I’m now almost four months in to my new business.  As my last post indicated, sometimes business is slow.  But so far, the profits have increased steadily each month.  I am currently the only employee of my professional services business.  I don’t have enough work where I could afford someone full-time, but I might be able to hire a secretary 10-20 hours per week.  What worries me is that I don’t have a large enough sample size in terms of my business.  What if the work dries up?  The last thing I would want is to bring someone in and then later have to let them go because my fledgling business takes a bad turn.

There isn’t enough work yet where I’m incapable of doing everything myself, but I am starting to find it annoying coming in on the weekend to do secretarial and other administrative tasks.  The biggest reasons why I would like to hire someone, however, are as follows:

1) Sometimes people see me as less professional because I do not have a support staff/a secretary/assistant.  My profession is the type where one is expected to have a personal assistant.

2) Sometimes I feel that I could focus more on marketing my business if I didn’t have to spend so much time on administrative tasks.

3) Sometimes I’ll be out of the office for a few hours, and during that time the telephone rings straight to voicemail.  I worry that prospective clients may hang up during that time.  I also worry about not having someone at the base of operations if I need something faxed/emailed to me when I am working remotely.

Another concern for me is the extra red-tape/paperwork involved in having an employee.  It’s a definite downside to not being the sole worker.  I’m also not the best delegator so I worry how productive it would be for me to even have a secretary/assistant.

Finally, I like being solo.  I like that I can do what I want (when I want) without feeling judged.  I’ve worked in enough places to know that even if you are the boss, employees will be looking to you for guidance and direction.  There’s a certain amount of pressure that goes along with that–even though I believe it’s what’s naturally occurring anyway.

The Economy

In this economy, it would be really rewarding for me to be able to provide even a part-time job to another person.  That’s one of the ultimate goals (of mine) for owning a business.  But because the economy is so bad, I also don’t want to have to let someone go if my business slows down.  Finally, all my instincts are those of a boot-strapper, working hard to build up something from nothing.  It terrifies me to increase the expenses right now, so early in a business and when I’m trying to keep expenses to a minimum.

Conclusion

I know there’s not enough information about my specific business to ask your advice, but I would love to hear your thoughts on when a business knows it’s time to expand.  When is the time to bring in a new employee?  As always, your thoughts are greatly appreciated and personal stories are always welcomed as well.

 

 

How To Start A Successful Freelance Writing Business

Introduction

There are many reasons to blog besides making money. Some

people blog as a form of online journal. Other people blog to meet

new people, or to show their passion for a specific activity or product.

You will find some people who say it is improper—perhaps even

immoral to make money off of a blog. But any serious blogger knows

that the time, commitment, and monetary sources put into creating a

successful blog deserve some type of financial restitution.

Once a blogger decides they want to make money—the next

question is, how? While many people start their blogs to promote

their services or products, many other bloggers have no clear path to

monetization. Some blogs simply lack a solid business plan. To be

brutally honest, some blogs are nearly immune to a workable

business plan.

The internet is full of people making huge claims. After all, that

is what usually draws the most attention. This post will not make

any such claims. Freelance writing is in many ways the least passive

of incomes. You will never make a “quick million” as a freelance

writer. It is a tough job—a job where you make money doing what

other people do not want to, or cannot do.

That said, how great would it be to make money writing? For someone

who is passionate about writing, there are few better feelings than

being paid to hone your craft.

Too often us writers focus on ivory tower ideas like becoming

the next great novelist. Freelance writing will likely not be a path

toward writing fame or glory. But you may be able to make a decent

living working for yourself as a freelance writer. If you want to keep

your day job—which I recommend when you are first starting out— (I

still keep my day-job), then with the tools in this post you should

be able to earn at least a low five-figure side-income. You have to be able

to hustle. You have to be willing to sell. And you have to be a

talented writer (ideally—no cruel comments about my writing, please!).

Although there are few barriers to entry, not

everyone will possess the talent to be paid for their words.

If you have the talent and drive, and if you are struggling to

otherwise make money off freelance writing, then this is the post for you.

This post will cover the basics of turning your blog into a

successful freelance business.

