So. Where do you see yourself in 10 years?

I know that sounds like one of those nightmare job interview questions, but it’s worth asking yourself.

Where do you see yourself in 10 years? 20 years? 30 years? What’s the endgame for your freelance career?

To me, freelancing is a little like playing chess. That’s because for both there are three distinct stages: the opening, the middle game, and the endgame.

You see, when I was younger, I studied chess. Yes, I was a nerd and actually “studied” chess. That meant working my way through dense books full of difficult and arcane chess strategy, including how to handle each stage of the game.

The opening is all about rapidly deploying your assets to put yourself in a strong position and maximize your future opportunities.

In the middle game, you develop your position, trying to avoid costly mistakes and pursue rewarding opportunities as they arise.

When you get to the endgame, you narrow your focus to achieve your goal. The result depends entirely on all the previous moves you’ve made.

If you’re just starting out, you may not want to think that far ahead. And you certainly can’t plan for every possibility. Life is far more random than chess, after all.

But you should have some idea about where you’re headed and the goal you’re chasing. You can’t achieve it if you don’t know what it is. Right?

Here are 5 possible endgames for freelancers:

Plan to retire. You work hard, build your business, and save your money. When the time comes, you’ll be able to step away and relax. Maybe you want a comfortable beach house in Florida. Perhaps you want to travel or indulge in your hobbies. Nothing surprising with this goal. This is what most people want, whether you’re freelance or a full-time employee.

Get a job. Few people who talk about freelancing mention this possibility, probably because those who get into freelancing are often trying to escape employment. However, this endgame makes a lot of sense. Freelancing can bring you close to a lot of employers and open doors that ordinary interviews and resume mailings can’t. I’ve been offered countless jobs over the years.

Grow your business. Those with an entrepreneurial streak can use what they learn at freelancing to turn a small business into a bigger business. You can create and sell products online, start up a consulting firm, use your writing skills to open a brick and mortar business, or pursue a joint venture with another freelancer with complementary skills.

Turn full-time consultant. Unless you’re a writing machine, freelancing can become taxing after a few years. It’s hard work. But if you gain expertise in a particular field, you’ll find that some clients want your knowledge as much or more than they want your writing services. Sharing advice can be much easier and often pay better than writing.

Keep on truckin’. And then there’s the possibility that you could just keep doing what you’re doing. Maybe you scale things back, get a little more choosey about your clients, or focus your time exclusively on projects that interest you. After all, if you like to write, there’s no age-limit. As long as your mind is sharp, you can write forever.

Which is the best endgame? That’s up to you.

I’ve always planned to just keep on truckin’. But you never know what the future holds. As they say, life is what happens when you’re busy making other plans. So think about where you want to go, but be willing to go with the flow. Freelancing can take you to wonderful places.

How about you? What’s your endgame?

Related posts:

1. Are you gambling with your freelance future?
2. The freelancer’s quick job hunting guide – Part 1
3. Is it time to go freelance?

I’ve been pretty lucky to work with mostly good clients over the years. But every now and then, like everyone else, I get one who ends up being a pain in the butt.

Tiffany Markman shows how to share your feelings with those sort of clients. Though I don’t recommend you actually send a letter like this, it’s fun to fantasize about it.

***

Dear Client,

You and I have been working for some time on the web copy for your new range of products. We’ve gotten to know each other pretty well. At this stage, I feel a letter might be appropriate, to convey how I feel about my creative collaboration with you.

To begin with, when briefed to create search engine optimised (SEO) web copy, I revel in repeatedly explaining what search engine optimisation is. Even the third, fourth and fifth attempts to illuminate this concept felt fresh and new to me.

I enjoyed the drawings I did for you, and the many written explanations. And, when I submitted my first draft of carefully optimised web copy for your review, and then received your changes, I found it a welcome challenge to go back and re-insert all of the description titles, page titles, meta-tags and subheadings you had removed.

I applaud your commitment to the revision process – particularly the fact that both of your sons, your business partner and his wife were able to have their say during each round of “tweaks.”

Please convey my appreciation for the detailed and colourful notations they made on each draft in hard copy, and scanned and sent to me as PDFs. I really understand your products now.

I was given an even more thorough insight into your business, and its operations, logistics and personalities, by being CCed on every piece of correspondence you’ve had with your designers (local and international), packagers, distributors, stakeholders and close family since we began working together on your copy.

As you know, I take pride in ensuring that my copy is the best it can be. This is why I was willing to make a sixth and seventh set of changes, although you were only willing to pay for one.

And I didn’t mind the fact that the final (eighth) draft had to be worked on overnight and returned by 6am the following morning. That sunrise was so pretty.

I’m delighted to report that I’m now a sunrise expert, having received regular calls from you at 5.30am. I also like late-night TV, which I watch after your 10pm check-in, when I can’t sleep.

Now that the site has gone live and I’ve submitted my invoice for payment (don’t worry, I wasn’t upset by your attempt to bargain down my quoted price post sign-off), I’d be happy to make some extra changes for you, and to “finesse” the pages of copy that your nephew, who’s done so well in high school English, thoughtfully provided.

