it soon becomes clear that, amazingly, they either never discussed a firm project price, or they did, but exceeded their estimate and didn’t notify their client, who understandably balked at the extra charge. The culprit is often simply a “creative” type who’s uncomfortable talking money – in short, not treating the business like a business. Mistake.

While obvious to most, we’re in this business to make a living. Sure, we can have a lot of fun along the way, but this isn’t a non-profit venture. And clients know that (better than some writers, apparently). They want and expect parameters, and hence, they welcome money discussions. In fact, it’s a crucial component of professionalism. And when you don’t have them or they’re unclear or shifting, count on things to go south.

I had a friend who hired someone to edit her light-on-copy children’s art project guide. Quote: 6-7 hours at $45 an hour (max: $315). When she got the bill, it was for $832 (18.5 hours). She complained and this clueless soul wrote back: You're absolutely correct. I should have kept you in the loop better. I honestly didn't remember how many hours I’d quoted (or that I had actually quoted a number at all), but that's no excuse. I will be more diligent in the future. Thanks for the feedback. Would it be easier on you if I sent a $100 invoice each month until it's finished?” In essence, you’re right AND you still owe me $832. And her jaw-dropping parting shot? “I hope this doesn't change the chances of our working together in the future.” Amazing.

My friend’s reply: “You gave me a bid between 6-7 hours and that’s what I’m paying you. If you bid 18 hours, I would have said no. Send me your address for the check.” Good for her. And a pretty painful and expensive lesson for the editor, who I suspect will communicate a lot better next time. Check out the next section for a good strategy if you HAVE communicated properly and a client is trying to stiff you. Let’s eat!

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II. CRISP “FIELD” GREENS: ITEM REMOVED DUE TO RETRACTION

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III. MAIN COURSE: ATTENTION, COLD CALLING SCAREDY-CATS!

Cold-Calling Guru Shares “Top Ten Tips for Terminating Telephone Terror”!

Was recently contacted by “The Queen of Cold Calling,” Wendy Weiss (wendy@wendyweiss.com, http://www.queenofcoldcalling.com), author of “Cold Calling For Women” (but don’t let the title fool you; it’s a great primer for ANYONE who dreads the cold-calling process. Of course, none of you, right?) Below, Wendy generously shares her “Top Ten Tips for Terminating Telephone Terror.” Great stuff. Want to score Wendy’s complimentary special report, “HOW TO WRITE AN EFFECTIVE COLD CALLING SCRIPT?” It’s at the website above. AND yes, Wendy’s also offered up two signed copies of her book. First two replies get ‘em. Only winners get reply. Enjoy!

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What can strike terror into the heart of even the most successful freelance pro? What can crush self-confidence, destroy self-esteem and leave even the most seasoned quivering with humiliation and defeat? THE TERROR OF COLD CALLING! But fear not! Here are:

TOP TEN TIPS FOR TERMINATING TELEPHONE TERROR

1) MAKE TELEPHONE CALLS: Few things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality. Once you start making calls and continue making calls, it gets easier. You overcome fear by doing.

2) MAKE A LOT OF TELEPHONE CALLS: If you have only one prospect to pursue, that one becomes overwhelmingly important. If you have hundreds of leads, no one call can make or break you. The more calls you make, the more success you will have.

3) PREPARE: Prepare for cold calling the way you would for any major presentation. Know the goal of your call, what you want to say and how you want to say it.

4) PRACTICE: If you’re new to or uncomfortable with cold calling, practice OUT LOUD. Role-play with friends or colleagues. You’ll be more prepared, and will be able to focus on your prospect.

5) START WITH LESS IMPORTANT LEADS: It will be good practice and less stressful. Once you feel comfortable, start working on the more important leads.

6) STAY CALM: You will, for the most part, be talking to people who will appreciate your call. If a prospect is rude, remember: It’s not personal. They may just be having a bad day. Move on.

7) YOUR PRIORITIES AND YOUR PROSPECT’S PRIORITIES ARE DIFFERENT: You want an immediate “yes”; your prospect has a different priority. Be careful not to read negative or extra meaning into early conversations with your prospect or even your prospect’s secretary.

8) SOME THINGS ARE OUT OF YOUR CONTROL: If a prospect does say “no,” ultimately, that’s out of your control. But, what IS within your control is continuing to call. It’s also within your control to improve your skills, resulting in fewer “no’s.”

9) ARLENE’S GAME: The object of the game is to focus on rejection. The goal is to reach 100 points. One point for every “no.” A “yes” is just a bonus. The more calls you make, the more points you get. When you reach 100, you win! Give yourself a prize.

10) HAVE FUN: This is not life or death; it’s only a cold call. The fate of the world does not rest on you and your telephone. You will not destroy the universe or ruin your life if a prospect says “no.” Loosen up, be creative, have some fun!

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IV. DESSERT: Sweet Success Stories and Tips

MS FLCW (and Ex-Cold Caller) Discovers It’s a LOT more Fun This Time Around!

TIP: July’s Sad Story of My “No Back-up” Nightmare Spawns a Pile of Suggestions

Speaking of cold calling, I got this psyched email from Jackson, MS FLCW Chris Custer (ccuster@gmail.com) about getting past his own phobia about calling (born, interestingly enough, from a past career history of MAJOR cold-calling efforts). Well, Chris found out that it was a whole different ballgame when you’re selling writing services instead of insurance. Imagine. But, he’s on track now and watch for success stories coming soon.

