The Job Pyramid and What it Means to You
The job market is shaped like a pyramid. Consider the pyramid shape for a minute. It’s broader at the base and gets narrower as it rises to the top.
The same thing is true when you are looking at freelance writing jobs. If you are looking at entry-level opportunities, there are many of them out there. I’m just talking about numbers, not whether they would be a good fit for you or whether they pay a rate that you would feel comfortable accepting.
One of the reasons that I like checking out leads on Indeed.com is that this job search engine gives you information about the number of jobs it has currently listed, as well as estimated salary. This morning, I typed in “freelance writer” as a search term and got these results back for estimated salaries and number of jobs:
$20,000+ (6666)
$40,000+ (4392)
$60,000+ (2075)
$80,000+ (1172)
$100,000+ (984)
Following the job pyramid example, the entry-level gigs form the base of the pyramid. This is good news for people who want to get started as freelance writers, because they are looking for a chance to get experience and build up a portfolio of work.
As you move into the higher-paying levels, the number of jobs decreases. As you move toward the top of the pyramid, it gets smaller too. The shrinking job market for higher-paying gigs is actually good news for freelance writers. Why? As you move up toward the pyramid toward more lucrative work, the number of people applying for those gigs also decreases.
It takes time to develop your skills and gain the experience necessary to go after the bigger jobs. Most people who decide that they want to be freelance writers either give up after a short time or focus on the lower-hanging fruit when it comes to job opportunities, because they are more plentiful and considered easier to get.
If you have been holding yourself back from going after a freelance writing job that is a bit higher up the job pyramid than you are used to applying for, why don’t you put yourself out there and do it anyway? The only way you will edge closer to the top is to challenge yourself to do so. There may be fewer gigs the closer you get to the top, but there is less competition as well. Go for it!
Didn’t Get the Gig? Keep in Touch Anyway
Have you ever been on the short list for a freelance writing job and the client decided to hire someone else? It’s happened to all of us. No one likes being rejected, especially when they have made the effort to update their freelance writing resume, choose relevant samples and craft a cover letter. When you add a bit of back and forth communication about the gig before the client makes a decision, it is disappointing to find out that you aren’t going to be working on it.
When you hear the words, “Sorry, we have decided not to hire you…” your next move is important. It’s human to want to retreat and lick your wounds for awhile, and probably the last thing you want to do is to talk to the client again. After all, they didn’t want to work with you….right now.
Notice the last two words that I added? Keeping in touch with the client means that you can put yourself in a situation where you still have a chance at being hired later on. The person who got the gig you were turned down for may not work out for whatever reason. An emergency could come up, they could get sick, or something else could happen that means the client is looking for someone else to do the work. If you have checked in periodically with the client, you have put yourself in a position where your name is on his or her radar when they are looking for a freelance writer.
If you have been turned down for a freelance writing job, respond politely and respectfully. Thank the client for having taken the time to consider your application and ask him or her to keep you in mind should their needs change in the future. The fact that you responded to the “thanks but no thanks” communication at all will set you apart from other applicants.
When you do get in touch again, don’t make the message about, “Will you hire me?” If you come across an interesting article or blog post that has something the client will find relevant to his or her business, pass it along. When you send the link or the clip, tell the client that you came across the item in your travels (you don’t have to share the fact that you were specifically looking for something to share with him or her) and that you thought they would find it interesting. Then include a link back to your web site or blog, or list your area of expertise in your e-mail signature. The client may not immediately remember that you are a content writer, technical writer, copy writer, or whatever. It doesn’t hurt to give his or her memory a nudge.
When a client needs to hire a writer, they are more likely to contact someone they have worked with in the past or who they have a relationship with. When you check in every so often, you are keeping your name in front of someone who can send work your way.
Do You Care About Your Clients’ Business?
At first glance, this may seem like a bit of a silly question. Your answer may be something along the lines of, “I care if my clients are doing enough business to make sure I get paid, so yes….”, or some such thing. What I am getting at is something that is much deeper than that. Do you have an understanding of what your clients’ goals are and what they want to achieve through your writing?
Here’s the thing. There are a lot of people out there who are working (or at least trying to find work) as freelance writers. When a potential client puts up an ad looking for writers, they get a flood of applications. In some cases, hundreds of people throw their hat into the ring to be considered.
Just about every freelance writer is going to explain how they are reliable and can turn in clean copy every time. That’s a given. If you don’t take your work and your deadlines seriously, you aren’t going to get hired.
Pricing for the project can be negotiated to some extent, and clients know this. If a freelancer can show the client that they are getting value for their money, they may be prepared to go to the top of their budget range or even spend a bit more. The client and the freelancer both know that if money is the deal breaker, the client can always find someone else.
When someone is making a hiring decision about which freelance writer they want to work with, it’s as much a matter of chemistry as the freelancer’s technical abilities. The person who is making a decision is concerned about how much you know about their business and what they are trying to achieve. This is a clear case of WIIFM (What’s In It For Me) from the client’s point of view.