About this Post

This book has three specific sections.  It was originally released on my old website as a free e-book.  I no longer have my website, so I figured this would benefit the Experiglot crowd.   I have tried to keep the

post minimalistic and short. Sometimes I will refer to this post as the “book” as it was once an e-book.  Please just ignore that, although I have done some editing.

You should be able to read this in

half an hour to an hour. It’s only 4,000 words or about 20 pages.

The first section of the post defines freelance work and

describes the life of a freelance writer. It also provides some history

on freelance writing. This section asks if freelance writing is for you.

The second section of the post discusses the practical

considerations of starting a freelance business. What equipment and

supplies do you need? How do you find clients? How do you convert

your blog into a successful freelance career? Should you advertise?

What types of assignments do freelance writers take on? And how

focused should your niche be? These are some of the topics discussed

in section 2—which provides the nuts and bolts of a freelance writing

career and how to convert your blog into a successful freelance

writing business.

The third and final section of this post provides an overview of

my freelance writing rules to live by. This section discusses some do’s

and don’ts that I have learned thus far as a freelance writer. This

section also explains how freelance writing is different from blogging.

E-Book Chapters

Section I – Freelance Writing Overview

1. A (VERY) Brief History of Freelance Writing.

2. Can You Be a Freelance Writer?

3. Should You Be a Freelance Writer?

4. The Day in the Life of a Freelance Writer

5. What Can You Expect as a Freelance Writer?

Section 2 – Day-to Day Freelance Operations

6. What supplies and Equipment Do You Need?

7. How Much Should You Charge?

8. What Should Your Business Blog Say About You?

9. How Can You Convert Your Blog Into a Freelance

Business?

10. The Role of a Freelance Writer.

11. To Niche or Not to Niche.

12. The Business of Freelance.

Section 3 – The Do’s and Don’t of Freelance

13. The Do’s and Don’t of Freelance

Conclusion

SECTION I – FREELANCE WRITING OVERVIEW

Chapter 1: A (VERY) Brief History of Freelance Writing

Freelance writing has, in some way, shape or form, been around for

centuries—perhaps ever since there was written communication.

During the 19th century, many writers such as Charles Dickens

published their novels in sections in local newspapers, one chapter at

a time.

So, if anyone questions the life of a freelance writer, remember the

proud tradition that you are now attempting to become a part of.

Chapter 2: Can You Be a Freelance Writer?

To quote Bluto in Animal House, “Why not!” Freelance writing is an

easy field to enter. You just need to have one connection willing to

pay you to do their writing for them, and you’re already on your way

to a freelance writing business. To be successful as a freelance writer,

however, there are certain attributes or skills you should possess.

Attributes

-Hardworking.

-Passionate about writing.

-Able to accept criticism. (My biggest weakness).

-Detail-oriented

-Passionate

Skills

-Talented writer.

– Technologically savvy.

-Solid researcher.

-Good Marketer.

-Strong Business Sense.

Just because basically anyone can start a freelance writing business

doesn’t mean that they should. A low barrier of entry, unfortunately,

means that many people who are not serious about writing attempt to

enter the field. This makes it difficult for prospective clients to make

hiring decisions. It also negatively affects the pay scale… for

everyone.

If you’re a successful blogger then you should have what it takes to be

a successful freelance writer. There is so much overlap between the

two that it is not even worth analyzing. That said, if you

have ever guest-posted for another site, then you know there is a

difference between writing for yourself and writing for someone else.

If you’re a blogger, however, then you can probably convert those

skills into a successful freelance writing business.

Chapter 3: Should You Be a Freelance Writer?

Can and should are, of course, two different things. It is difficult

finding clients in the beginning of a freelance writing career. I’ve never had this problem, but I read it is sometimes difficult getting

clients to pay the amount due. It can be difficult charging a high

enough salary to earn a decent living wage and have time to find a

work-life balance all the while writing quality posts handed in prior to

every deadline. Remember that your reputation is all you have as a

freelance writer…and in life.

If you can’t earn a sufficient salary through your freelance writing

endeavors then please, hold on to your day job. If you don’t have

anything to add, then please don’t write just to try and earn a buck.