After all, as you say, this job I’ve done for you will open so many doors for me.

However, I wanted you to know that I’ll be unavailable for a while. There’s been an offer of work in a temple on an island between Vietnam and Cambodia and, although I’m concerned about the reliability of its communication infrastructure, I’m going anyway.

All of the best,

Your Freelancer

Disclaimer: This client is completely real, but I didn’t have the guts to send him this letter. You should know that 99% of my clients are superlative people, with whom I really enjoy working. But the remaining 1% is special. They’re what dinner party conversations are made of. Luckily, they’re around to fluff out my sense of irony.

Tiffany Markman at www.tiffanymarkman.co.za is an opinionated freelance copywriter, copy editor and writing trainer, based in Johannesburg, South Africa, who has worked with over 200 clients over the last nine years.

Related posts:

1. Turn an angry client into a loyal client (with one word)
2. 8 time-eating freelance client species to avoid
3. Translating freelance “Client Speak” into plain English

1. It’s my business so I call the shots.

2. No suits.

3. No ties.

4. I can wear outrageous Hawaiian shirts 365 days a year.

5. Pants optional. Just joking. I almost always wear pants.

6. It’s more of a challenge than having a job.

7. No cubicle.

8. My victories and failures are my own.

9. I don’t have to “do lunch.”

10. I work at home. No commute.

11. No road rage.

12. No commute saves me 2 hours a day, 10 hours a week, 500 hours a year. That’s over 20 extra days annually. Whoo hoo!

13. I can say “no” whenever I want. No no no no no.

14. Different clients, different projects, lots of variety.

15. I can have toys in my office.

16. I can work on the projects I choose.

17. No watching the clock and counting the minutes until I get to go home.

18. No chance of going postal when I see the 1,394th coffee mug that reads “I heart whatever.” You know what? I don’t care what you heart. Just drink your damned coffee.

19. Anytime is snack time. Can you say Doritos? Yum.

20. The pay is good.

21. The pay can be REALLY good.

22. I can work on my patio and smell the lilacs in the spring.

23. The “boss” lets me take time off whenever I want. For the record, that’s my wife.

24. My wife works at home too, so I get to see her any time I want. (See #5.)

25. Friends are real friends. No pretend “work” friends.

26. Nobody in my office smells like smoke. No offense, but bleck!

27. Bare feet in the summer!

28. No waiting 5 years to get 2 weeks of vacation.

29. I get respect for my skills.

30. I get the satisfaction of helping others succeed.

31. Low-key work environment.

32. I buy cars with cash. And I love the salesman’s face when I say I’m “just” a writer.

33. I live in a nice 4,000+ square foot home in one the country’s best places to live.

34. Retirement plan? What retirement plan? I can do this forever if I want to, even when I’m 97 years old.

35. I can have any sort of pet in my office I want … cat, dog, snake, monkey. Okay, forget about the monkey.

36. I learn a lot. I mean, a LOT.

37. I never work “for” people. I worth “with” people. Big difference.

38. Have I mentioned the Hawaiian shirts?

39. I make a difference. I really believe that.

40. I know some of the most influential and smartest people in marketing.

41. Opportunities are endless.

42. If I ever wanted a job, I could have one with a single phone call. A good reputation is invaluable.

43. I turn down jobs all the time. Nice ego boost.

44. I can open my window and enjoy fresh air and birdsong.

45. I can turn up the radio as loud as I want.

46. What? I can’t hear you over the radio! AC/DC still rocks!

47. I get to take on different personas as I write. I’m a ball bearing manufacturer in the morning, a retired widower at noon, and a fertilizer salesman in the afternoon.

48. I work my leads, but mostly people come to me. That’s cool.

49. I can smell dinner cooking. Today it’s beef roast with lots and lots of onions. Mmm.

50. My “job” is far more secure than a real job. I can get fired and the world doesn’t end. If someone with a real job gets fired, it’s doomsday.

51. I have time for outside interests.

52. I have time for family.

53. I have time for movies. I’m a big movie buff. I have an antique milk bottle above my desk which holds all the tickets from all the movies I’ve seen for the last two decades. It makes me smile.

54. I never get stressed.

55. Well, I sometimes get stressed, but that’s only when I forget all the other things on this list.

56. I can stop to smell the roses. Literally. I have a small rose garden out back.

57. I can walk around while talking on the phone. That would annoy people in the corporate world.

58. I’m the expert. People call me because I know how to solve their problems.

59. I invented the “disk mailer” concept that AOL used to become a monster company.

60. Even in my worst year, burned out, being lazy, I can still earn a crap load of money.

61. I can say “crap load” out loud and no one files a complaint.

62. I can work with people in Canada, Australia, and England.

63. I get calls from Germany, India, and Poland.

64. I’m not kidding. That beef roast smells unbelievable.

65. I can open that YouTube video someone sent me with the thing that makes that rude sound and I’m not worried about offending anyone.

66. When I get fed up with my computer, I buy a new one. No snide tech guy to deal with.

67. My competitors are not really competitors. They’re my friends and associates.

68. Google “direct mail copywriter” and I generally come up in first place. I LOVE that.

69. Yes, direct mail. It’s not dead. And when all the new copywriters only know how to write websites, I’m going to take over the marketing world. It’s started already. A client recently told me she’s worked with several other writers and they all sucked. Didn’t know a thing about direct marketing. Mwahahahaha.