If you present yourself as someone who understands your clients’ business and what they are trying to achieve, you are much more likely to get hired. You are not just someone who strings a bunch of words together; you are a problem solver. Figure out what your clients want to achieve from the project and explain how you can help them succeed. You are more likely to get hired if you care about your clients’ business, as well as your own.
The Rate Question: “Is That the Best You Can Do?”
Have you ever given a quote to a client and been asked whether you could give them a further reduction in the price? If you are really interested in the project or you have the potential to pick up steady work, it may be tempting to considering lowering the price.
Before you decide whether to do so, take a minute to consider what the client has actually said. He or she hasn’t indicated that the price you have quoted is too high….yet. All they have asked is whether the price you have quoted is a firm one.
If you feel that you have quoted a fair price for the job, tell the client that. Point out to the client what factors you considered when arriving at the number you gave them. If you made your quote based on an estimate of the time the job will take times your hourly rate, tell them that. Some writers quote based on the type of job, the topic, how much time they will need to spend researching, etc. You can also take this opportunity to share with the client that your rates are set based on your level of experience and the quality of work that you provide.
What you want to do in this case is have the client appreciate the value that you bring to the table. They are not simply paying for your time, but also for your expertise and how you can benefit them in reaching their business goals.
Then Stop Talking.
I mean it. Zip it. Not one more word about your rate.
You have given the client the information they need to make a decision about whether to hire you and how much it will cost them. Talking too much at this point might get you the gig, but you may not get the rate you want.
At this point, the ball is in the client’s court. They may come back and agree to the rate you have named, or they may get back to you with a price objection. At that point, you can deal with their objection by finding out exactly what the client’s concern is and addressing it.
The client may also choose to walk away. Not everyone you prepare a quote for is going to end up hiring you, unfortunately. Rather than assume you have lost the gig by quoting what you feel is a fair price, stick to your guns. Let the client come back to you with a specific objection if they have one. Otherwise, they have just asked a question.
How would you answer if a prospective client asked, “Is that the best you can do?”
Why a Price Objection is a Good Thing
When you quote a fee to a potential client, there are a few things that will happen.
- The client may agree to the price you quoted and hire you.
- You may never hear from the person again.
- They may come back with an objection.
On the face of it, an objection isn’t really a positive thing. You have considered the project and how much time and effort it will take, and you have quoted the potential client what you feel is a fair price for your work. Ideally, you want them to agree to your price without objecting to anything, but the fact that the client is making an objection means that they have already decided that you are a good fit for their project.
When you apply for a freelance writing gig that is advertised or you make a pitch to a potential client, the recipient has two questions to answer:
- Are you someone who can do the work?
- Will you do the work at a price they are willing to pay?
The first question is the most important one. If the client isn’t interested in having you do the work, it won’t matter what price you quote him or her. When they object to the price you have quoted, they are interested in hiring you as long as you can agree on the payment details.
What do you do to move things forward if a potential client objects to the price you have quoted?
Getting Confidence in Your Job Search: Fake It ‘Til You Make It
One comment that I have heard several times since I started freelancing from people who are thinking about taking the plunge is that they couldn’t do because they “don’t have the confidence” to do it. Here’s the thing: You don’t (necessarily) need it.
If you waited until you felt fully confident and completely comfortable before you started applying for gigs or talking to potential clients, you probably won’t ever put yourself out there to pursue freelance opportunities. You can become more confident over time, though, by adopting the “Fake It ‘Til You Make It” approach.
A potential client sees your resume and cover letter or the materials you submit when you approach them about offering your services. They make a decision based on what’s in front of them. They have no idea when they are reviewing your stuff how you felt about yourself or your abilities when you composed them or how you feel about your abilities today.
As long as you feel confident enough to present yourself as someone who can listen to what the client needs and do what they ask, you are ready to go after the gigs you want. If you are going through a rough patch – confidence-wise – and you want to get back on track, the answer is simple: Take action.
If you don’t feel that you can tackle a lengthy list of gigs or potential clients you are interested in working for, start with applying for one job or contacting one company you are interested in working with. Apply for the gig, make the call, put the package of materials in the mail, but do something. The more times you do something to move your career along, the better your odds of getting hired. Nothing helps you feel more confident about your abilities than turning a potential client into a current one.
Until you start to feel confident in your abilities, just fake it. Then take action to move past that point.
Why Are Freelancers Negotiating Rates Anyway?
Jack Busch’s thoughtful comment to my post on Negotiating Rates: Overcoming the Price Objection led me to think about freelancers and rates and why we do the negotiation dance. A couple of things came to mind.
We’re Still in the Employer-Employee Mindset
When someone is interviewing for a job, part of the hiring process includes a discussion about the salary range the candidate is looking for. The question may come up during the interview process and the job seeker wants to make sure that the range they are looking for fits with what the employer is willing to pay for the position. If it doesn’t come up at the interview, the question of negotiating a compensation package will need to be dealt with when the employer is ready to make an offer of employment.
Freelancers are not employees, though. They work “with” clients, not “for” them. The type of negotiating that takes place when looking for a job may not be appropriate for freelancers.