 You will give freelancers a bad name—even

if you have all the talent in the world. It is rare in life that we excel at

things we are not passionate about. If you can marry talent and

passion, then you may have something.

Chapter 4: The Day in the Life of a Freelance Writer

I maintain a busy schedule because I have a day-job that takes up 40-

65 hours per week. How do I accomplish this? It’s probably only because I don’t have any kids.

A lot of your scheduling depends on how efficiently and quickly you

work.

Remember that just because you work 8 hours doesn’t mean you’re

going to bill for eight hours. You might end up billing for only one or

two. There are days where I will work five or six hours without

having a billable hour to show for it because I was marketing, etc.

Chapter 5: What Can You Expect as a Freelance Writer?

Expect even your personal blog’s writing to be more heavily criticized.

Expect clients who will be easy to work with and who will love your

work and then also anticipate clients who will not be so enamored. Expect

to have self-doubt and minor triumphs. Don’t expect to make it rich

as a freelance writer.

Do expect your writing to improve. Do expect to get a better feel for

small business management. Do expect to wish you could spend

more time simply writing rather than doing administrative or social

networking tasks. Expect the business side of freelance writing to

take up as much time as writing.

Expect to be upset. Expect to be happy. Expect the unexpected. That

is what freelance writing is like for me, and should you take on the

challenge, that’s probably what it will be like for you as well.  Because freelance writing is my side-business, my experience is in some ways better and in other ways worse than the full-time freelancer.

Chapter 6: What Supplies and Equipment Do You Need?

The below list is assuming you are going to be a full-time freelance writer.  It’s meant as a guide rather than a rule, the less you spend the quicker you’ll be able to turn a profit, and until you get a steady flow of clients it’s particularly important to minimize expenditures.

1. Computer – I prefer Mac laptops. ($500-$1,500) — Although

most people have a computer anyway. If you’re already a blogger

then you almost definitely already have a computer.

2. Office Supplies – pens, paper, stapler, staples, ink, etc. ($50-$150)

3. Printer. ($50-$200) (Again, most people already have a printer).

4. Scanner. ($50-$150)

5. Fax Machine. ($50-$150) (Note you can get all-in-one

printers/scanners/fax machines).

6. Internet. ($10-$45 per month). (Unless you’re satisfied going to

the public library, a coffee shop, or stealing it from a neighbor (j/k).

7. Dedicated business telephone line. $10-$50 per month)

8. Books – I personally like to have a few books on writing,

copywriting, etc., and inspiration lying around in case I ever get

stuck—which is more often than I would care to admit. This can be

particularly helpful when brainstorming ideas for headlines. ($1-$100

or more).

9. Calendar – online and off-line is ideal– all those deadlines start to

blur together real fast without a calendar. ($0-$100).

10. Filing cabinet, files, etc. – I create a file for each client. I will add

to that file each client’s likes and dislikes, the date hired, who referred

me the client, how often I am to post, etc. I also make a 3×5 card with

the login information for each client. ($50-$300).

11. Office – When you’re just starting out a home-office is more than

ideal. Even most well-established freelance writers use a home office.

I love my home office. Just make sure you have a dedicated home

office where life will not interfere too often with work. Hint: Talk to

an accountant about possible tax benefits of a home office. ($0-

$1500 per month)

12. Insurance/tax information/legal formation information – Get

your experts in line and remember that you are the owner now–

nobody will be taking care of these things but you. ($100-$500, or

more).

13. Invoicing – I just do my invoicing through Pay Pal. ($5-$40 per

month).

14. Other software – logo design, Word, quickbooks, invoicing, email

marketing, some or all of these will be necessary with time. ($0-

$250).

15. Website/blog. ($10-$30 per month).

16. Business cards and stationary. ($25-$75).

If you have some or all of the above then you should be well on your

way to having everything you need to start a freelance writing

business.

The great thing about starting a freelance writing business is that it

requires much less seed money than most other businesses.

SECTION II: DAY-TO-DAY FREELANCE OPERATIONS

Chapter 7 How much should you charge?

