Freelancer 101
Five tips for building a successful business gleaned from 16 years as a freelance writer.
Photo by Eean Chen on Unsplash
I got the courage to strike out on my own as a freelancer after I got laid off from my IT job at a Chicago ad agency in December of 2004. I was in the middle of an epic mid-life crisis and so hanging with a group of wild ass artists, photographers, musicians, and (use your imagination), all of whom were hustling on their own account and making ends meet, though barely.
I thought, “Wow, if they can do it, I bet can too.”
I started hanging out on some technology forums and going to networking meetings. Within a few weeks, I’d picked up a user manual for a community grants database at a local bank. That led to some copy writing for a manufacturer of refractory materials (complex and fascinating), and then a friend I met at a networking event made a referral that led to a nine-month long gig writing Sarbanes Oxley policies and procedures (IT and accounting) for a consulting company, for more money than I’d ever made in my life.
The full time assignment paid amazing but not only was it fork in the eye boring it also killed my freelance pipeline. While figuring out my next steps I went to work at a boutique PR firm whose owner taught me how to be a professional writer, (i.e., construct cohesive bylined articles and blog posts based on three bullet points and two URLs ) and the rest is history.
It’s not always been a bed of roses but I’m in charge and responsible for whatever happens—bad and good—and that’s just the way I like it.
If you’re laid off or languishing in a W-2 job and considering becoming a freelancer, here is what you need to know.
Decide you are going to be one of the best of the best in your field and work tirelessly to get there—and stay there. Sure, it will make you more attractive to clients. But more importantly, it will allow you to actually hit send on the email carrying that proposal with your ridiculously high fee. (Note: you may break out in a cold sweat or laugh out loud but it’s OK because if you meet the above mentioned best/best criteria, you’ll probably get the job, too.) Advanced tip: Once you get that fee, increase it 10% for the next prospect and keep doing that till someone says no.
Know that your biggest competitor is the person staring back at you in the mirror. That’s the person who wants to give discounts because the client is nice and you don’t want to lose them or insult them or make them feel uncomfortable. Ignore that voice and remind yourself you are the best of the best and the value you deliver to that client is worth every penny of your ridiculously high fee.
Your loose connections are your lifeline. Strive to meet as many people as possible all the time and if there’s any energy there at all make the effort to connect with them on a voice or Zoom call at least once. Everyone loves to “know a guy/gal.” Let that person be you. For example, I just concluded Seth Godin’s Freelancer Workshop and connected with a whole bunch of awesome, high-quality individuals, whom I’m still in contact with offline. One connection I met in 2005 while subscribed to Shankminds led to a series of referrals that have delivered upwards of $300,000 in revenue to date. Put yourself in front of people. You will kiss some frogs, but you also might meet that one connector like I did and ka-ching!
Figure out a way to fish out of your depth and above your pay grade. For example, like and comment on the Substacks written by important people you respect. Don’t know any strangers. If you read something that inspires you, give a genuine compliment. High profile people put their pants on just like you and me! You’d be surprised who writes back!
About three or four times a year, let your network know you exist and have bandwidth. My favorite tactic for this is to write an email that goes like this:
Hi [Friend’s Name],
Just a note to check in. Saw online your new book dropped last month, congratulations! I pushed out the link on Twitter, let me know if there’s any other was I can help. [Basically, two sentences that show you bothered to check up on them and do them a solid. In other words, pay it forward.]
The reason I’m writing is I have a couple slots open for [what your offering is] in Q1 and so if you know anyone looking, please pass me their names and emails and I’ll follow up.
Thanks so much in advance. Questions, let me know.
Best,
[Jane Rockstar]
Business Name
Website
Phone number
All the above stuff should be in your footer so if the contact forwards your email to someone it’s all there. This quick email has delivered a lot of business for me. Please shamelessly steal it. It works.
OK, that’s all for tonight. Email me with questions and I’ll answer them in the next post. (You can remain anonymous if you want.) A rising tide lifts all boats.
xo hb
P.S. If someone from your network sends you some people to contact, do it immediately! Let me know if you want a sample email and I’ll write one and drop it in the comments.
Great point about everyone loving to know that guy/gal. It's a thing and it delivers! Great letter too will be ripping you off, not sorry...! ;)