don’t be funny about asking for money: I’m answering your questions

freelance money questions resolved

Years ago, ages it seems, I had a job where I had a great deal of control over how much people were paid. I conducted performance reviews, sat in on budget meetings, and fought for comp increases for valuable employees. Even though money in and of itself isn’t the only way to retain employees, it doesn’t hurt to recognize and reward hard work. However, what I started to notice was that the talented women on my team weren’t raising their hand and asking for what I thought they deserved. Their anxiety in broaching the question of title changes and quarterly increases was palpable and I remember at the end of one review me saying, that’s it? That’s all you’re going to ask for? From then on, I made a point of mentoring women to fight for what they deserved. It seems counterintuitive, right? Companies want to keep costs down (especially salary + benefits), and here I was teaching my team how to ask for more. However, it was important to me because only one person in my career taught me how to fight for myself. He taught me to ASK for what was my due. My mentor coached me on salary and benefit negotiations (and contract negotiations, in general). From him I learned about BATNA, and more importantly, I learned how to be assertive and bet on myself. Because, quite honestly, in enrages me that men–when acumen and experience are leveled–make more money than I do.

After my recent Great Depression, I made it my mission to give the people I care about more of the kindness I’d received during those dark months. I passed around resumes, reviewed Statements of Work, and even though I’m not a lawyer I explained the importance of IP and indemnification. I told several of my friends they were underpricing themselves, that they should ask for 50% of the project fee, up front, that they should bill project with an hourly cap because hourly doesn’t always cut it especially for those who have tenure and years of experience.

I scanned Facebook group posts where women were trepidatious when it came to asking for more. After sharing one of my contracts with a few of my friends for reference, it put me to thinking that it behooves all of us to share information and be helpful where we can. It behooves us to price right for the work we do so that we don’t get taken advantage of.

So…I’m here to help. Here’s what I know:

  • How to create air-tight Statements of Work/MSAs (Master Service Agreements)
  • How to price for marketing and writing projects
  • When to use hourly vs. project fee
  • How to negotiate (I’m pretty ruthless)
  • How/when to renegotiate and ask for more

If you have any questions related to the above, drop them in the comments (you can leave a comment anonymously), and I’ll do my best to answer all of them in an upcoming post (or point you to the right resources), and if you see questions and you think you can help, chime in!

Meanwhile, here are some great resources:

 

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freelancer tip: sometimes you shouldn’t fake it (until you make it)

Photo Credit: Death to the Stock Photo

Photo Credit: Death to the Stock Photo

In my line of work I deal with a lot of people who don’t know what they’re talking about. They have an iPhone, a blog, and Warby Parker eyewear, and suddenly they’re a “strategist.” Suddenly they’re parroting a thought-leader’s latest blog post–a geyser of words that, when assembled, means nothing. However, the words sound smart enough to alienate those who are not in the know, so for a time people get by riding the wave of jargon–a language that requires a compass, two dictionaries, and a mime to translate. They ration that they’re a consumer, they have a Facebook account, and they’ve seen brand campaigns online, and magically, poof!, they’re brand architects and social media marketers. Because, as you know, marketing is easy.

You can’t possibly begin to understand how much this frustrates me, and how incompetence not only hurts me but the industry as a whole. I’ve run into a lot of clients who’ve been burned and now they’re skeptical. I’ve come across freelancers who are quick to quote the latest social media stat or blurb from Gary Vaynerchuk, but when when their logic or pedagogical approach are challenged (what’s your methodology? rationale?), they go mute. I’ve seen consultants steal decks and someone else’s work only to manipulate it to a point where the ideas are garbled, the methodology flawed and confusing. I’ve spoken to a host of experienced peers who feel they have to compete on price because the cool kid down the block (shiny object syndrome) can undercut them. Easy.

There are times when it’s appropriate to “fake it”–when you have an existing foundation of real (and by real I don’t mean reading Mashable) experience, and you’re challenging yourself by taking it to the next level through self-education, mentorship (direct/indirect), and learning through experience based on the guardrails and guidance provided by your mentors + team. Sometimes you have to dive into the deep end to see if you can make it out to the other side.