70. I’ve shot TV commercials in Honduras, the Dominican Republic, and the Philippines.

71. Years of freelance writing has transformed me into a damned good writer. It’s a baptism of fire.

72. I have an original 1960 Bob Wood chalk drawing of Huck Finn in my office. It’s huge.

73. I’ve learned how to use words to make people do things. It’s a rush.

74. Freelancing prevents me from letting my ego get too out of control. When I’m feeling like a genius, I’m reminded that I have the capacity to also be an idiot.

75. Today I’m a genius.

76. I publish a newsletter and thousands of people actually want to subscribe to it.

77. I was one of the very first copywriters to have a website. It was way back in the Precambrian Era before the “web” existed. The site was horrible.

78. When I don’t know something, I can call someone who does. I have about 1,400 people in my personal contact file.

79. Since I talk to most clients over the phone, I don’t have to nod and smile when people say stupid things. I can roll my eyes at will.

80. I have two refrigerators. Both well stocked. And no one will steal my lunch.

81. My office overhead is low. I’m still working on a package of staples I bought at Sam’s Club back in the mid 1990s. Can you say frugal?

82. I know the guy who wrote “I’ve fallen and I can’t get up.”

83. My life is balanced.

84. Seriously, what’s with those people who quit an 60-hour a week job because they can’t take it anymore and start freelancing 80 hours a week. I guess they need money for the early funeral.

85. I’m just not cut out for a real job. I went through 7 of them before I accidentally discovered freelancing. Thank God for my failures.

86. I’m happy.

87. I.

88. Have.

89. Fun.

How about you?

Related posts:

1. Are you the job type or the freelance type?
2. Admit it. Why do you really freelance?
3. How I set up a fun, efficient copywriter office space

The world is filled with dreaming writers who have heard golden stories of the great beyond (working full time as a well-paid freelance copywriter), but who have yet to make the mysterious transformation from mere mortal to freelance god.

Many of my fellow immortals would keep you in the dark, struggling to find the secret.

But I, in my infinite mercy, shall now reveal to you the 7 steps for breaking the bonds of earth and ascending in glory to the pantheon of six-figure writers who …

Okay, even I can’t continue with that silly metaphor.

The fact is, there is very little difference between you and those “godlike” writers you admire and envy. Going from struggling writer to successful freelancer isn’t effortless, but it’s not as complicated or mysterious as you might think.

Really, it’s about 7 pretty simple ideas:

1. VISIBILITY
Clients can’t hire you if they can’t “see” you. So you have to be visible. You can become visible by getting involved in your professional community, attending trade association meetings, entering industry contests and award shows, writing articles, giving speeches, publishing an informative blog, generating news about your business, and staying in touch with former clients.

You don’t have to be visible to everyone, just the people most likely to hire you. Remember what Woody Allen once said, “Eighty percent of success is showing up.”

2. IDENTITY
It’s not enough to be a copywriter. There are zillions of copywriters these days, and they all claim they’re the best. You can’t tell one from the other. So, who are you?

To stand out, you have to find and fill a niche. That means specializing by industry (such as high-tech or healthcare), medium (such as websites or social media), or an area of expertise (such as education or publishing).

I write all sorts of things for my clients, for example, but I’m a direct marketing specialist. If it’s not direct marketing, I don’t write it. And even more specifically, I’m known as the direct mail guy. When prospects are doing direct mail, will they call a copywriter who does everything or the direct mail guy?

3. CREDIBILITY
Remember, you’re selling something that is invisible. No one knows exactly what they’re buying from you until you finish it. So potential clients come to you with many doubts. Can you do the work? Will you deliver on time? Do you know what you’re talking about?

You can’t totally eliminate those doubts, but you can establish some credibility by writing how-to articles, sharing client testimonials, revealing details about your writing process, offering a free consultation, publishing a book, and showing samples of your work.

I recommend that you read Selling the Invisible by Harry Beckwith. This book helped me understand selling a service from my clients’ point of view.

4. SUPERIORITY
If you want to be a freelance god, you really do have to be good at what you do. There are some who claim that absolutely anyone can become a successful freelance copywriter, even those without writing skills or special expertise. That’s bunk.

You must, at the very least, be an above average writer with some selling skills and a firm grasp of your specialty. You should become an authority in your field, deliver outstanding service with every project, and stay up-to-date in your chosen specialty. If you’re not superior in some way, why would anyone seek your services or pay you more than average?

5. ACCESSIBILITY
Can prospects reach you? With all the ways to connect, you’d be surprised how hard many people are to reach today. And if people can’t reach you, and reach you easily, they’ll move on to another freelancer.

You have many options: land line, cellular phone, texting, fax line (yeah, many people still fax), email, website contact form, Twitter direct message, LinkedIn message, Skype, and lots more.

