If you often wonder why you don't get chosen for copy jobs, you need to read this

Shawn,

I agree - the beginning of wisdom is the attitude that whatever decision people make about hiring or not hiring you has more to do with them than with you. You have done your part, and now it's up to them.

Marcia Yudkin

In the over 10 years of writing for clients I know that it is far
better NOT to get a client than to get a bad one. The stress
caused by a bad client cannot be paid for with any copywriting
fee. The doctor's bill will always be bigger than your fee.

So it is always better to filter upfront than later on.

-Ray Edwards

Nice post. If someone isn't smart enough or doesn't have the money to hire a good copywriter, they're probably not someone you want to work with anyway.

As long as you're marketing yourself well, you shouldn't get too worked up about getting a specific gig.

I've had plenty of experiences where everything is moving forward perfectly and I'm really excited about working on the project. Then the topic of money eventually arrives and it turns out their flipping nuts. In other words, they expect way too much for way too little.

It happens.

A lot.

The key is making sure your prospecting is passive (or as close to it as possible,) so you continue getting inquires, while you're working on a big gig. That way, you don't fall into the trap of getting paid well for something, working on it for a month, then finding yourself broke (or close to it) and desperate for another gig.

Mark

I've done some coaching with Jason in the past.

He's a good guy.

Invests a huge amount of time in lead generation.

Some stuff I have found useful...

1) Only working with people who use copy guys already. Too painful and useless trying to explain to someone why they should hire a copy guy.

2) Getting clients with leverage.
A lot of time people are reluctant to spend cause they can't see themselves making the money back.

3) building a list...I started this year and it's already paying off.

The same principles apply to writing content, etc for clients. I used to get upset when I quoted and people didn't even reply with a decision. Now I give them my quote and information and then I move onto the next one.
Those who are wise enough to take advantage of my services are always happy. Those who don't...miss out and it's not my fault.

There's a saying in sales... some will, some won't, so what!

Hi All,

When I get a client request for a quote from one of my websites, or a referral from a past client or even for a repeat project from a past client this is what I do.

The 'sweet part' of this strategy is...

This works very effectively to stop problems with clients who are just contacting me to 'pick my brain' and really have no intention of hiring me or any copywriter.

They are only interested in asking a few questions FOR FREE (or get a quick review of their copy) and don't want to pay for the advice and expert knowledge.

My Steps:

1. BEFORE I even pick up the phone to chat with a client about their project, I send a quick email with a short note about my current booking schedule and attach my questionnaire.

I always kindly request they fill out a questionnaire and I include that as an email attachment in the first contact email or skype. The questionnaire must be filled out and returned to me which has questions about their project, products, FE and BE offer, marketing efforts, market share, pricing, etc.

2. This questionnaire must be received back prior to scheduling time for a phone consult.

This is a super quick way to separate those that are good clients (ones I DO want to work with) from those who would just waste my time and are too lazy to fill out the questionnaire.

3. If they fill out the questionnaire out and return it to me and quest a time for a phone consult then I will email them back with my current available schedule and a fixed appointment time.

4. SPECIAL NOTE: I take time to review their responses from the questionnaire before I book a firm time for a phone consult.

The reason why is there are some products I won't write copy for, so at that time, it is a simple email to say" Sorry, this is not a good fit for me" and then I can refer them to another copywriter I feel will be able to help them.

5. My questionnaire is only 20 questions but it gets to the meat of the matter right away.

So if a lot of the questions on the questionnaire are blank (no answers) this gives me a good handle on whether the client is market savvy or not and if I want to put the effort into working with them or not.

6. The First Phone Consult is no more than 20 minutes long and is free.

We go over the questionnaire answers I received and I print it out before hand so I can make notes as we discuss the project and it is at that time I give them a quote for the work.

At that time I also review my current booking schedule to confirm a time I can do the work for them. Then we discuss the time for completion and any delays which may occur due to their being gone on vacation, out of office, etc. (Which is the last question on the questionnaire.)

IMPORTANT: This is not a confirmed booking until I get the 50% deposit to start the work.

7. Then when I receive the 50% deposit from the client I book the time to do the work.

I send them a confirmation payment is received and an invoice for the rest of the payments.

8. All products are to be uploaded to me at that time so I can review them. NDAs signed if requested and returned etc.

9. Any additional phone/skype consults are paid an hourly fee as agreed as my time is valuable and my clients respect it.

I do charge a consulting fee for product development advice which some new clients do need and want. Many times I ask a client to boost their product offer (if they have it priced too high) to add audios, timelines, mind maps, videos, quick start guides, etc. to help boost the QUALITY of the product so I have a great product to write high converting copy for!

10. How to end problems with time wasters who call you and just want to "ask you a question about this little thing..." after the first phone consult.

Now, if the phone call is a quick call for an update for a product development question and only takes 5 to 10 minutes then I don't charge.

But if the client goes over 10 minutes and wants more time that is fine...BUT

I tell them my flat rate charge for 20 minutes is and what they would owe me now if they want more of my time.

Generally the "little problem they had to bother me about isn't all that important' then and they decide to ask the quick questions they needed the answers to and don't waste too much of my time.

Remember... As a copywriter, time IS MONEY, so make sure you spend it wisely.

SPECIAL NOTE: Many clients do ask for a longer strategy session which I do and the payment is paid in advance of the phone/skype consult.

If you are up front on this and tell them you charge a certain number of dollars an hour for consulting and THEY KNOW THIS AHEAD OF TIME, it helps the client respect your time.

And even better you get paid for your marketing and copywriting expertise.

I hope this helps you understand how I try to stop the 'time wasters' who ATTEMPT to 'pick my brain' and how I TAKE CONTROL of the project right from the beginning.

This helps me get more done in less time and make more money with my clients, and gives me more uninterrupted time during the day to focus on my writing.

This may seem a little harsh, especially if you are in the habit of letting a client call you at any time, and waste hours and hours of YOUR PRECIOUS TIME YOU SHOULD BE WRITING AND MAKING MONEY.

I had a copy cub who had a really bad time with a couple of new clients doing this (spending hours on skype over several days with him -- brain storming ideas for their project) and I told him to start charging for skype time and be up front about it and they will RESPECT YOU MORE FOR THIS IF YOU ENFORCE IT.

On skype it is easy - you are just "Offline" but with a phone call - there is always the answering machine and I ALWAYS SCREEN MY CALLS.

If you do this and stick to it in the end your copywriting business will have a LOT less hassle and frustration for you and all your clients.

If YOU respect and VALUE YOUR TIME and YOU GET THAT VALUE across to your clients then you won't be wasting hours on the phone "talking about projects" -- instead YOU'LL BE SPENDING A LOT MORE TIME WRITING and making a LOT MORE MONEY in your copywriting business.

Good luck to all!

Jennie Heckel
Sales Letter Copwriter

Personally I find the original post a little confusing.

2 things I think about:

1. "She calls them "askholes." They simply ask you a bunch of questions and then leave without hiring you." Well yes. If they're asking YOU the questions you're really screwing up.

You need to be asking THEM intelligent questions that demonstrate you really know your stuff and care about their success and help them to stop and think about what good copy and good marketing can do for them.


2. I only do some kind of proposal after I already know someone is going to hire me or if I just want to get rid of a prospect by proposing so high I know they won't hire me.

I don't see the point in doing a proposal for someone who is still in the process of working out who they're going to hire.

A proposal doesn't help them make that decision.

I'm going to send them samples, talk to them on the phone and send them marketing
ideas...but not a proposal.

Kindest regards,
Andrew Cavanagh