When it’s not appropriate to fake it: you have zero experience in the industry, or you inflate/invent your experience. Let me break this down real slow: there’s a difference between confidence and competence.

Last week, my peers delivered sound advice on breaking into freelance. There are so many ways in which you can make your dream happen without deceiving your clients or using them as a means to pay for your sentimental education. Side hustle during your main hustle. Volunteer. Apprentice with someone who knows what they’re doing–or barter your services so you can learn the fundamentals of your industry while providing a service for someone who needs it. Take classes, online and off. Offer to help out on a project in another department in your place of employment. Take a job in a company and listen and learn and leave when you’re ready to move on. Be humble about what you don’t know, listen and learn.

Because having an active Facebook page does not a strategist make.

If there’s one thing I’ve learned over the course of my career–it’s this: have the confidence to admit that which you don’t know. It’s not about you not knowing, rather it’s about how you go about getting the answers. It’s about how you learn the fundamentals and discipline to make what you’ve learned your own.

want to get into the freelancing game? our roundtable has all the answers!

Photo Credit: Death to the Stock Photo

Photo Credit: Death to the Stock Photo

Can I tell you I’m privileged to have such good people in my life? If you would’ve known me 10, 15 years ago, you would’ve met a paled-down version of me–a woman who was anxious, defiant, focused on quantity over quality. But I guess that’s what happens with age, you come into your own so beautifully and acutely, that people have a tendency to cleave to that which is calm and good.

To that end, imagine my joy to discover that so many of my friends and peers were so generous with their knowledge and time in helping readers of this space get the answers they need should they want to pursue a freelance life. I’m humbled by their generosity, the fact that the time it took to read and respond to your great questions took them away from billable work. So I’m grateful for that, and I think part of being a successful freelancer is to know when you should give your time and to whom.

So thank you, dear readers, for your questions. As I was preparing to chime in with responses, I realized that my peers were so eloquent and so helpful, that I would only be parroting versions of their words. I hope you find value here, or at least inspiration to give of your time and pursue that which you hold dear and love. –FS

Question #1: This is going to be the newbie-est of newbie questions and rather embarrassing to ask, but…how does one start freelancing? In particular, how does one break into freelance copy editing, especially if one does not have many, many years of solid experience in the field? Honestly, I have no idea how to start! My background is mostly in academia, but I am in a situation in which I need to look for employment elsewhere, and I am thinking about freelancing as I navigate my way through the rough seas of job hunting and relocating. Well, thank you, Felicia and everyone else, for offering this great service! –RINE

Lindsey Tramuta: Great question! I would first start small and see if anyone in your immediate network could use copy editing services. If you can seek little projects on the side initially, you’ll build up your portfolio and get more comfortable applying for freelance gigs or connecting with potential employers once you have the experience under your belt. For me, I had an idea that I thought would fit in nicely with a magazine so I asked a friend who had previously written for the magazine if she would be kind enough to share her editor’s email (she was no longer writing for the outlet and didn’t cover the same beat) and she did. That doesn’t work every time but in this case, she opened the door for me, I reached out to the editor and I’ve been writing for them ever since. Also, if you’re looking to actively veer your career in a new direction, make sure you update your close friends and contacts with personalized emails (or phone calls!) so that they know to keep an eye and ear out for opportunities that would fit with your interests.

Amber Katz: My advice is to network beyond belief. Find some people doing what you’d like to do, in this case, freelance copy editing, and email them and ask them if you can take them to coffee for a 20-minute meeting. In the email, ask if a phone call would work if they’re not able to meet up and come to the meeting/call with three questions you’d like answered. Another thing I’d recommend is simply emailing your network and let them know you’re taking on freelance copy editing work if anyone has any leads. You may have to offer your services for a small fee (never for FREE, unless you really don’t have any related experience, in which case you may need to do a project or two gratis) so you can put together a portfolio. Good luck!

Leah Singer: I would suggest doing a few things. First, if you have experience doing copy editing (or any of the freelance skills you want to do) in your current job, make sure you highlight that on your resume and on your LinkedIn profile. Even if your job in academe is not a copyeditor, if you’re performing that work as part of your job, it’s relevant and should be promoted.

