I’ve talked many times about the importance of prospecting for new clients to keep your pipeline full.
It’s all part of a broader strategy to grow your business and land progressively better (and better-paying) clients.
Because there’s … Read more
We work in a copycat economy.
So it’s gotten harder and harder to differentiate yourself in the market.
It seems like everyone can claim that they’re a great writer. They do excellent work. They deliver on time. … Read more
Every few weeks, someone will ask me whether warm email prospecting still works.
Based on what I hear from freelancers all around the world, in dozens of different target markets, I can tell you this:
Yes, warm … Read more
A discovery call is your first conversation with a prospect. The call where you learn more about what they need.
And the most important element of this call is how you wrap it up.
Because the last … Read more
If you’re good at what you do as a writer, copywriter or marketing consultant, you’ll eventually reach an income ceiling.
People often top at around $12-15K a month when they stick to their existing model.
Fortunately, you … Read more
I recently watched the docuseries “Soundbreaking: Stories from the Cutting Edge of Recorded Music.”
It was fascinating.
And if you love music, I strongly recommend it.
One of the many insights I walked away with was the value … Read more
For years, the first question prospects asked me was “What are your rates?”
This opening question is a drag.
It immediately shows that the client is more interested in your pricing than your expertise. And it puts … Read more
Zig Ziglar was a popular salesperson and motivational speaker for many decades.
He used to tell a powerful story about two railroad workers. And that little anecdote had a big impact on my attitude and work … Read more
Some writers hesitate to reach out to prospects and clients and offer to help with writing projects — especially in today’s environment.
These writers fear they will come across as greedy, insensitive, or out of touch.
If … Read more
I often talk about the importance of prospecting for new clients — even when you’re busy.
And generally, it’s not that hard to do some research and find lists of companies in your target market.
But once … Read more
Writers typically use one of four different pricing models.
Many writers charge by the hour.
Some charge by the word.
Some charge fixed-fees.
And some use value-based pricing.
Each model comes with its own set of challenges.
So which one should … Read more
Getting nothing but radio silence from prospects can be frustrating.
Especially after you’ve had some initial discussions and sent in your proposal.
When you hear nothing back, your self-esteem and confidence can take a hit. And you … Read more
It’s challenging to get work done with everything that’s going on in the world.
Seems like every breaking news alert brings our work to a halt and puts us into an emotional rollercoaster.
But no matter how … Read more
We’ve all heard the expression “you are your biggest asset.”
So why do so many of us feel reluctant to let our personality shine in business?
Maybe it’s because we don’t know how. Or worse, we fear … Read more