THE WELL-FED E-PUB - January 2006

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!

*****************************************

VOLUME 5, ISSUE 1 – JANUARY 2006 – HAPPY WELL-FED NEW YEAR!!

****************************************

HOLIDAY BUFFET Extended Until 1/15/06!! Reduced Prices & Special Offers On EVERYTHING: BOTH Books, 6-CD Sets, Single Teleseminar CDs and Ebooks!

Details at: www.wellfedwriter.com/holidaybuffet.shtml

****************************************

“THE WELL-FED SELF-PUBLISHER” Teleseminar CD: NEW RELEASE!

Details (AND Special $20 Pricing!): www.wellfedwriter.com/cdwfselfpub.shtml

*****************************************

THIS MONTH’S MENU

I. WELCOME APPETIZER: BOB BLY’S 10 MISTAKES COPYWRITERS MAKE!

THE Man Himself Shares His Thoughts on Maximizing Income! (Part 2 of 2)

II. CRISP “FIELD” GREENS: LIVIN’ LARGE (& WELL-FED) IN A POST-9-5 WORLD!

FL FLCW Virtually Matches Her Old Gov’t Salary in First Year & Loves Her Life!

III. MAIN COURSE: BEING A WELL-FED “ELANCE.COM” WRITER?? (Part 2 of 2)

Nomad FLCW Works Online Board for BIG-TIME Success; Yours Truly Eats Crow!

IV. DESSERT: Sweet Success Stories and Tips

Amman, Jordan FLCW Says Lucrative SEO Niche Found Her, Urges Specialization

TIP: Cold Calling Book Recommendation (Book Giveaway Alert)

V. COFFEE, MINTS AND TOOTHPICKS

- HOLIDAY BUFFET Extended Until 1/15/06!! Reduced Prices on EVERYTHING!

- “The Well-Fed Self-Publisher” Teleseminar CD: NEW RELEASE!!

- Atlanta FLCW Seeks Submissions for Book on Realizing Your Worth as a Writer!

- AWAI Copywriting (& Other) Courses: Register Here, Get 2 Free Bonuses!

- Well-Fed E-Pub Needs All Courses!

- Want Some Well-Fed Business Cards To Spread The Word?

- How Can My Mentoring Service Serve You?

****************************************

I. WELCOME APPETIZER: BOB BLY’S 10 MISTAKES COPYWRITERS MAKE!

THE Man Himself Shares His Thoughts on Maximizing Income! (Part 1 of 2)

Last month, we saw the first five of “The 10 Most Common Mistakes Copywriters Make,” a list I put together from a talk given by Bob Bly (www.bly.com) at the June 2005 “Selling Yourself” weekend in Miami Beach, where I was an instructor. Beginners and pros alike should find some income-boosting gems here.

The first five were:

1) Charging Too Little

2) Not Establishing Superior Market Value (to your niche)

3) Not Specializing

4) Insufficient/Inconsistent Self-Promotion

5) Focusing on Getting Projects, Not Building Relationships

Full text of the first five: http://www.wellfedwriter.com/ezine/dec2005.html

THE 10 MOST COMMON MISTAKES COPYWRITERS MAKE: 6-10

6) Being a Prima Donna: I’ve had clients tell me they’d much rather work with a less talented copywriter who’s easier to deal with than a brilliant pain in the butt. And given that a lot of commercial writing work frankly doesn’t require awesome talent, it stands to reason. Check your ego at the door and don’t get attached to your copywriting. And if you ARE very talented AND easy to work with, pity your competition.

7) Being Unclear About Project Parameters: It’s amazing how many notes I’ve gotten from budding copywriters over the years about messes they’ve gotten themselves in because they got waaaay into a project before setting fees, deadlines, or exactly what they were providing for what fee. A recipe for disaster. This is a business. Treat is as one. Your clients expect and WANT parameters.

8) Wasting Time: Okay, I’m guilty of this one. As Bob so accurately put it, most people waste an enormous amount of time, and writers are even worse than most people. Stick with tasks until they’re finished before moving on (unless moving back and forth between 2-3 ongoing writing jobs works for you, as it does for me). Some time back, I started checking email only four times a day and shutting it off in-between. I promise you, the world won’t end if you don’t deal with every email the moment it arrives.

9) Not Being Client-Focused/Not Understanding the Writer/Client Dynamic: Put yourself in the client’s shoes, figure out what they want and give it to them (even if it’s not want you want to do). Understand that your clients are likely stressed out, overworked and overextended, and anything you can do to take things OFF their plate and make their life easier is something you should do, and as often as possible.

10) Saying Yes, When You Should Say No: Figure out what forwards your career and is a good use of your time and what isn’t. Are you someone who can’t say “No” to a job that isn’t a fit for you, or to a request to take on more responsibility within a professional organization? Be protective of your professional obligations and the goals you’ve set for yourself. Everything is a tradeoff. Make sure the trade is worth it.

