Monday, March 3, 2008

The 10 Freelance Commandments #10. Make Your Money on the Comeback...

The 10 Freelance Commandments. Everyone has their own set, we'll be exploring mine. Some of these you may have heard before, others I hope you'll be hipped to like that fab new restaurant.

10. Make Your Money on the Comeback.

I recently said this to a client during our first meeting to discuss a project. Normally I don't use language often used in teaching the drug trade, but this client was very cool and caught the joke.

Usually, I charge a consultation fee, however, I let that one slide because I could tell she was a bit tentative and I was confident in my ability to wow her with my ideas for the project. I knew she would be ripe to sign with me and that's what happened.

Sometimes new clients are a little unsure of their need for your services, so you tease them with the first hour consultation. Let them take in your ideas, allow them to enjoy the sensation, dream about what your services can do for them and leave them excited for more. And they'll want to see more.

Depending on the service you offer give them a little luscious sample: like a synopsis of an article with a fantastic lead, or a 100 word blog, a revision of a small section of their Web site. This isn't free work, it's a sample, you know I really don't believe in working for free.

Then, we they want to meet further, want an outline of the project, want to see more - you charge your normal consultation and writing fees. Make your money on the comeback.

When they come to you with another project, you are making your money on the comeback.

When you get a referral from a hooked client, you are making your money on the comeback.

One thing to remember is you don't have to do this with every client. Actually, I recommend you don't. Otherwise you may find yourself in an endless cycle of meetings that don't result in actual paid work. This is just for those interested, but just need that extra little push in the right direction

1 comment:

Amy said...

I like that phrase, although I've never heard it applied to freelance writing. Definitely true though.