It seems like the standard price you’ll be able to command when

you’re first starting out as a freelance writer is $20-$25 per post. I

personally believe there are better ways to spend your time than

writing posts for $20-$25, but when you’re first starting out there might not be other options.

If you can use the experience, then perhaps you should take on a

lower-paying project; but otherwise, it may be more lucrative to focus

on press releases, sales letters, web copy, e-books, or my personal

favorite: pillar blog posts.

Beware some of these lines you are likely to hear from prospective

clients:

1) “We want a free post to see if you’re talented enough to hire.”

2) “We don’t pay much, but the work is consistent.” (oh great,

consistently poor-paying work).

3) “We’re a startup so we can’t pay much now, but later on……”

(later on we’ll be bankrupt and our business dissolved, more

times than not).

Remember that as a full-time freelance writer, it’s up to you to pay

your company’s overhead. That may include your own health

insurance or that of your family.

Remember that you will get stiffed on bills from time to time. If

you’re serious about this as a business then you’re going to have to

stand firm and seek out higher paying clients or admit it’s not a viable

business at this time.

Chapter 8: What Should Your Business’s Blog Say About

You?

Your readers online won’t know if you’re a great person offline. They

will only be able to judge you by what your words say about you. So,

what are your words saying about you? Are your word choices sloppy

or your grammar filled with mistakes? That says something about

you. Grammar is the hardest thing for me as a freelance writer. It is

my Achilles heel, so to speak. That says something about me, and

when I am working for clients I make sure my wife double checks my

work and that I personally go over it four to five times. I read

grammar books constantly to try and improve. And I was an English

major!

It would be nice if grammar and punctuation were everything, but there’s plenty more involved.

I take some solace in knowing that everyone who has ever called me

out on grammar has also made mistakes on their own site. But that is

little solace indeed.

Your online image, however, goes beyond fundamentals such as

grammar or writing technique. People will also infer who you are

based upon your writing. Do you come across as a snob or a jerk? Or

do you instead come across as a confident and intelligent person–and thus–as

someone you would want to hire and work with? This is as important

as your writing, and something I too need to spend more time

working on.

When you write, you have a voice, whether you think so or not. So

the best thing to do is: think of it….at all times.

Chapter 9: How Can You Convert Your Blog Into a

Freelance Writing Business

If you have a successful blog then you’re probably a talented writer.

You likely know how to write sophisticated sentences that have an air of

mystery, but are also informative. You have a great “writer’s voice.”

If you are complimented often (by people besides friends/family) on

your blog posts, then you’re probably a good writer.

The trick is to put the word out that you are willing to perform writing

services for other blogs. There are several ways to promote your

service.

Guest Posts

Write a great guest post. After the blog owner gives it the go ahead,

mention that you are available for freelance work.

Find Out Who Is Hiring/Cold-Emailing

Not all bloggers can afford to pay a talented freelance writer. I

can’t on my own blogs because I make most of my money by

writing. The bigger blogs generally do some freelance hiring.

Advertising

Advertising is generally not that effective when you’re first starting

out, but perhaps this is something to consider if you ever look to

expand your shop.

Create A Separate Website

Letting the word out on your own website will never be as effective as

having your own freelance writing home. My website,

never brought in much business and I’ve now gotten rid of it entirely, but it did when I was taking on new clients

solidify my role as a legitimate freelance writer. If people are on the

fence then my site might have sealed the deal, even if it isn’t that great of an

independent lead generator.

Word of Mouth/Referrals

This is one of the basic techniques in almost any business. And still

one of the most effective.

Press Releases.

Chapter 10: The Role of a Freelance Writer

Your role is simple: to make your clients happy. In my opinion it’s

also to try and steer your clients in the right direction if they are going

off-course. Ultimately, it’s up to you how you wish to run your business.

I also want to note here that you can’t be all things to all people. Try

and focus on a few things and become great at them. When I first

started I even offered to make logos as part of my business. Anyone

who saw my former site knows that while I can make logos, there are

much better options out there than me if you need that service. You

lose credibility for the services you truly excel at if you also attempt to

perform (or even offer) services that are not really in your realm of

expertise.