Other Professionals Don’t Negotiate Rates
If you go to see a lawyer or an accountant for professional services, they don’t quote you a fee and then offer to negotiate it. Neither does your hair stylist or manicurist, or the person who comes over to fix your refrigerator or toilet. We don’t go into the grocery store to buy something and offer to pay less at the cash, so why do freelance writers give prospective clients an opening to change rates?
Alternatives to Negotiating Rates
Since freelancers are business owners, maybe we need to start thinking about the rates we charge from that point of view. Rather than negotiating rates for our services, perhaps freelancers should consider offering discounts at certain times of the year or special offers for new clients. Preferred rates for bulk orders or clients who refer other people to the freelancer are other possibilities.
Do you regularly negotiate rates or do you quote a set fee and stick to it? Have you tried alternatives to negotiating rates? If so, what has your experience been like?
Negotiating Rates: Overcoming the Price Objection
Finding a potential client and getting them interested in what you can offer is great, but you still need to work out the compensation details before you can start working together. If the client has checked out your resume and/or samples and is interested in hiring you, they have already made a decision to hire you, albeit a conditional one. At this point, the client feels that you can provide them with the services they want but they want to know whether you can do so at a price they are willing to pay.
If you quote a fee for your writing but the client balks at it, you may be tempted to just walk away or even tell the person that those are your rates and if they don’t like them, they are free to go elsewhere. I wouldn’t recommend the second approach. Not only is it complete turn-off, but it is just plain disrespectful.
What you want to do instead is keep the client engaged in the conversation. If the client cites budgetary restrictions as a reason why they can’t go forward, ask what their budget is for the project. Tell them how many pages or hours you can provide for the amount they are prepared to spend.
The client may complain that you have higher pricing than other freelancers. If that’s the case, tell them why you charge the rates that you do. Other freelancers may not have the same level of education or experience as you do, and you set your fees based on your credentials.
You can also explain to the potential client what else you bring to the table. In hiring you, the client gets someone who listens to their needs and does whatever they can to exceed their expectations. You are passionate with an eye for detail, and you will give the client the personal attention they deserve. Tell the client about the value they are getting, and you have a better chance of being hired.
How do you deal with price objections from potential clients?
Will You be Job Hunting During the Holidays? You Should!
I’m pretty sure the term “Holiday Season” is a misnomer. With all the extra demands and dare I say it – expectations – that come with this time of year to make it the “best ever,” I bet there are a lot of people who need a holiday to recover from the Holidays.
While it may be tempting to put your job search on hold until after New Year’s Day, please resist the urge to do so. Your clients are business owners of one kind or another, and they aren’t going to close their doors just because of the Holidays. Things might be a little slower for them or it might be business as usual, no matter what the date on the calendar is.
Even if a potential client is taking some time off over the Christmas Season, they will be still be planning for their writing needs for the New Year. Now is a good time to be looking for work. Your fellow freelancers may be thinking that there are no gigs right now and aren’t looking as diligently as they would be at other times during the year. This is a busy time of year, and in our effort to focus on the things we do to make our holiday memorable, looking for work can easily take a back seat.
I would encourage you to continue to pitch potential clients, send out queries and respond to ads – just like you do at any other time of year. Take advantage of the fact that there may be less competition right now. This is your chance to show the potential client how diligent you are and that will make you stand out as a stellar candidate. You may land a great gig to start your New Year off right.
Do you continue to apply for gigs through the Holiday Season, or do you back off until after the Holidays are over?
Would You Share Information About a Client on a Billboard?
It’s not a trick question. Many freelance writers would say something along the lines of “not unless I pretty much wanted to ruin my career.” Being known as someone who discusses their clients in public isn’t a good reputation to have. If I were looking to hire someone to work with me, I would hesitate to hire someone who I discovered was engaging in this type of behavior. To be honest, I wouldn’t want to be next on the list.
If you wouldn’t put information about a client on a billboard, then you shouldn’t be posting it online. The Internet is like one giant billboard where anyone can see whatever you write. Potential clients do search for information about writers online before making hiring decisions. Not only do you need to be careful about what you post on a blog, but you also need to know that your tweets and comments on discussion forums may show up on Google and other search engines.
Why am I talking about this issue today? I saw a thread on another discussion forum where a member had posted an e-mail she received from a client who was not pleased. In fact, this client fired the writer in question. While the client was not professional and the writer is probably better off not working with that person anymore, posting the correspondence online wasn’t appropriate either, even though the person’s name was not published.
I’ve been fired before – in the brick and mortar world and since I’ve started freelancing. While it can be upsetting, I’ve never discussed what happened in a public forum. I’ve taken time to think about the events that led up to that decision to learn from them so that I can do better next time, but it wouldn’t be appropriate to share them with anyone else. I won’t even share the contents of an e-mail I got from a client once where the subject line told me to grab a helmet and a flak jacket before opening it – trust me, it was interesting reading!
So what does this have to do with job hunting? Everything! You need to guard your online reputation carefully. Potential clients can and will check you out before hiring you. They get an idea of who you are and the kind of work you produce based on how you present yourself. Unless you would feel comfortable posting something on a billboard on a busy downtown street in your city or town, maybe you should rethink the matter.