The key is to respond promptly. If you’re one of those people who return messages 3 days later, you won’t build much of a freelance business. Today, people want answers 5 minutes ago. Yes, you have to manage your time and you can’t email all day, but don’t get so efficient that you become unreachable and aloof.

6. AVAILABILITY
This is a tough one, especially if you’re in demand and routinely have a busy schedule. Clients like the idea that you have many clients because it assures them that you’re trustworthy. After all, how could all those clients be wrong? But when it comes time for their project, they want you to be ready to go today.

You should schedule and juggle your clients wisely without making a big deal of it. You can also consider working longer hours or weekends, shifting hours to accommodate clients in different time zones, or farming out overflow work to fellow freelancers to keep yourself available to major clients.

7. ACCEPTABILITY
Earlier, I said you must be superior. But, surprisingly, you don’t have to actually be the best, even if that might help. What people really want is “acceptability.” That means they want you to meet certain qualifications without necessarily exceeding them. They want your fees, skills, service, knowledge, etc. to meet their needs and expectations.

The way prospects make decisions is that they get a feel for you, decide they’re willing to hire you, then try to justify that decision. They’ll actually look for a problem to “test” their decision. As long as they don’t find any reason not to hire you, they probably will. They want to be comfortable working with you, but they don’t have to be in awe of you.

Yes, there are a lot of details involved in becoming a freelance god, but they all boil down to these 7 simple ideas:

You must be visible.
You must create an identity.
You must establish credibility.
You must offer superiority.
You must be accessible.
You must be available.
You must be acceptable.

You’ll notice that I said “simple,” not “easy.”

So I might also throw in “persistence.” Doing these 7 things takes time. Not months, but years. Only if you stick with it can you hope to become a freelance god.

The great and powerful Dean has spoken!

(Cue sound of rolling thunder.)

Related posts:

1. How to write a crowd-pleasing speech in 3 simple steps
2. The one simple secret for earning top freelance pay
3. Are you making this career-killing freelance mistake?

This post originally appeared at Men With Pens.

Ah, the freelance copywriting life. You get to sit at home, work when you feel like it, and tackle only choice projects from smart, easy, free-spending clients who love and adore you.

Well, not quite.

All those e-books and courses that promise freelance nirvana may be bending the truth just a little bit. Yes, you can work from home. But you’ll probably put in long hours, especially for the first few years. And you won’t get all plumb projects.

Some of your clients will be wonderful. Most will be average. But some are going to suck. That’s the way it is. Some can suck so bad, you’ll be temped to get out of freelancing altogether if you’re not prepared to deal with them.

So let’s look at the various ways clients can suck and how you should handle it.

Here are some of the basic sucky client categories:

The Company Sucks – Maybe it’s a tobacco company, or a company selling equipment used in slaughter houses, or a bank whose CEO just embezzled a billion dollars. Whatever the reason, you don’t like the company, what they do, or what they stand for.

The Product Sucks – It could be boring knockoff software with no great features to talk about, a hype-filled investment newsletter, a scam money-making website, or some other product or service that makes your eyes roll and your skin crawl.

The Offer Sucks – Some clients won’t make any sort of enticing offer and insist on just naming their price. Some won’t offer a guarantee because they’re afraid of getting ripped off. When the offer is bad or boring, it’s just going to make your copywriting work that much harder.

The Contact Sucks – This is where things get really difficult. The person you work with may be disorganized, stupid, hard to reach, a control freak, fickle, or an outright jerk. Basically you end up wanting to rip your hair out.

The Project Sucks – Unreasonable deadlines, products you know nothing about, an unfamiliar format or medium, a low budget, or working conditions you don’t enjoy can all make for a project you dread.

Okay, so you find yourself working with a client that sucks. What do you do? What you don’t do is scream into the phone, “You SUCK!” Think it. Make a note of it. But don’t say it.

What do you really do? The answer is: it depends.

It depends on your personality and tolerance for pain. It depends on your situation – are you busy and cash rich or twiddling your thumbs and desperate for work? It also depends on the kind of client suckiness you’re dealing with.

Here are a few suggestions for handing various suck-filled situations.

If the company sucks:
Determine what you don’t like about the company. If they’re doing something you consider unethical, walk away. If they’re selling something you find unappealing or gross, like a bovine anal electrocution wand, decide whether you can man up and write the copy or not. A good copywriter should be able to write about nearly anything.

If it’s just one specific aspect about the company you don’t like, consider that the rest of the company may be fine. Be pragmatic. Take the job, do good work, and make it a better company.

If the product sucks:
This is common. You just have to deal with it. Only a small percentage of products and services are super spectacular. Most products are so-so. A few are poor. You can’t make a living as a freelance copywriter writing copy only for the top 1% of products.

In fact, this is one of the reasons companies need your services. It’s your job to find the USP (unique selling proposition) about a product and write copy that persuades, motivates, and sells. If the product doesn’t have a true selling difference that makes it unique, get creative and make up something.

I don’t mean you should lie. I mean find a point of difference. Is it the first of something? The best selling? Has it been featured in a well-known magazine? Is it used by a well-known company? Is there a feature it has that others have but that other companies don’t talk about? For example, any oat cereal is “heart healthy,” but Cheerios was the first to slap a big heart graphic on the box and make it a selling point.