Chapter 11- To Niche or Not to Niche

Although it may seem counterproductive or even against common

sense, it is better to “specialize” in 1-3 niches rather than to write

about everything. Although I’m open to writing across a widespectrum

of subjects, my clients tended to come to me for personal

finance.  This helps generate like-minded referrals and

allows you to be the first person that springs to your client’s or

prospective client’s minds when the need arises for a writer in your

particular niche.

You may turn away some business in the beginning, but long-term

you should make more money by focusing on a niche. It goes without

saying that you can eventually command a larger fee if you become

entrenched in a niche.

Chapter 12 – The Business of Freelance

Never forget that freelance is a business. It may be your sole source

of income for your house. This means sometimes you have to put

your own projects on the backburner to make sure you help make

your client’s dreams come true.

Keep track of the jobs you perform so you can bill accordingly. Do

not allow yourself to “get stiffed.” Part of being a freelance writer is

sometimes taking on the role of collection expert. That’s just the

nature of the job. (Hint: make sure your collection practices are

inside the letter of the law).

I recommend seeking proper legal and/or accounting advice prior to

undertaking any business venture. You may be able to write off your

home-office. You may be able to deduct certain business expenses.

And you may be required to file certain paperwork with the state or

county prior to starting a business. Consider how you will deal with potential liability

and insurance issues.

Remember also that you will not receive health insurance or many other

benefits that traditional employees receive. You are a lone-wolf as a

freelance writer, and you may always be that way. Just because you

can work in your boxers doesn’t mean your job isn’t serious.

As stated throughout this section, freelance writing is a business. You

get into freelance writing because you love writing. But you put food

on your table through solid business practices. You need to make

sure you do you take proper business registration and tax

preparations. You need to make sure you keep track of your

invoicing. Again, sometimes you will play the never fun role of debt

collector. Don’t suffer fools and don’t be taken advantage of. If you

did the work then you deserve to get paid.

Again, because I can’t emphasize this enough, make sure you look

into the laws of your jurisdiction and/or speak with appropriate

experts (including an accountant or attorney) to see about your taxes

and business registration. In most states it is not overly expensive to

start a business. There are many different types of business

formations including sole proprietorships and limited liability

companies. An expert will be able to assist you in choosing the proper

form of business for your company.

It is great to get paid as a writer. Make sure you’re getting paid. Make

sure you pay attention to the business side of freelance writing as well

as the creative side. If you do that you will likely find your freelance

writing career to be more lucrative than you ever imagined.

Section III – THE DO’S AND DON’T OF FREELANCE

Chapter 13 – The Do’s and Don’t of Freelance

a) Do: Consider freelance writing.

b) Don’t: Try to be everything to everyone.

a) Do: Seek the assistance of an appropriate business professional

such as an accountant or an attorney.

b) Don’t: Assume your business is so small it doesn’t have to follow

proper procedure.

a) Do: Demand a fair wage.

b) Don’t: Be afraid to ask for money you’re owed from clients.

a) Do: Initially consider almost any job.

b) Don’t: Take low paying jobs or jobs you’re not comfortable with.

a) Do: Fire your clients if it’s not working out.

b) Don’t: Be a jerk about it or burn bridges.

a) Do: Consider having your own website.

b) Don’t: Let it be an eyesore like mine was!

a) Do: Consider starting out part-time as a freelance writer.

b) Don’t: Let the freelance work interfere with your main source of

income or quit your job before you can afford to live off your

freelance salary.

a) Do: Go after clients aggressively but respectfully, even when

you’re first starting out.

b)Don’t: lose hope if the clients trickle in at the beginning.

a) Do: Try and convert your blog into a freelance writing

business….

b) Don’t take that advice if none of this seems appealing to you.

a) Do: Try and learn everything you can about blogging, writing,

and freelance work. I was helped by reading so many great blogs and websites such as the Financial Blogger, Problogger,

CopyBlogger and Daily Blog Tips.

b) Don’t:   Rely upon only one source of information.

Conclusion

Hopefully you have found this e-book helpful as you consider starting

a freelance writing business. It won’t be easy when you are first

starting out, but if you can make the adjustments and find some

clients to develop a decent portfolio with, then with time you may

have to start turning clients away.