PB: Bob is holding a Copywriting Boot Camp in Las Vegas in February and asked if I’d get the word out. Here’s a chance to learn at the feet of the guy McGraw-Hill calls “America’s top copywriter.” Details: http://www.writingadcopy.com/cmd.php?af=322404.

****************************************

II. CRISP “FIELD” GREENS: LIVIN’ LARGE (& WELL-FED) IN A POST-9-5 WORLD!

FL FLCW Virtually Matches Her Old Gov’t Salary in First Year & Loves Her Life!

Last month, FL FLCW Julie Ann Waid (julieann@waidwrites.com, www.waidwrites.com), shared (http://www.wellfedwriter.com/ezine/dec2005.html) her “leaving-the-9-5-grind” good news. Here’s the cool promised update (about 75 days later). Note how many clients she’s landed from her newsletter (and check out her “niche” advice at the end!)

Peter: My writing projects are pulling in a wee more per month than my government salary did. And that’s just with my existing clientele and several word-of-mouth referrals. I haven't even really pushed hard as far as marketing goes. Just my monthly newsletters and a once-a-week round of cold calling. Here’s a list of current projects:

1) Copyedited a book for a S. Florida business consultant. He liked it and contracted me to do another (along with a few letters and a press release). His graphic designer, who I know from the local Chamber, referred me to him.

2) Recurring, quarterly newsletters for two car dealerships. The client, a local ad agency, was referred to me by someone I’d cold emailed about my ezine who forwarded my note to him knowing he was looking for a writer. He’s one of my best clients.

3) Web copy for an international media firm based in Fort Lauderdale. They’ve also contracted for e-newsletters every six weeks to their clientele (based globally) and the CEO has farmed me out to HIS clients for their writing work (case studies and brochures). They're newsletter subscribers, and I'd cold-emailed them.

4) Feature stories for a RE developer's newsletter (referral from the graphic designer).

Interesting S. Florida niche: Several clients have hired me because I’m a native English speaker/writer. Many business leaders here speak English well as a second language, but have trouble writing it, so I make it sound natural to native English-speaking audiences. I'm considering marketing myself specifically to int’l biz organizations as that kind of writing resource. So for writers in cities with a high int’l population, it's definitely a good niche to think about if they haven't already discovered it.

October update: Work has been flowing like water since the summer ended. It's seven months since I left my day job and I'm 2K a year short of matching my former salary. Life is lovely indeed. I'll never go back to a "day job" again.

****************************************

III. MAIN COURSE: BEING A WELL-FED “ELANCE.COM” WRITER?? (Part 2 of 2)

Nomad FLCW Works Online Board for BIG-TIME Success; Yours Truly Eats Crow!

Last month, Houston FLCW (trish@4rmarketing.com, www.4rmarketing.com) shared Part One of a tantalizing vision of running a totally Elance.com-based writing business out of her house, RV, and sailboat. Can you say “quality of life”? True, I’ve never been a fan of online job boards (too much competition drives rates down to nothing). She’s shifted my thinking on this one, but, that said, it’s STILL about setting yourself apart. See full text of Part One at http://www.wellfedwriter.com/ezine/dec2005.html.

SUCCESS IN SWEATPANTS (Part Two)

Short recap: I tested Elance.com as a potential business-building tactic, and it worked far better than expected. It’s been about a year since I set up my company, my business is now well established, and I have a core set of clients who keep the work streaming in.

I reached the top tier in revenue production within six months of signing on to Elance. How? I make it clear that I own a well-established company, that I produce excellent results, and that I take customer service seriously.

Not so different from offline marketing, right? Well, there is a difference. In a virtual setting, the buyer is blind: Your honest face, neat grooming, and clever business card won’t matter. You won’t even get to use your voice, at least at the initial bid stage. A prospect, especially one looking for value rather than price, wants a provider who will get the job done well and on time. You only have your words to convey your professionalism and reliability. Demonstrate reliability, talent and responsiveness, and you're almost there! Here are some specific ways to influence the buyer in your direction:

1) Have a portfolio of writing samples that matches the types of projects you bid on.

2) Spend time crafting “generic” sales copy that clearly and compellingly describes your expertise and qualifications. Open each bid with it, then customize to match the need.

3) Focus your bid on the customer and how you will provide what they need. Save terms and policies for the pre-acceptance phase (after you’ve been awarded the project).

4) Write a good provider profile with complete contact information. It’s amazing how many providers don’t provide email, phone, or address (not a confidence builder).

5) If a prospect communicates with you during the bidding process (and any other time, actually), respond immediately. It will give you a competitive edge. I can’t tell you how many times I’ve been thanked for my prompt responses.