If the offer sucks:
Usually the client determines the offer. But good copywriters should give advice to make the offer better, since this will directly affect the success of any promotion. You probably won’t be able to change the pricing or internal processes related to selling, but you can suggest good ways to present the offer. I created a list of proven offers for this very reason.

No guarantee or a bad guarantee? That’s another area where you can suggest improvements in the offer. Some clients are afraid that a 100% satisfaction guarantee, or any strong guarantee, will lead to getting high returns or being taken advantage of. This is seldom true if the product claims are true. A good guarantee almost always boosts sales, so press the client on this issue.

If the contact sucks:
This is no fun. But don’t panic.

If the contact is disorganized, create a clear structure for the project work flow and take the lead in moving through the project step-by-step. I write up a schedule and a to-do list for contacts who need a little help.

If the contact is stupid, educate them. Take control of the project and tell them what you’re doing and why. Often, if you just explain your process and reasoning, things work out.

If the contact is hard to reach, get a cell number, home email, and a secondary contact or assistant you can work with. These sort of contacts are usually busy and will greatly appreciate it if you find ways to keep the project moving.

If the contact is a control freak, you’re in for a bumpy ride, but you can survive. They need you to do the work, but can’t let go of the reins. Keep your ego in check and roll with the punches. Generally a control freak will want you to do things their way. All you can do is explain what you’re doing and make a case for your methods. Make the case once, then do what the contact wants, finish the project, and move on.

If the contact is fickle, that means things will change throughout the project and you’ll feel jerked around. You’ll also find yourself putting in extra time as you try to keep up. When you see this happening, explain that you are happy to do anything the contact wants, but it will affect the fee.

Be specific up front about what you agree to do and the cost. Or you can just work hourly and enjoy all the changes, since this will jack up your invoice (just be sure to keep the contact informed about how the price is rising.)

If the contact is a jerk, well, good luck. Frankly there’s nothing you can do about it. Do the best you can and decide whether you ever want to work with that person again.

If the project sucks:
For tight deadlines, charge a “rush” fee. Or, if it’s a desirable client, meet the deadline and be a hero. You can score big points by delivering quickly. Just make it clear you can’t do this on every project.

For products or services that you don’t know anything about, suck it up and do some research. This is part of what being a pro copywriter is all about: getting up to speed quickly on anything you have to write about.

For unfamiliar formats or media, find a good sample and use it as a template to write your copy. For example, if you’ve never written a sales letter, find a good one, see how it’s structured, and write your letter with the same structure.

For low-budget projects, don’t gripe about the pay. If you accept the project, do your best and be a professional. You can mention that the fee is lower than normal, but don’t be a nag. Maybe you can get more next time. Or maybe you need to seek higher-paying clients.

For uncomfortable working conditions, such as having to work at the company’s office or following a rigid corporate writing and review process, explain that you have a simpler or better way to accomplish the work.

For example, sometimes people want me to travel and meet with them as if airline tickets, rental cars, and one or two days of my time is worth nothing. I simply tell them I charge (a lot) for meetings. Besides, there’s nothing I can do at a meeting that I can’t do over the phone.

Sometimes you have to adapt to the company’s way of doing things, but don’t get sucked into a situation that will prevent you from doing good work for fair pay.

No one likes to work with clients that suck. But it’s going to happen. Be prepared. It won’t be the end of the world.

If you’re a freelance copywriter, what have you been through that sucks and how did you deal with it?

Related posts:

1. Copywriting ethics: 6 steps for working with questionable clients
2. Dazzle Your Clients and Double Your Income
3. 7 freelance tricks to get new clients fast

In part 1 of this short job hunting series, I said that it’s possible for some freelancers to get tired of chasing clients, fretting over cash flow, and feeling burned out.

While it’s a great way of life for me and many others, freelancing full-time forever just isn’t for everyone.

So you might wake up one morning and decide that it’s time to look for a real job.

No shame in that. As long as you’re not giving up on freelancing too soon, which is the biggest mistake newbies make, my advice is to do what’s best for you.

We’ve already talked about some of the challenges freelancers face when hunting for a job and a few things you can do to lay the groundwork for a job hunt.

Now, as promised, let’s look at a few commonsense tips for how to leverage your freelance expertise, set yourself apart from other job hunters, and land the job you really want.

Start with your clients. You’ve worked with them already. They know your skills and you’ve proven your ability to get the job done.

Simply call your contacts and let them know you’re looking for a full-time position. If your contact doesn’t do the hiring, get an introduction to the person who does.

Network aggressively. After working through your clients, look for other companies in the same niche. These are the people who will appreciate and value your special set of skills.

Don’t just chitchat with people. Don’t hang out on Facebook all day with friends. Networking is about connecting with as many people as possible and working your way to the decision-makers. These are the people who can hire you.

LinkedIn is great for networking efficiently. But you should also try to attend industry meetings, work your phone, and schedule lunch with people who have influence and lots of connections.

Mail some letters. Yes, I mean actual letters. On paper. You know, the kind that you put in an envelope with a stamp and drop in a mailbox.

