2. Create a Project List: Last Friday, I revamped my professional profile on SEO-Article-Writer.com. Instead of just listing the types of writing I do, I created a list of recently completed projects.

This helps to bring in more work because it shows clients your depth and breadth of experience. If you haven’t updated your professional profile in a while, do so. Use specifics where possible, eg, “Blog posts for $500 million/year technology company,” and “Web copy for online $200 million/year sales & marketing firm.”

Getting across to clients that you have worked with large firms immediately says a lot about your abilities as a writer. And, it helps you to command/negotiate higher rates as well.

Funny Story: I actually had one prospect write back asking me if I was “real” because my rates didn’t reflect my abilities. He actually wrote me the following:

Your educational experience is impressive. . . .at $45 for 300-350 words of original content, I have to ask from what third world country are you drawing these writers? Surely someone such as yourself (if you're no [sic] fictional) who's a Masters candidate in expensive New York City would need higher rates than that to survive.

I replied:

Thanks for your interest in my services. I assure you, I'm a real person -- and so are my writers. Many of the writers I use freelance either full-time or part-time. I used to own an editorial staffing agency in New York , and have been recruiting and outsourcing work to writers (and other creative freelancers) for years.

I don't use third-world writers and if you know anything about SEO, then you know there are writers who will write for as little as $3 per article for 500 words (and many of them are not third world writers, just clueless newbies who are desperate for work).

My rates are not third-world rates -- and neither is the copy. I just charge what I think is a fair rate for excellent copy -- nothing more, nothing less.

While the first email was a little snarky, he had been burned before, writing, “Your rates just seemed too low to be true. I tried someone who wrote for about the same rate and had to rewrite all of her material. . . . I'd love to give you a shot at one of them [client projects] (and hopefully more thereafter if we're happy with your work).”

Because I kept my cool and proved to him that I am indeed “real,” I was able to turn what was initially a chilly reception into a warm one. But, apparently I’m still too cheap! Can’t win’em all J

No Projects to List? FYI, if you’re new and don’t have an extensive project list, just create some strong writing samples. And, every time you complete a project, list it.

3. Create Effective Email Queries: I’m always sending out email queries. It’s how I land most of my new clients (I get a lot of referrals, which I’ll address in a minute). I have three or four that I use practically all the time – because they work.

If you’ve been sending out a lot of queries with little success, it’s time to change your marketing message. Most email queries are too long. They should be short and to the point, with links out to your website for more detail (you do have a website, don’t you?).

I target two groups with my queries – individual website owners and small/medium companies. I have email queries that address the pain points of each group. In marketing speak, a pain point is a client need that you can fulfill. For example, for my smaller clients, it’s time. So, I may start off with a series of questions, eg:

When was the last time you updated your website?

Is it bringing in leads and orders like you had hoped?

Don’t have time to write copy that can drive traffic and increase sales?

If you’re not marketing online, you’re losing money, blah, blah, blah.

Here’s who I am (name), here’s what I do (list of services), contact me to get started today. This is my basic message. Hit a pain point, link to the services you provide that can relieve that pain and move on.

4. Ask for Referrals: One thing that many freelance writers fail to do is actively seek referrals. A quick, simple email to your entire client database once a month or so can change this. Just a simple, “Do you know anyone who can use my services. I’d love to talk to them. Please send me their contact information, or forward mine to them.”

Inevitably, especially if you have provided good service to existing clients, they will refer you to others. I have one “client” who hasn’t even used me for his firm, but he’s referred me twice – and I landed the gig both times.

If you take the advice here, coupled with the more direct marketing strategies discussed in the summer marketing tutorial, you will be primed to bring in more business than you can handle.

Freelance Writing Questions from Readers

In the 8/28 blog post, I asked readers to write in with any questions they wanted me to answer for this tutorial. I received the following questions:

1. Pricing (e.g. what to charge for rush jobs, etc.): I rarely charge a rush fee because usually, I can’t fit in rush projects. But years ago, I used to charge 15% for rush projects. Now, make sure rush is clearly defined so clients don’t think you’re taking advantage of them. Usually, most clients can wait an extra day or two and avoid a rush fee. But, if they’re insistent, 15-20% is standard.

2. Price negotiation- how to negotiate higher rates with existing clients without scaring them away. As I said earlier when discussing negotiation, sometimes, this is just not possible. Some clients will bolt at any price increase.

But, to lessen the chances of them bolting, call it a “standard rate increase,” and give them a timeline as to when it will be implemented. In other words, don’t announce “effectively immediately our rates will change.”

I recently raised rates on one client for a series of blog posts I do for him. But, I gave him almost three months notice to adjust to it and/or to find another writer if he felt that he couldn’t afford it. His response, “I want to stay with you, but I’ll be ordering less.”

Bottom line: When it comes to rate, be prepared to lose the client, but also start targeting higher-paying markets where you don’t compete so much on rate.

3. Avoiding writer burnout (I think most SEO writers need help with this at one time or another). One of the ways to avoid writer burnout is to raise your rates. You will probably make more.

Since I raised my rates from $25 to $35-$50 per article, I’ve gotten fewer orders, but my income has remained steady. And, as witnessed by the snarky email from the potential client above, you’d be surprised that you might be losing clients by charging too little because they don’t think you turn out quality work.

Besides raising rates (my first option for avoid burnout), quote longer deadlines. I usually turn projects around in 2-3 days. But, I tell clients 3-5 days, depending on the project. Trust that most will wait for it, and many even expect it will take that long.

4. I received several, “what should I charge” questions from readers. These are impossible to answer concretely, as they depend on so many factors (eg, experience, niche, deadline, word count, research time, etc.).

So, I’ll just point you to a couple of articles where you can do some additional reading to figure out for yourself what to charge.

The Freelance Writing Rate Debate Rages On

Freelance Writers: How to Stop Competing on Rate & Win as Many Clients as You Can Handle

5. I've really enjoyed some of your recent articles - especially the creating passive income for retirement one (I'm in my 50s!). If I want to create a blog with the aim of making money from it, which blogging platforms would you recommend? With so many to choose from, I'm finding it hard to choose. Am I right in assuming that free sites like blogger.com are not suitable for monetizing?