12 Signs Youre Underselling Your Freelance Writing Services

12 Signs Youre Underselling Your Freelance Writing Services Youre living the dream as a freelance writerexcept its less like a dream and more like a nightmare. Barely scraping by, exhausted, resentful, hating writing even though you used to love it and at one tie thought that this would be the perfect job. What happened? Where did things go wrong? Chances are pretty good that it can be traced back to one simple cause: youre underselling your freelance writing services. Are You Underselling Your Freelance Writing Services? There are 12 signs youre underselling your freelance writing services and you might be surprised at how many you can identify with. If you find one that you know youre guilty of, tweet it and help out your fellow freelance writers. Maybe its time you considered raising your prices. 1. You havent raised your prices in a while. Are you still using those super-competitive 1970s prices? A year or two or five goes by quickly.  Its easy to forget that you need to revisit your pricing and consider upping it to meet current industry levels. You need to make a living in the 21st century, not the 20th. Your prices must reflect that. Of course, maybe you already know this but you hate to inform current clients of price increases because youre afraid to lose them, or dread their response. How do you go about raising prices and setting your minimum acceptable rate? Youll need information. Whats the going rate in your area for what youre doing? How much money do you need to live? What are your business expenses? How much work do you currently have? Is more available? Knowing your clients, how many do you think will go away after a price raise? How many will stay? Once you know the facts (with #4 being an educated guess), uniformly raise your prices to be competitive and contact all of your clients. Be careful about giving one client a deal and not another; word gets around. Consider this strange thought: sometimes higher prices bring you into a new bracket of clients and can actually open doors for you that your lower prices would not. Mistake 1: You havent raised your prices in the past two years. 2. You are overloaded and overwhelmed with work. Youre working more than you ever did andmaking less. You could write a magazine article for $500 or you could write 25 blog posts for $20. While the magazine article will take hard work, it is one project, one client, one deadline, and one (if you want to think of it this way) headache. 25 blog posts means 25 deadlines, 25 clients, and a lot more management time as well as topics you need to write about. Its your choice: take every little low-priced piece of work that comes your way, or draw a line in the sand as a standard that you wont go below and stick by it. And that line? It has to be a livable line, i.e. enough money to live off of with a reasonable amount of time left for enjoying life. Mistake 2: Youre working more, but earning less. 3. Your clients dont even attempt to negotiate. Were not saying you should pick prices that are high enough to make your clients stop breathing when you announce them, but if you notice that your prices dont even make them pause and try to negotiate, maybe youre aiming too low. Negotiation isnt a sign that someone thinks youre trying to rip them off and that they need to get your pricing back in line. Instead, its a sign that they actually want your product, and are willing to do a little work to see if they cant get it on their terms. Negotiation is sometimes the sign of someone sticking around, not someone leaving. Dont set prices low so as to avoid negotiation. Set them higher to be in a better position for it. Mistake 3: Your clients dont attempt to negotiate. 4. Youre satisfied with less money and think exposure will pay the bills. Well sure, money sounds great. But if you lower the bar so that we can only pay you $10 dollars for your magazine article but youll get exposure doesnt raise alarm bells, you arent going to be freelancing for long. Youll be working a regular job and writing on the side. Small (or no) payment writing is often tagged with the promise of exposure. What is the price on that? Can you put exposure in your savings account? Evaluate just how valuable exposure is, and if the exposure a client promises can actually benefit you. Freelance writing will cover many topics. Many of the things youll write about will be wholly unrelated to each other, and to you as a writer. Exposure in that genre doesnt mean much. The clients audience probably doesnt care about you.  Is the audience of this client interested in finding a freelance writer, or are they interested in the topic? If its the latter, they dont care who you are and what you do, and never will. They are the clients fans, not your fans. Dont forget youre the hired pen. The client needs your output, not you personally. Letting their audience know about your output is a nice ego boost, but it wont bring much back to you. That sounds harsh, but when you are earning your living, you dont have time for ego boosts. Rethink how you think about money. Understand the difference between a pittance and a paycheck. Mistake 4: Youll take less money and bank on exposure to pay the bills. Your time has value. Stop giving it away for free. 5. You have yet to equate time with money. Time = money. You have limited time. You determine what that time is worth. If you dont understand this, youll never appreciate how those low-priced freelance projects are actually a loss, and not real income. Youll only make a success out of taking low-paying jobs if you never sleep and have discovered a 30-hour day. For the rest of us, we must look at projects not only in terms of the money, but the time it is going to take us to earn that money and if it is worth it. How much time do you need for your family? How much time do you need for yourself to recharge? How much time do you have available if youre working a part-time job? Its all an equation, and youd better do the calculations because your time is definitely limited. Itd be a shame to trade an hour for $15 when someone else would have given you $50. If you dont understand that time equals money, youll get to know sleep-deprived exhaustion well, and mistake it for earning a living. Mistake 5: You dont equate time with money. 6. You dont think youre an expert. Ever thought anything like this? Im not good enough to write about that. I dont know enough. That other writer probably knows more than I do. No one would care what I had to say. You think youre a fraud. In some ways, expertise is a form of confidence, not knowledge. It is always just beyond our reach, and that means we operate one step out of our comfort zone and have to gather the courage and confidence to project a landing on the other side. Maybe you cant write detailed magazine articles about brain surgery, but you can grab at those topics youd never considered that dont require specialist knowledge. That gap between what you comfortably know, and what you are supposed to produce, is often closed by research, practice, and a proven system involving drafts and editing. Take the small leaps and become an expert when you stick the landing. Thats how you keep growing as a writer. Mistake 6: You dont think youre an expert. 