Too many people rely on email today, which means your messages get lost among the hundreds of other emails that cram a business person’s in-box every day. A real letter stands out and will almost certainly get read.

Send a letter of introduction, your resume, samples of your writing, references, or whatever you think will get the attention of a decision-maker. Use your copywriting skills to break out of the ordinary job application letter format. Be yourself. Be interesting.

Set up meetings. This is the holy grail. You need to get into the same room with people who have hiring power. Even with all the electronic means of connecting today, nothing can replace a face-to-face meeting.

Don’t wait for a job to be posted. If you’re networking aggressively, you should set up meetings even when there’s not a job opening. The idea is to color outside the lines and take charge, showing decision-makers that you’re a cut above everyone else.

Sometimes you can set up a “courtesy” meeting where your goal is to ask questions, get advice, and get the names of contacts who might need your talents. You’d be surprised at how helpful many professionals will be if you just ask for their advice.

Show, don’t tell. You can sit in an office all day “talking” about how skilled you are. But you’ll come off like a braggart and put people to sleep. Why not let your samples do the talking?

Bring along all the samples you have and show how you’ve solved problems, increased sales, boosted web traffic, started effective marketing programs, and generally proven your value to clients. Share statistics, results, testimonials, and recommendations. Seeing is believing.

Put skin in the game. If you’ve done any kind of direct response copywriting, you know you have to make an offer to get a response. Right? So if you find yourself talking to someone with hiring authority, make an offer they can’t refuse.

Offer to work without compensation for 3 weeks. Offer to take on part-time work. Offer to do work freelance with the understanding that you could go full-time later on. Be creative. Make a deal.

It’s true that being out of the rat race for a while can work against you. But it’s also true that if you play it right, your freelancing experience can work for you.

Have you been looking for a job? What’s the reaction you get to your months or years of freelancing? Has it worked for you or against you? Any other tips you can share?

Related posts:

1. The freelancer’s quick job hunting guide – Part 1
2. 11 quick ways to kickstart your slow freelance business
3. Can you get freelance clients with social networking?

I’ve been a freelance copywriter for so long, I’ve forgotten what it’s like to have a “real” job.

Early on, when freelancing was new and mysterious, I continued to entertain the possibility of full-time work. I even went on interviews now and then.

I haven’t thought about looking for a job for years, but I’ve recently learned that some of the freelancers I know have thrown in the towel and re-entered the rat race. Why?

Maybe they got tired of chasing clients. Or perhaps they needed regular cash flow, paid benefits, or a more social work environment. Maybe they just got burned out, since freelancing, while a wonderful way of life, isn’t for everyone.

I listed some of the pros and cons of full-time vs. freelance copywriting last April.

Whatever the reason, this news got me thinking that while I generally talk about how to get into freelancing, it might be a good idea to talk about an exit plan.

So how do you get back into the workforce when you’ve been freelancing for a while?

First, let’s look at some of the challenges and a few things you can do to lay the groundwork for any future job hunt.

Job Hunting Challenges for Freelancers

Finding a full-time job is always a challenge. But for freelancers, it can be doubly challenging.

For one thing, you probably don’t fit the ideal candidate profile. As a freelancer, you haven’t been following a set career path, so there are some gaps in your resume.

Then there are the negative stereotypes of freelancers, viewed by some as “between jobs” or lacking in discipline.

And surprisingly, your skill and expertise may even work against you if others in the company resent your success or see you as a threat.

However, despite these challenges, you also have the advantage of knowing you can make a living on your own, which gives you the confidence to hold out for the right job. Plus, you have the know-how to sell, which puts you a step ahead of every other candidate. After all, getting a job is basically about selling yourself to an employer.

3 Things Every Freelancer Should Do

Whether you see freelancing as a lifetime commitment or a temporary adventure, there are certain things you should do all the time. They will help you find greater success at freelancing and can help prepare you for the possibility of job hunting in the future.

Track your accomplishments. From day one, I’ve kept meticulous records. I have backed up all my computer files for each job; maintained a complete list of every client and product I’ve worked with; assembled extensive samples, testimonials, and success stories; and have contact records and references going back nearly two decades.

Imagine having all that information at your fingertips when you’re writing a resume or interviewing for a full-time position.

Stay connected and visible. In the old days, this meant picking up the phone or showing up at industry events. Today, it can also mean having a presence on LinkedIn, writing a popular blog, publishing your own e-newsletter, hosting webinars, and getting involved in social media such as Twitter.

I can’t stress enough how important it is to have a vast network of connections as a freelancer or as a job hunter. It takes time to build up a valuable network, so it’s something you can’t put off until the last minute.

Give back and be helpful. If people hear from you only when you want something from them, they’ll come to dread hearing from you. But if you prove to be a generous professional who’s ready to help others, your connections will come to like and admire you. And they’ll be there when you need help from them. It’s an investment in good will.

A while back, a client told me she was no longer employed with her company and wondered if I might write a cover letter for her. She had always been fun to work with and generous with her time, so I was happy to return the favor. I don’t keep score on things like this, but I’m sure if I ever needed her help with something, she’d be there for me.

