Ask For It August
For years, I just accepted what the clients gave me – rates, deadlines, sources, the contract. I assumed that was their best offer and that if I wanted the work, I should take it. While I knew that I could negotiate, I assumed it was frowned upon. And with consumer and trade publications, most outlets do have set rates for freelancers. And while you can sometimes negotiate, there usually isn’t too much room for it.
But this is one of the bigger differences in content marketing. Much more than journalistic publications, businesses expect contractors to negotiate and often build that into their offers, both money and otherwise. So, each time you don’t negotiate, you are accepting lower terms than you could get by sometimes spending just a few minutes on an email. (See this post for a few tips on what to say.)
Last year, I started always asking for more money every time a client proposed a rate, even if the rate was already good. Usually, the amount was pretty small, like $50 or $100 on blog posts. But I was shocked to find that more often than not, the client said yes. And that little bit of money really added up over time– to the tune of over $10K in 2017 – that I got simply by asking.
In that spirit, I have deemed the month of August as “Ask for It August.” Here on the blog and in the Freelance Content Marketing Writer group on Facebook, we are going to encourage each other to ask for something more with each client. In fact, we are going to have a contest: whoever asks for the most things – you don’t have to get a yes – just the act of of asking is enough – will win a $50 Amazon gift card. (See the details at the end of the post.)
One of the things I want to do in August is run guest posts from writers who asked for something and got it. If you want to write a guest post (usually about 600 to 800 words) about your success story, shoot me an email at JenniferGregory@nc.rr.com with a description of what you want to write about. I pay a $50 honorarium.
Here are some of the types of things you can ask for that we are going to focus on this month:
- More Money – You can dramatically increase your income by simply always asking for more money. It doesn’t have to be an intense negotiation, just a quick email that says, “How about $400 instead of $350?” And don’t forget to do the math. If a client is hiring you for weekly blog posts and you increase your fee by $50 then you have just earned $2600 for a single six-word email. And the worst thing they can say is “no.”
- Referrals – We are going to talk about this more in-depth this month on the blog since I think they are crucial to a freelancer’s success, but you should always ask every client for a referral. Ask everyone to be sure to pass your name on to their friends at other companies. Ask agencies about other clients that might be a fit for you – be sure to share your other niches so they understand your capabilities. Ask businesses to refer you to other departments within their company where there may be a freelance need.
- An Introduction – If you know someone at a company, it doesn’t matter if they don’t directly hire writers. Ask your neighbor, friend, former colleague for an introduction to the people in their company who hire freelancers. Most people are more than happy to help you out.
- A Better Contract – You do not have to accept the first contract a client sends you. If it’s not freelance-friendly, especially if it contains an indemnification clause, you should negotiate. Check out this post on how to do that.
Here are a few tips for asking:
- Don’t apologize or over explain. Be confident and have a business owner mind set. I find that using as few words as possible is most effective.
- Ask clearly for what you want. For example, “Can we change these words in the contract to X?” or “Would $1000 work for you?”
- Remember to say thank you. If someone gives you an introduction or a referral that nets you a new client, be sure to let them know how much you appreciate it. And if it’s a large client, a small gift may even be appropriate.
- Reciprocate. If a fellow writer gives you a referral, keep your eyes open for gigs that are a fit for them. If an agency client refers you to a friend, keep your eyes out for businesses looking for an agency. (See this post on how to refer work to another writer.)
It’s not easy to ask. It feels uncomfortable. But this is the thing – the worst that will happen is you will be in the same spot you are currently in. No one is going to think less of you for asking. And honestly, when done in a professional and polite way, people often think higher of those willing to negotiate and take the chance. So next time you have the chance, ask for something more.
Now, on to the fun part of the contest. For every time you ask a client for something in August, leave a comment on this blog post and share about it. To keep all of your entries in a thread, reply to your first comment each time you need to add something new. (This is important for the count!) Whoever has the most “Asks” by August 31, 2018 will win the gift card.
What is your best advice for asking clients for something? Post your contest entries here as well!
Jennifer…Thanks for asking!!