If you’re already a successful blogger, then along with this post the

transition should be easy. If not, just make sure you’re ready for a bit

of a learning curve. Anything worth doing is worth learning inside

and out, and doing it right.

Best of luck as you begin your freelance career!

 

I tend to write about what’s going on in my life.  For that reason, right now I’m constantly writing about my new business.  I apologize.

As you regular readers of this blog know, I’ve already had to battle higher than expected start-up costs, knowledge gaps now that I have no support staff, and the expected self-doubt.

Yet, the hardest part of starting your own business is finding clients.  As a late twenty-something professional who went “off on my own” without one single client, it was this worry more than  any other that kept me up all night–and it is this worry that continues to keep me up at night even now, despite my finding some initial success.  When I talk to my friends about the possibility of their starting their own practice one day, they always say the same thing: “I couldn’t do it.  How would I find clients?”

I don’t profess to be a master at “rainmaking,” but here are some of the methods I have so far used to try and obtain clients, and the rate of success I have had with each.  I have also rated each on a 1-10 scale, with 10 being the highest, based upon time involvement, cash outlay, and overall effectiveness (and based only upon my own experiences).

1. Traditional Advertising – Advertising is difficult when you’re just starting out in a new business.  It’s a low-time/high cost option, but most new business owners have more time than money.  That said, I’ve tried to advertise here and there.  It’s nothing that would excite Don Draper, but I figured a church bulletin here and a community college student newspaper there couldn’t hurt.  Or could it?

Time Involvement: 3     Cash Outlay: 9      Effectiveness: 1

For me, I have yet to find a client from advertising.  I suspect the advertising may help with visibility and that it takes several steps from knowledge to trust to purchase, but thus far this has been a big black whole of an expense to my fledgling business.  As I sell high-priced professional services, perhaps advertising is less persuasive for my type of business.

2. Direct Mailings – Direct mailings can be effective, but it’s important to have a narrow target.  Simply sending out a notice to everyone in your town may not be the most effective direct mailing method.  An offer of a free consultation or some other “freebie” will assist in raising your direct mailing rate of return beyond the traditional 1%.  Unfortunately, the cost of postage and the time spent in personally creating the mailings can be prohibitive.

Time Involvement – 7     Cash Outlay – 6    Effectiveness –  5

3. Referrals  – The goal for any professional service provider is to create a referral based business.  Referrals will be more likely to contact you and to then purchase your service.  They are also more likely to treat you both with respect and in a professional manner.  Although developing a referral system can be difficult, particularly in the beginning, it will likely be the lifeblood of any successful professional services business.

Some ways to find referrals are to utilize your natural network and to also try and get involved both within and outside your industry (think local Chamber of Commerce, local associations, church groups, rotary club, whatever interests you).  Just remember to give more than you get and to not join anything just to try and find referrals.  People will see through that.  I also like going to lunch or coffee with people and trying to develop friendships.  If they ultimately pay off with referrals or mutually beneficial business relationships, then that is all the better.  The large majority of my clients have thus far come through referrals.

Time Involvement – 8      Cash Outlay – 4     Effectiveness – 9

4.  Internet Presence/Blogging 

As you’ve no doubt heard, today more than ever, people are turning to the internet to find EVERYTHING.  If you’re in an industry that has been slow to move online, then you might be able to effectively utilize search engine optimization at little or no cost.  Unfortunately, my geographic location and profession have made it difficult to rank in Google thus far.  I’ve had a few clients find me through the internet, but the quality of those clients sometimes leaves much to be desired.  That said, I know some people who are making a ton of money from their websites and blogs.  But as I am basing my rankings upon my own personal experience:

Time Involvement – 9     Cash Outlay  – 4     Effectiveness –  5

5.  Speeches, Articles, Public Relations 

As a professional, if you are seen as an expert within your field then that is more than 1/2 the battle.  Writing newspaper columns, articles for trade publications, and/or giving speeches are just a few of the ways to show your expertise.  They can also be tough to come by early in your career.

Time Involvement – 7    Cash Outlay  – 1      Effectiveness   – 8

Conclusion 

For anyone who has started a business, how do my experiences mesh with your own?  What is your best method for finding clients as a professional/provider of services?