Next time, I’ll share some commonsense tips for how to use your freelance expertise to set yourself apart from other job hunters and land the job you really want.

Related posts:

1. The freelancer’s quick job hunting guide – Part 2
2. Can freelancers REALLY make 6 figures a year?
3. 11 quick ways to kickstart your slow freelance business

Okay, I stole that headline idea from comedian Stephen Colbert. But it kinda makes sense if you read this whole post.

You see, I get a lot of emails from aspiring copywriters who want to know how to break into freelancing and find success.

And I have to admit, that’s a difficult question to answer. There is no one right path.

I’m not aware of any college curriculum that teaches freelance business practices. And I wouldn’t trust a professor to provide good advice on a topic like freelancing anyway.

Every freelancer I know has a different story to tell. Each has different advice.

I might suggest that you seek a job in marketing or advertising, get a few years of experience, freelance on the side for a while, then launch your own business. That’s because most successful freelance copywriters have some area of expertise that makes them more valuable than an ordinary writer.

But instead of pontificating about what I think you should do, why don’t I just tell you about how I actually came to freelancing? I had nothing like a plan, yet in a strange way, it was the perfect path for me to get to where I am today.

I graduated with a double degree in English and Science. My intention was to teach in a public school. However, I discovered that I had more interest in the subject matter than in teaching.

So I applied for a number of jobs, finally landing a gig as a salesman at a top-40 radio station in Wheeling, WV, my hometown. I hated the selling part, but loved creating the radio commercials for my clients. This led to a 5-year stint at a TV station where I wrote and produced commercials and news promos.

I had a knack for advertising, but the pay at the station sucked. I never made more than around $5 an hour, barely above minimum wage at the time. Eventually, I wised up and decided to move on.

My college degree had gathered some dust, but my teaching certificate was still valid, so I made the fateful decision to give teaching a go. I moved to Las Vegas, taught 7th grade English for 3 weeks and 3 days, then quit. Why I quit is a long story, but let’s just say that I had a “life is too short” moment and walked out. I knew there must be something better.

I had been thinking about getting into advertising, but my experience consisted of small-market TV and radio spots, which didn’t impress big-city ad executives. So after many depressing interviews over the course of 3 months, I loaded my car and drove cross country back to my apartment in WV, where my wife had become highly displeased with the (lack of) direction of my career.

This was a difficult time. We were poor. My wife had packed everything to move to Las Vegas. And now here I was calling it off and jobless.

The day I arrived home, I picked up the phone and called a client from the TV station. He ran a small ad agency and printing firm. I asked if I could do any work for him. He said no.

The next day, he called me back. “Well, maybe I could use your help with a few things.” I met with him and negotiated some freelance work for a whopping $10 an hour. I thought I was in heaven.

This arrangement lasted for nearly a year and I made more money than ever before in my life. I fell in love with the idea of freelancing and being my own boss. However, this was in the early 90s, before the World Wide Web, email, and all the other wonders we enjoy today. So I had to move to a larger city to find additional opportunities.

I applied for some full-time freelance work in Columbus, OH, as a writer for a “book packager,” a firm that develops published products for major textbook companies.

In a span of less than two years, I variously researched, wrote, and edited 22 science and social studies textbooks. It paid $13.74 per hour, but I found the work hellish. I would often work 48 hours without sleep to meet deadlines.

In my spare time, I started to take on freelance work as a direct response specialist. I had no qualifications, just an interest in direct mail and related marketing tactics. I learned to “fake it to make it.”

Most of the work I got was pretty small stuff, such as writing sales letters, newspaper ads, and newsletters.  But just as I reached the point of burnout with writing books, I had a meeting with a big local ad agency which had just started doing direct marketing and needed a copywriter.

While summoning the courage to ask for the astonishing sum of $3,000 to write two direct mail packages, an agency executive took me aside and apologetically ask if I could do the job for a measly $9,000.

Time stood still.

Giving an Oscar-winning performance, I nodded slowly and in a firm voice managed to say, “Well, if you think that’s what the job is worth, I’ll trust your judgment. Somehow, I’ll make it work.”

On the inside, I was squealing, “Yippee! Who hoo! I’ve hit the jackpot!”

That project gave me the financial and emotional boost I needed to turn things around. After all, $9,000 was about as much as I made in a full year at my former TV job.

From that point forward, I freelanced full time. I learned how to land clients, manage my time, and become an expert in several disciplines, including direct mail, lead generation, and business-to-business. Soon I was making six-figures a year with my income growing year after year.

Today, I find myself with more business than I can handle, well-known in my field, making hundreds of thousands a year, and doing work I can be proud of.

So that’s my story. I made lots of mistakes. I had the wrong education and no career path. But it all worked out. All my twists and turns have given me a unique set of skills and experiences that no step-by-step plan could possibly duplicate.

What’s your story? How did you get into freelance copywriting?

Related posts:

1. Admit it. Why do you really freelance?
2. $#!* Happens! A dirty story about freelancing success
3. 11 insider secrets for becoming a freelance pro

You can do all sorts of creative promotions and aggressive marketing to increase your value to clients.

But in the end, it’s what you deliver with your freelance services that will make or break your business.

