As writers we do not need to apologize for wanting to make money from our writing – this should be our goal. We do this by giving editors what they want. Publishers think in terms of their business and we must think this same way too.
Here is the process we need to follow:
1. Generate leads. Writers have it easy here because many sources exist including staples like Writers Market books. Go beyond this however to find smaller publishers where there is not as much competition. Any reference librarian can help with the other lists of various publishers.
2. Qualify the prospect. Do the contacts via telephone because there is less competition this way. Get through to the editor/decision maker and be persistent. Editors would rather talk to you than wade through a slush pile. Fax your samples right away after asking permission and include your short bio and credits. Make it easy for them to say yes. Be sure to follow-up within a week if you don’t hear back to again separate you from the crowd who isn’t doing this. Phone companies offer cheap rate deals that makes calling cheaper than postage and includes the faxes.
3. Present. Have a short pitch to use." Hi Bill, I’m John Smith and I’m a freelance writer. I write for the trades and business publications. Do you have any interest in a freelancer?" Tailor this to your writing and needs.
4. Close. This last question above is an offer to close the sale. A sale is made between the first and third close question. If offering a specific product (article etc.) offer that. If the first answer if no, ask what are you looking for? Then supply that service or product. Editors want our services and products so give them the opportunity to say yes.
5. Contracts. If you get a written contract from a publisher it will be in their favor so don’t be afraid to negotiate. Writer’s rates have declined over the years because writers don’t value their work enough and are afraid to negotiate. Some rates have not changed since the 1960’s so in effect are down 80% in purchasing power. Some publications make $125 a word in advertising yet pay writers only a dollar a word. There is room for negotiation.
There is a Seattle Freelancers group that meets on Tuesdays. For more information on Carol and freelancing, contact her at bellemann@hotmail.com.