I have been struggling with my courage, fear, confidence & underbidding jobs. I tend to cave for ‘shiny objects’ – the projects that I really want to be part of but I don’t always factor in all the work they will require. In the end I find my hourly rate is pretty small while these projects are pretty big.
This is a great incentive to keep all my needs on the discussion list.
You are definitely not alone with this struggle. I think most writers feel the same way. And honestly realizing that you are underbidding and why you are under bidding (not estimating time correctly) is the first step. Next time you have to bid, increase your time estimate by the percentage that you are typically off and go with that estimate. Being able to correctly estimate time is a tough skill to learn but a super important one
Awesome! My Apartment Therapy editor accepted a pitch I sent her, but I asked for additional money or offered a lighter article–she opted for more money!
Great ask! You have a point!!
Great tips! This is definitely something I’m looking to be confident about. Thanks so much for your always on-point and on-time content!
So glad you found it helpful! What are you going to ask for this month?
Jennifer, this is good advice. I tend to over explain, so this reminds me to get to the point and then keep my mouth shut! It also reminds to give something in return…like a referral or a testimonial or a review…or even something else.
Thank you for the wise words!
I love this, Jennifer! Okay, today I asked an editor who was happy with the final version of a big project I just completed for referrals to others in her organization.
She replied, “I was just going to tell you that I recommended you to my counterpart in the other region.” Cool.
Another point: I turned something in and asked if they had other articles to assign, as I have time right now and would love to take on more of that type of work.
Hi and thanks for the great post! I asked a former colleague (who may potentially become a client) to coffee. He said yes and we are on for 8/21!
Kelly
WHOOO HOO! You have a point! That’s a great ask!
Hi, Jennifer. I got your book on Amazon and I must say the book is an eye opener. Now unto my question: I have been able to leave technology into my freelance writing niche and I have discovered that the technology aspect of my freelance writing niche is still new and expected to grow exponentially in the coming years. Quickly, I have drafted some articles I think is well tailored to the technology aspect of my niche. Jennifer, can I use those articles on my blog as clip when contacting content Marketing agencies or business owners.
PS: I initially thought of sending those articles as pitches to publications and trade magazines in my niche but decline for fear o getting rejected.
What do I do in this case?
Thanks,
Nnamdi.
Are you publishing them on your blog? If so, then yes.
As far as your fear of getting rejected, you are going to have to push past it in order to be successful. You are going to be rejected many times. You have to not take it personally. One strategy that I used when starting out was to make a goal for rejections, like this month I was going to get 10 rejections, which meant that I was putting myself out there a lot and had a good chance of getting an acceptance.
Yesterday, I had a brand follow me on Twitter. After looking into the company, I immediately thought they were right up my alley. Originally I hesitated, but then today decided to send them an LOI to see if they used freelance writers and/or needed content. I just sent the email, so we’ll see what happens.
Fabulous! That’s great. And they are definitely interested so that’s a great warm lead to follow.
Hi Jennifer,
Thanks for all your tips. You are a great writer and advisor. I had set an phone session appointment for Friday, August 3rd at 12:15 pm. Was I supposed to call? Could I set another appointment?
Thanks
Hi Jennifer,
first of all thanks for all the great advice on this blog.
For “Ask for it August” I wrote my first ever proposal today! (I’ve always done paid by article work). I have increased my rate to what I’m worth and factored in all the niggly admin and so forth that I often leave out. I’m hoping I’ve really honoured my skills and time with this one, so let’s see how it goes.
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I lost an anchor client earlier this year and started doing work for a new client that pays better but isn’t regular. I have some content strategy ideas for them (they hired me to write, not do strategy) and I asked one of the editors there if they would like to set up a chat to discuss them. My goal is to have them as an anchor if possible, though I am not going to pitch it that way. It was hard for me to ask, especially since I don’t know the editors well and haven’t met them in person. But the editor agreed and wants me to invite the main editor too. The only problem is that right now, I’m too crazy busy to prepare for or schedule the call. Plus it’s psychologically scary. But I’ve promised myself I will do it by early September.
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