 

 

 

 

 

I can now officially say I have been in business for myself, one month.  Although that’s such a small period of time for any business, I thought I would review some of the things I’ve learned thus far.

As you know, just over a month ago I “quit the rat race” to start my own business.  I took $5,000 of my savings (it eventually turned into more than $7,000) as start-up costs.  Then I just went after it, and worked towards building my business 100% of my waking hours.  I’m both exhausted and exhilarated–as they say, it doesn’t feel like work when you’re building something all your own.

My first few days as a “business owner” were spent as a furniture builder, a marketing student, and a telephone harasser of various venders.  I was lucky to procure great office space from a friend, which enabled me to transition faster than expected.

Get Over Your Issues With Money

The toughest part of being the owner of a business offering professional services, is that you have to believe in what you’re offering. Early on, there have been many instances where clients have tried to haggle me on prices.  I sometimes have a self-defeating tendency towards money, but I have to date fought it off.

I believe that I get to pick my own charities.  I also believe that if I do not hold firm, I will myself become a charity.  This is sometimes easier said than done, particularly because so many people are hurting right now financially.  As the saying goes, however: “It’s better to not work, and not get paid.  Than to work, and to not get paid.”

My firm pricing is a great way to separate true prospective clients from pretenders.  That said, I’ve also done some free or charitable work.

Maybe You Should Charge More 

It may seem counterintuitive, but sometimes charging more can help attract clients.  In the first few days of my business, I was offering just about the lowest price in town.  Unfortunately, this wasn’t helping me close deals with prospective clients.  The only clients it was helping me with were the clients I least wanted to work with–those who only cared about price.  (and thus, those most likely to stiff me later on).

A mentor-type figure suggested that my price was too low.  He said that people might be suspicious by how low my price was. Again, this was likely just me having my own issues with money.

I raised the price so that it was more in line with market expectations.  Thereafter, I have been signing up a much higher percentage of prospective clients.  Although this advice may not work with every industry, in mine it appears there is a feeling amongst clients that you only get what you pay for.

Don’t Panic 

This is easier said than done.  It’s something I have to tell myself every day hour.  When you first start a business, the telephone won’t be ringing off the hook.  There will be days where you don’t make any money.  There will be weeks, months, and maybe even a year or two where you simply break even or even lose money.  If you’re like me, you’ll already know this in your heart.  And yet, if you’re like me, you’ll still feel waves of self-pity and self-doubt.  Leaving behind a comfortable and steady paycheck for an uncertain future is not easy to do.  Even the most successful of businesses have lulls or quiet spells.  Learning to “maintain,” mentally, can be the difference between success and failure in a new business.

But Be ProActive 

There’s a difference between maintaining a cool confidence and simply not pushing hard enough.  If you don’t have any clients, then your time should be spent finding clients.  You may have to spend some money, and make advertising, direct mailing, and other marketing attempts.  A press release and/or a “grand opening” celebration may help get the word out.  And don’t forget to rely upon your natural network of friends, former colleagues, and family members.

Common Sense

There are certain things we’ve all heard so many times that they are cliched.  These old standards have been overplayed more than Jay-Z’s “New York,” and yet should be obeyed.  I recently learned firsthand that the reward for “not burning bridges,” with your former employer really can be referrals.  Having a “solid business plan” and adequate startup capital are necessary to success.  Don’t forget the basics, even as you push towards new and creative solutions.  And don’t forget to call on friends or mentors when you’re feeling down or need advice.

Conclusion 

The revenue for my first month was much higher than I ever expected.  It didn’t match the $7,000.00 I spent in startup costs, but most of those costs are one-time or once a year expenses.  If my revenue stays the same moving forward, I should be well on my way to a successful business.  So far, I’m loving every second that I’m out of “the Rat Race.”

Who hasn’t wasted most of their time on a headache.

Who needs it?

One of my mentors always said that turning away the wrong types of clients was just as important as retaining the right types of clients.  When you are new to a business, however, saying “no” to the wrong types of clients can understandably be very difficult.