Second, start finding organizations that will use your talent in a volunteer capacity. For example, see if your church, synagogue or kid’s school or club needs a copyeditor for their newsletter, and volunteer to do the work. When you’re well established, I don’t always advocate giving away your time and service for free. However when you’re starting out, you need to get the clients and experiences to build your business. And remember, nobody knows the work you’re doing is volunteer or paid!

Third, harness the power of social media! Find a few friends or post something on Facebook that you’re starting this service and want to do some copyediting for people’s blogs, articles, etc. Then make sure to get testimonials for your LinkedIn profile and future website!

Matthew Sharpe: I’m a freelance editor and writing coach and I started freelancing somewhat by accident. I taught creative writing in the evening at a local university. Some of my students were grown-ups working on novels, and they got in touch after the course was over to see if I’d continue helping them with their novels. Same thing happened after I attended a few writers’ conference over the years. I confess I’m not great at advertising and marketing my own services, so most of my work has come to me via word of mouth.

As for copy editing: okay, so you don’t have many, many years of experience. Do you have any? That will certainly help. I’d get in touch with the copy departments of all the major book publishers and magazines and let them know you’re available, and what your experience is. If they have an opening, they’ll give you a test. If you do well on the test, they’ll start giving you some work. If you do well on the work, they’ll give you more. Etcetera.

Cariwyl Herbert: No need to feel embarrassed at all! We all must start somewhere, and most endeavors begin with asking questions. If you are ready to take clients, put the word out to your network. Email your friends and family to let them know what you are offering. They’ll gladly hire you when they need copywriting, and they will tell their friends as well. You can also post your services on sites like elance.com and odesk.com; both are portals catering to freelancers.

Alexandra Ostrow: Good for you, Rine! Depending on your role in academia, you likely have more related experience than you’re giving yourself credit for. Take a look at the projects you’ve worked on, and make a list of the times when copyediting played a role. This list is the beginning of your portfolio. Also, let your network (colleagues, friends, family) know that you’re beginning to work as a freelance copyeditor and are looking to take on new clients. If you’re open to it, offer discounted services to new clients for a limited time period. This will help grow your portfolio. Bottom line, if you’re gravitating towards freelance copyediting, this is either a passion or an innate skill of yours. Believe in yourself and go for it. The hardest part is often just putting yourself out there.

Kim Brittingham: Years ago I worked as a legal assistant and I used to wonder the same thing. How do these freelancers get work to begin with, so they can eventually work only for themselves? And I’m still not sure I have the answer! I have friends who write full-time, and they get non-stop work just pitching ideas directly to publications. But I think that requires a lot of persistence, and you have to be good at coming up with a lot of different ideas all the time (enough that you can afford to have the majority of them shot down). I also suspect it takes time to establish relationships with editors who will look forward to your pitches and respond to you quickly, or even reach out to you and offer an assignment.

I also know of some writers who get work through eLance.com, Guru.com and oDesk.com, but I personally haven’t used those sites because I think most people who go there seeking writers and also looking for a bargain, so you wind up making really insulting money.

My path to becoming a full-time freelance writer was a little unconventional. It started in the ‘90s when I published a ‘zine called Café Eighties. I did a lot of interviews with entertainers, and after a while, people came to know me as a writer. Eventually, someone from a local publication reached out to me and said, hey, would you be interested in writing something for us? Then when the Internet came about, I was completely fascinated. I wanted to tinker and figure out what I could do with this thing. I had a really early website, I was on message boards, et cetera. I remember posting an ad on Craig’s List, offering to write what we call “web content” today, although I don’t think that term was being widely used back then. I got some responses. I wrote articles about personal safety in the context of dating for a telephone forwarding service; I wrote about novel ways to propose marriage for a diamond company. One thing led to another. Eventually I sold a book to Random House, in part because I had built a following with my personal blog and stuff I posted on social media. I was extremely lucky in that I didn’t have to work hard to get a literary agent to notice me; my agent approached me first.