Quality work is the best marketing there is.

Many freelancers or those considering freelancing sometimes want the quick and easy way to achieve the high pay they’ve heard is possible.

But the fact is, there is no shortcut. You have to be good at what you do. Clients must value the service you are selling to them.

Even marketing that is pure genius won’t take you from earning $50 an hour to earning $250 an hour. Marketing opens doors. After that, you have to come through with great work to earn top freelance pay.

With experience, you will come to know the standards in your chosen specialty. But from your first project, and on every project, large or small, you must strive to deliver the best work you are capable of within the time available.

Clients don’t expect brilliance, but they do expect quality.

How can you be sure you are delivering top-notch work? Here are a few things you should be doing all the time:

• Stay up-to-date in your field of expertise by reading the top journals and magazines.
• Study the work of others in your line of work and learn from it.
• Adhere to your field’s code of ethics and be sure that your clients do too. The DMA’s Guidelines for Ethical Business Practice is just one set of ethics you may want to follow.
• Charge what a project is worth to give yourself the motivation to do quality work.
• Insist on reasonable deadlines and turn down rush jobs that will encourage hack-level performance.
• Ask questions, read books, attend seminars, and keep learning.
• Be a leader in your field, because there’s no better way to create a professional mindset.
• Guard your reputation and never do anything that would tarnish it.
• Keep your various skill sets fresh with classes, certification, or whatever your specialty demands.
• Get to know fellow professionals to give yourself a point of reference for what is expected of you.
• Enjoy your work and always strive to improve each day.

There’s a lot more to achieving high pay and respect as a freelance pro, but doing high-level work on a regular basis is always the place to start.

And it’s the ideal way to increase your pay even if you’re already making good income.

What do you do to make yourself valuable to clients?

Related posts:

1. Become a freelance god in 7 (sort of) simple steps
2. 8 rules for setting your freelance copywriting fees
3. Freelance fees: hourly or per project?

A few weeks ago, Allison Marquardt commented on the post When freelancing fails and asked some great questions:

I’m wondering about the role of the web and social networking in freelancing. I’m a working writer, but I’m curious about what you think about these things as a promotional tool for freelance writing.

Should I spend time with these things first, or should I just try to get some more work? Things like Linked In, Facebook, Twitter, creating my own blog, etc. I mean, I could spend hundreds of hours bringing these things up to par in an effort to get more clients. Or maybe they aren’t so important. Can I get clients without having 100 connections on LinkedIn, a big Facebook presence and my own daily blog? Do most clients expect to find you on LinkedIn and Facebook? Or don’t they really care, as long as you do good work and meet their deadlines?

Is a good electronic portfolio adequate these days, or is full participation in the social media game a necessity?

Here was my answer to her:

Wow. That’s a lot of questions. And all good ones. Maybe I should write a post on this to answer it.

The short answer is that you can promote your services and find clients in many different ways. It all depends on who your clients are and what works for you.

I still think my short answer was spot on, but let’s take a look at the long answer to fill in the details a little.

If you would have asked me a few years ago if social networking made any difference for freelancing, I would have said no. And to some extent, I think that’s still the case.

However, as social media has matured, it is becoming more obvious how it can help you network more broadly and effectively, especially with business tools such as LinkedIn. The caveat is that you need to take it seriously and do real networking, and not waste time sending links for funny cat videos and chatting about your personal life.

The key is this: who are your clients and where are they? If they’re on Twitter, that’s a good way to reach them. If they’re not, why waste the time?

In my view, Twitter and Facebook are not ideal ways to get clients. LinkedIn, however, is a business tool specifically created to network. This is the best place to start if you want to add social tools to your prospecting.

Adding a blog to your website is also a good idea, but it takes time for a payoff. A blog adds fresh content and keywords to your site, so you can rank higher in the search engines. But you must be prepared to devote time to it and be patient. My business blog ranks high for keywords such as direct mail copywriter, but remember that my website has been around for many, many years and has hundreds of pages of content.

Do clients expect to find you on particular social networks? Do they expect you to have a blog? No. Unless you’re going for clients whose business is social media marketing, most clients won’t care. They do expect you to have a website, but that’s all.

So back to my short answer: you can promote your services and find clients in many different ways. It all depends on who your clients are and what works for you.

For me, Facebook and Twitter have no benefit for my freelance business. I have an account with both, however I use Facebook exclusively to connect with personal friends and Twitter serves to bring traffic to my blogs. And for the most part, I have automated my Twitter posts with Google Feedburner. So I’m not spending much time with this.

If you’re looking to get more clients with social networking and online tools, I recommend the following:

• Use LinkedIn to start making connections for real networking (not socializing). You can connect with me on LinkedIn here.
• Use Jigsaw to help find contacts at specific companies.
• Use the phone and email to start a conversation and get projects from people you’ve connected with .

And here are 7 other quick ways to get clients.

Chime in. Are you using social networking to get freelance clients? What works for you? What’s a waste of time?

Related posts:

1. 7 freelance tricks to get new clients fast
2. 3 ways to attract higher paying clients and avoid the $10 content mills
3. 15 little secrets your freelance clients won’t tell you