However, as I have embarked on FreelancePF and now my “full-time” business, my mentor’s advice has never before been so important.

All of us only have so much time in the day.  We should do our best to spend that time being as productive as possible.  When we work for the right types of clients, it makes our work and our lives more fulfilling.  It also allows us to come closer to obtaining greatness.  Turning away the wrong type of work is not only good for your soul, it may also be good for your bottom line.  How? Let’s explore a little further.

You Should Be Just As Selective of Clients as They are in Selecting You

You see, in my former day job, I was forced to take every client the powers that be gave me.  Truth be told, in that scenario I was grateful for even the most difficult clients, because  in most cases, without difficult clients bosses wouldn’t need associates in the first place.

However, when I started FreelancePF, I began to see things differently.  As the boss, that meant that I got to decide which clients and which projects I was willing to take on, and which I should pass on.  Some might even say I’m difficult to work with.  I think I perform solid–and yes sometimes even spectacular work–for a fair price.  If that price is called into question, or if people begin to focus on being nitpickers about issues aside from my writing (such as what types of images I put into the post), then I tend to walk and never look back.

Every self-employed worker has the ability to be selective, and focus on attracting and maintaining relationships with the best clients.

New, But Still Selective

Perhaps because of my day job I can afford to be even more choosy than most freelance entrepreneurs, but this is an idea every self-employed individual should consider.   Now that I have my own full-time business, I maintain that spirit.   As my mentor also used to say: “Sure you appreciate the clients hiring you, but remember that they are not solely doing you a favor.  You have something to offer them as well…if you take on a client then you have to give them 100% effort.  Their dreams become your dreams.  So you see, it is very important to make sure you only take on the right types of clients.”

This explains why it is not personal if I turn down a job.  The fact is, there is only so much time.  I need to work with people who have money to pay.  Who are wiling to pay my fair market rate.  And who allow me some creative license.

I could take on a ton of work, but would it really help my bottom line doing frustrating work, or work for clients who would likely stiff me?   I would rather be selective so that the quality of work does not suffer.  I want to focus on projects and clients that I really believe in and work that I find inspiring or challenging.

So far I have been very lucky to be offered a lot of work that fits this criteria.  I have also turned down a few projects for one reason or another.  I have walked away from many others.  Although I run the risk of being labeled abrasive, that is the cost of sticking to my ideals.

Of course, you can never have enough of the “right” clients, so it’s important to keep finding new ways to market to them, and to target them in the first place.

Now, most potential clients that come your way fall into a “gray area”, where you might not be sure whether to take the client on or not.  Those are the difficult choices.  However, some clients come to you and are instantly recognizable as “right” or wrong.”  For instance, there are certain client situations I have made it a rule to always avoid.  These include situations such as:

The Wrong Types of Clients

1) Found You In Strange Ways.

2) Work you are not qualified to perform.

3) Work you do not have enough time to complete while still providing the best quality services.

4) Clients looking to not pay fair market value, or only focused on price.  .

5) Projects where the client may be a risk to not pay for work performed.

Instead, I have been able to work for the right types of clients and be involved with clients who:

The Right Types of Clients

These clients:

1) Stimulate my intellectual curiosity;

2) Offer me work I can knock out of the ballpark for them;

3) Never put me in situations where I feel uncomfortable.

4) Are appreciative of my work, recognize the extra work I put in, and offer me referrals.

5) Are clients I respect and in many cases with freelance work, are people who I respected even prior to my being retained to work for them.

Conclusion

A lot of the business success comes down to confidence.  Truth be told, almost every success or failure in life comes down to confidence.

If you are a hardworking, trained and talented professional/company, then there is no reason not to believe in the product or service that you are selling, particularly because in many ways that product is likely to be you.

It then immediately follows that if you are in fact dedicated, talented, and hardworking, that you should not suffer the “wrong types of clients,” but rather enjoy the benefits of a mutually beneficial relationship with the “right” types of clients.

This will allow you to have piece of mind.  It will allow you to focus on enhancing your skills and building your business.  More importantly, it will allow you more time to devote to the “right” types of clients.  That is a win-win for everyone involved.

Anybody agree, disagree?  Any real life examples of this principle?