Then I had some more skills in my pocket, like the social media, blogging, et cetera. I had even more to offer as a freelancer. Then one day I got a call from a guy I’d taken a class with at Media Bistro. He asked if I’d be willing to ghostwrite a book for him. I signed a contract that made it possible for me to quit my job as a legal assistant. Since then, I’ve taken some part-time jobs here or there to get by while doing the freelance writing thing, but I’m happy to say I haven’t had to do that in the last three years. Most of the work I get today is repeat business and referrals. People also find me on LinkedIn. For example, I occasionally publish a blog post to their content platform “Pulse”, and people have reached out to me with work after liking what they read. I think it also helps that I’ve carved out a niche for myself, working with executive coaches, management consultants and thought leaders. When you specialize in something, you have a better shot at winning business than if you try to be everything to everyone, in which case you disappear into a vast sea of other Jacks- and Jills-of-all-trades. I do still take outsourced work from marketing agencies, though, because I enjoy the variety. One day you’re writing blog posts for an insurance company that caters to teachers, the next you’re creating mildly crass Facebook memes aimed at 20-something heterosexual men who gamble. It’s fun!

Question #2: Thank you for offering us the chance to ask questions! I’ve been working as a freelance editor part-time along with my normal day job in academia. I’m currently looking to grow my business. I’ve been wondering about keeping regular clients happy, yet still being able to take a week or two off throughout the year. –EGEORGIAN

Amber Katz: There’s no reason you can’t enjoy a week or two off throughout the year. It’s all about sending your freelance clients an email 2 weeks before your vacation and letting them know you’ll be off the grid for a couple weeks and could they please submit any requests for work by X date so you have time to finish up before you leave. Then, use an Out Of Office notification to let people know you’re away and not checking email until X date and to contact you in case of an emergency using a special email subject line.

Cariwyl Herbert: Everyone is entitled to time off—even freelancers! It isn’t difficult to take a day off here and there; put an out-of-office alert on your email if you’re worried. For a longer vacation, simply give clients a couple weeks notice so they know what to expect.

Leah Singer: For me personally, it’s been hard to take chunks of time off and not do any work (although I know people who do it well). I usually always check email or have client work that needs to be done in some way. However, it can be done and it just requires a lot of planning and working in advance. If I know I need to take a few days off, I schedule time on my calendar to do work ahead of time. I also let my clients know I won’t be working on those days. Also, some seasons are slower than others. December always seems to be less chaotic, which is great since my daughter has the last two week of the month off of school. I also take advantage of holiday weekends since the rest of the world tends to slow down during these times.

Matthew Sharpe: I think just give them a lot of advance notice about your time off. If feasible, offer to do extra work in advance of your vacation so they won’t be stranded. Everyone needs time off. People generally accept this, in my experience.

Kim Brittingham: One thing that helps me is flat-out refusing to work with unreasonable and/or demanding people (FS note: Hallelujah!). I have a pretty good instinct about people, and usually after just one conversation, I can sense whether or not they’re going to be a giant pain in the rear. Life’s too short for that. Just say no. BACK AWAY FROM THE NUTJOB. That’s why I never have issues with clients calling me at odd hours or expecting me to be available 24/7 to discuss things that are in no way urgent. Also, I think it’s important to make sure everyone is on the same page from the start. Tell your client how many hours you have available to them, when you take calls and when you don’t, when and how often you will meet via Skype or conference call, et cetera. Put it in writing.

The work I take allows for a lot of flexibility. For example, I have clients to whom I provide the same amount of content every month. I know when my deadlines are, so if I want to go away for a week, I just work extra-hard to get everything done early. But I do make sure I’m available by e-mail while I’m gone. If that’s not possible, I let all of my clients know in advance when I will be out-of-reach. I also accept longer-term projects, like ghostwriting books, but when I accept those projects, I also accept that I won’t be doing any extensive traveling until the gig is over.

Alexandra Ostrow: It’s all about setting expectations. Just like you, your clients are likely looking to take a vacation (or three), and should understand you need some time away. It’s unlikely to be an issue as long as you let them know ahead of time about your plans, and then work out an arrangement where either a) you complete all deliverables prior to takeoff or b) you have a trusted colleague cover your role while you’re away. If it is still an issue, I would personally question whether that particular client is worth sacrificing work-life balance.

Photo Credit: Death to the Stock Photo

Photo Credit: Death to the Stock Photo


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