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Peter, the one thing that’s held me back the past four years from really breaking out in this field is my fear of cold calling. Not because I haven't done it. Because I used to make 500 cold calls a week selling insurance, I literally developed a phobia about it.

I got to a point where I was completely fed up with where I was and I revisited both of your books. I re-did my website, bit the bullet and started cold calling this week.

I am literally blown away! This is NOTHING like what I used to do. I'm not meeting with anything near the sort of rejection I'm used to. Most people are very receptive - especially the ad agencies. Nearly every email I send out with my website link gets a click-through. I've gotten several very positive notes back on my samples and the possibility of work down the road.

Here's what one ad agency owner wrote: "Calling and then emailing was a very effective way to put your work in front of me. Good work!"

I'm so excited I can't stand it. I finally really believe I can make it in this business. Thank you for all the encouragement and support.

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In the wake of July’s Appetizer, where I shared my sad tale of losing my hard drive and NOT being backed up properly (see http://wellfedwriter.com/ezine/july2007.html for full text), I got a handful of suggestions from readers for THEIR preferred back-up method:

Kathy Steligo (ktstel@pacbell.net) writes: Carbonite is the great online backup service I

use (http://www.carbonite.com). Backs up all your data, music and photos. I used it recently when I changed PCs. Flawless.

Dea Lazaro (dealazaro@yahoo.com) writes: Rebit offers a full backup for Windows (only) machines: http://www.boingboing.net/2007/05/04/rebit_offers_effortl.html

Trent Ernst (trent@trenternst.com) writes: www.Gmail.com is currently pushing three GB of no-charge storage for email. If you were using gmail as an email server, a) you wouldn't need to get people to resend stuff, as gmail automatically archives your mail (you have to go out of your way to delete any message), and b) you could email yourself copies of important documents as a remote data back-up system as well. There are ways to use Automator to email files to your gmail account once a day, or every time you save. It doesn't even have to be your main email account.

Bottom line, it doesn’t matter WHAT you use, just use SOMEthing!

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V. COFFEE, MINTS AND TOOTHPICKS

- NEW! The BODACIOUS Banquet – Issues 1-52 of the EPUB; Just $10.95

- White Paper Industry Survey (Half Off!) + Live 9/21/07 San Diego WP Seminar!

- MISSED JANUARY’S TELECLASS? Full 38-PAGE e-Transcript – Just $12!

- AWAI Copywriting (& Other) Courses: Register Here, Get 2 Bonuses (no charge)!

- Well-Fed E-Pub Needs All Courses!

- How Can My Mentoring Service Serve You?

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NEW! The BODACIOUS Banquet – ISSUES 1-52 of the EPUB; Just $10.95!!

Every strategy, technique, tip, and success story from May 2002 to August 2006 in one KILLER easy-to-use 280-page ebook resource! New to the commercial game? Behind on your EPUB reading? Catch up fast at http://wellfedwriter.com/thebodabanq.shtml.

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NEW! White Paper Industry Survey (HALF-PRICE FOR EPUB SUBSCRIBERS!)

There’s BIG money in white papers! Check out the latest industry survey from WP guru Michael Stelzner. And at 50% off to WFW readers! (Plus a great bundle on all his stuff!) http://www.whitepapersource.com/cmd.php?af=348539.

ATTN: SAN DIEGO! LIVE WHITE PAPER WRITING SEMINAR: 9/21/07!

Live in or near San Diego? Interested in an all-day hands-on program about getting started in the lucrative white paper writing specialty, “Creating and Marketing Winning White Papers”? And led by industry guru Michael Stelzner? This program is filling up fast. Grab a seat at http://www.whitepapersource.com/cmd.php?Clk=2024594.

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MISSED JANUARY’S TELECLASS? “Thriving as a Freelance Commercial Writer”

38-PAGE e-Transcript! $12: www.wellfedwriter.com/jan07tstranscript.shtml.

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AWAI COPYWRITING (& OTHER) COURSES: Register Here, Get 2 Extra Bonuses!

Six-Figure Copywriting, Graphic Design, Internet Writing, Fundraising, Health Market and more! TWO Bonus CDS: http://www.wellfedwriter.com/awai.shtml.

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WELL-FED E-PUB Needs ALL COURSES!

“GREENS” (200-300 words), MAIN COURSES (400-500; query first), TIPS (150-200) and SUCCESS STORIES (200-300) to peter@wellfedwriter.com.

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HOW CAN MY MENTORING SERVICE SERVE YOU?

For details and testimonials, visit www.wellfedwriter.com/Mentoring.shtml.

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NEW Subscribe/Unsubscribe feature. To Subscribe (YAY!), Unsubscribe (boo!) and/or update your address for the E-PUB, visit: http://www.wellfedwriter.com/ezine.shtml.

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BIG THANKS!

THANKS again to Susan Cochran in Atlanta for her great editing/proofing prowess on the E-Pub. Need a good editor/proofreader? susan_cochran@mindspring.com, www.cochrancompany.com.