While it’s important to market effectively, it’s also important to set yourself up to succeed. Elance is a never-ending stream of opportunities from all sorts of buyers. Just like a buyer needs confidence in the provider they select, you need some indication that the buyer is going to treat you professionally and ethically. I have found the following tactics help “qualify” a buyer:

a) Pay for the highest level subscription available, so you can bid on the top tier projects.

b) Stay competitive, but don’t underbid. Know what you are worth and stand firm.

c) Convey clear terms and conditions, including communication policies, and obtain the buyer’s approval before you formally accept an award.

d) Create milestones and get them approved before you start work.

e) Don’t start work until you receive a deposit. If you have payments tied to a milestone, don’t continue past that point until you receive payment.

One year after I first started in this direction, I’m no longer in Elance’s top revenue tier. And I have no complaints about that. I have so much “off board” work that I don’t bid as much as I used to, and I’m looking at a six-figure revenue for 2006. It all started with Elance. Literally. Online freelancing may not be everybody’s cup of tea, but it’s been a heck of a brew for me!!

****************************************

IV. DESSERT: Sweet Success Stories and Tips

Amman, Jordan FLCW Says Lucrative SEO Niche Found Her, Urges Specialization

TIP: Cold Calling Book Recommendation (Book Giveaway Alert)

A few months back, got this snippet from Amman, Jordan based FLCW Patricia Skinner (skinner@wellwrittenwords.com, http://www.wellwrittenwords.com, updating me about a new niche that, in her words, “had found her.” I liked the tone enough that I asked for a feature on the subject, which will appear next month. And following that is a book recommendation tip from this month’s “Greens” supplier, Julie Ann Waid. Enjoy!

****************************************

Hello Peter: My writing career was already established, but it wasn't until this past August, that I decided to specialize and declare my niche: SEO copywriting (website content optimized for the search engines). Almost at once, things really took off! Now, barely three months later, I already have a confirmed $55,000 worth of work in hand, with the promise of at least as much again. I'm going to be a busy lady for quite a while to come, and I cannot think of taking on new clients at this point.

****************************************

Hi Peter: I'm in the middle of my first cold-calling campaign, something I have been DREADING. But I have a great book to recommend that got me over the fear of the phone: "I'd Rather Have A Root Canal Than Do Cold Calling," by Shawn Greene. Very breezy and with a nice dash of humor. Whenever I start to freak out (and I do), I start reading a few pages, and I'm ready to go again.

PB Note: I’ve got one free copy to the first email to peter@wellfedwriter.com. But, if you don’t win, check it out on www.amazon.com. Also, I discovered one more copy of Stephan Schiffman’s “Cold Call Techniques That Really Work!” hanging around. Second email gets that. Sorry, only winners will get a reply.

****************************************

V. COFFEE, MINTS AND TOOTHPICKS

- HOLIDAY BUFFET Extended Until 1/15/06!! Reduced Prices on EVERYTHING!

- “The Well-Fed Self-Publisher” Teleseminar CD: New Release!

- Atlanta FLCW Seeks Submissions for Book on Realizing Your Worth as a Writer!

- AWAI Copywriting (& Other) Courses: Register Here, Get 2 Free Bonuses!

- Well-Fed E-Pub Needs All Courses!

- Want Some Well-Fed Business Cards To Spread The Word?

- How Can My Mentoring Service Serve You?

*****************************************

HOLIDAY BUFFET Extended Until 1/15/06!! Reduced Prices on Everything!

Looking for the perfect gift for your favorite writer? Or yourself? Through 1/15/06 (and NOT beyond), I’ve got special pricing on BOTH books, my 6-CD set, teleseminar CDs, and ALL ebooks. Details: www.wellfedwriter.com/holidaybuffet.shtml.

*****************************************

“THE WELL-FED SELF-PUBLISHER” TELESEMINAR CD: NEW RELEASE!!

Pondering self-publishing? In advance of my 2006 release of The Well-Fed Self-Publisher, I delivered a jam-packed teleseminar on 11/8/05. Check out the CD for a VERY low $20 price (w/FREE e-transcript!) at www.wellfedwriter.com/cdwfselfpub.shtml.

*****************************************

FLCW WANTS YOUR STORIES ABOUT REALIZING YOUR WORTH AS A WRITER! Atlanta FLCW Ayana Glaze, www.ayanaglaze.com, is seeking submission for her upcoming book, “Write and Worthy: A Word to the Wise Writer on Owning Professional Value.” After years of writing for crumbs because of low professional worth, Ayana’s feasting on full-course projects. Send your lessons-learned, horror/success stories, and tips for making the writing biz better to ayana@ayanaglaze.com with name, company name, three-sentence bio and URL by February 28, 2006.

*****************************************

AWAI COPYWRITING (& OTHER) COURSES--Register Here, Get 2 FREE Bonuses!

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

*****************************************

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.

*****************************************

WANT SOME WELL-FED BUSINESS CARDS TO SPREAD THE WORD?

Care to share the Well-Fed story with others (friends, writers groups, etc.)? Send mailing address and how many cards (glossy two-sided) you’d like to peter@wellfedwriter.com.

*****************************************

HOW CAN MY MENTORING SERVICE SERVE YOU?

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

*****************************************

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.

*****************************************

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.

*****************************************