7. You prefer to be safe above anything else. Theres nothing wrong with being safe. Preferring safety above all else, though, means youll grab any low-paying job that floats by. Its money. You need money. Not having money is scary. Its safe to take on anything that brings in money.  Youd never consider turning down a chance to earn money, youd never gamble that something bigger and better is out there, because that is most certainly unsafe. I cant make promises and say that if you refuse the jobs that are priced to low, refuse the almost-free jobs that promise some form of exposure, that the Big One will land in your lap. It might not. Thats why its called a gamble: you sometimes take a chance and turn down those safe choices and set yourself up for the larger opportunities. Youll never land the Big One if you dont plan for it, and that planning wont happen when youre juggling endless low-paying jobs. Mistake 7: You prefer to be safe more than anything. 8. Youre terrified of confrontation. Youd rather do anything–ANYTHING–than deal with confrontation. But you know what negotiation is? Confrontation. And you know what asking for a livable rate is? Confrontation. Youre confronting the clients sincere desire to save money with your sincere desire to make a living. The best thing to do to get over being afraid of confrontation is to confront. You dont have to be aggressive, but letting your freelancing work be ruled by a fear of confrontation turns you into a doormat. Oh, how tempting it is for a client to use that fear of confrontation to get you to write a few extra draft ideas or give us some options or throw in a few hundred more words at the last minute before you get paid. Not all confrontation is angry, but it should be about fairness towards you and the client. And yes, some confrontation might lead to the end of a client account. Accept it and move on. Mistake 8: Youre terrified of confrontation. Learning to say no to clients is terrifying, but will help you get your work-life balance back. 9. The word no has yet to enter your vocabulary. Saying the word no is the only way youll keep your sanity, your health, and your abilities. Saying yes to everyone and every project is definitely going to lead to writer burnout and resentment. No, you dont have to take every project. No, being desperate is not always a good reason. No, you dont have time for that project though that doesnt mean the project isnt worthwhile for someone else. And  yes, its OK to ask to get paid some or all up front. Mistake 9: You dont know how to say no. 10. Your only goal is paying rent. What kind of goal do you have with your writing? Is it merely to cover this months bills, or to pay off debt that controls your life? Hopefully, you have something larger in mind for your lifes work. While you may not want to write down a comprehensive business plan, it certainly helps you to write down what you want to see happen with your writing, and then give it a timeline. For example,  if you have considerable debt or financial obligations that are driving you to take any and all jobs out of desperation, it might not hurt to get a side job for a while. Put debt reduction on the timeline and plan it out so you have an end goal to look forward to as you move on to the next step. Your writing should have a bigger goal than keeping you out of the hangmans noose. Hopefully, you want to achieve something more from your writing, such as being a published author with a book, or having a blog with X amount of daily traffic that you can live off of. Until you are out of the grip of financial terror, you wont even consider such goals and you wont take any steps to choose clients that can help you reach those goals. Youll take whatever you can get before the next bill is due. Your writing deserves to be more than insurance from debtors prison. Mistake 10: Your only goal is paying rent. 11. You are embarrassed to talk about yourself. Humility is in short supply these days, unfortunately, but when it comes to finding work and promoting yourself to a potential client, you need to be able talk about yourself realistically. For some people, talking about themselves, and talking themselves up is natural. But for some artists and writers (myself included), talking about your abilities in even mildly positive terms is very challenging because it feels like bragging. When asked, you dont have to say I am the greatest writer ever! but you should be able to say I have the experience and I can write this for you. If you find yourself quickly getting used to self-promotion, a word of caution: Dont over-promise and find yourself in a mess later because you actually dont have the chops to deliver what you promised. Be honest about what your abilities are. This includes things like: How quickly you can work. How many projects you can manage at once. What topics you are able to write on. Whether you can work with other writers or designers on a project. Technological capabilities. Do you know how youd answer if asked any of these? If not, this is a good time to take stock of what you can do, and be ready to answer confidently. Be confident, not cocky, about yourself. Theres no shame in that. Mistake 11: You are embarrassed to talk about yourself. 12. You think pricing is the only reason clients come back. A low price might be the only reason clients come back if their sole goal is saving a buck. (Do you really want those clients?) You forget that amazing service, fantastic writing, and an overall slice of awesome will trump cheap every time for clients worth your time. When you know you have the skills and the ability to deliver a great product, you can confidently ask for higher rates. And, when you deliver, your clients will have no problem the next time they come back for additional writing services. Clients who come back because you have cheap prices are clients that are going to make your life miserable. They arent there because of what you can do, theyre there because of what they plan to do. Theyre bean counters and are going to wring every last free drop out of you that they can. There is a strange inverse connection between the amount a client pays and the noise level they make. Clients that are at the level where they understand legitimate pricing also are professional enough to not bother or micromanage you. They trust your skills, as a professional. Cheap is cheap.