I was a human rights worker, specialising in gender and conflict in West Africa, when my first book was published. The freelance life appealed to my sense of adventure, so I tendered in my resignation.
Here, in no particular order, are the lessons I've learnt in my journey as a freelance writer.
Show me the money
There comes a time in every freelancer's life when they have to forsake their pride and accept whatever commissions they're given. We've all been there. The problem is that some freelancers stay there because they think they have no choice but to keep on accepting those low-paying commissions; it's either that or the pavement.
It took some time, but I did eventually realise that I wasn't doing myself any favours by pricing myself so low, I positively devalued my services. Many freelancers baulk at negotiation because they think it'll result in a lost commission, but the truth is that negotiation is all about creating a win-win situation for both you and the company offering to engage your services. Here's an example:
Company: 'We would love to commission you for this work, but not at the prices you're offering. John Doe offered ....'
You: 'I think the quality of my work speaks for itself and I also think there is an opportunity for us to do great work together. Bearing this in mind, I can offer you (take a marginal % off your original price). You don't have to give me a decision on this right now, so feel free to come back to me once you've made a decision.'
Chances are that the company will come back and give you the commission. If they come back and ask you to lower your price even more, generally speaking, I wouldn't. Because then you would get into a bidding war with John Doe and the only person that wins is the company who gets high-quality work at a ridiculously low price from whichever freelancer wins the bid.
As an aside, the best companies to work with are the ones that value your time and talent. They won't baulk at your prices and are prepared to pay whatever it takes to get the job done. And despite the gloomy predictions on the state of the economy, those companies are still out there.
Financial planning is critical
As a freelancer, it is important to get your finances in as much order as you can. And that means getting to grips with HMRC and what it requires from you.
I started off in contracting as a PAYE employee. Since then, I've used an umbrella company, my own limited company and also engaged the services of an accountant. There are some pretty big umbrella companies out there, but I chose to go with Redego (link: www.redego.co.uk)
because they came highly recommended. If you decide to operate as a limited company, I would recommend Tempo Accounting (www.tempoaccounting.com). They're online accountants, but they have a great personal and cost-effective service. Most importantly, they're well versed in dealing with freelancers.
Honesty is always the best policy
I found out that honesty was really the best policy the hard way. I was commissioned to do some copywriting for a big shot company. I had no expert knowledge, nor the writing skills required for the (extremely technical) subject matter. But because I’d been so highly recommended to this client, I didn't want to lose face, so I said 'Yes! Of course I can do this. I'm a writer, that what's I do!' Needless to say, it did not end well.
I've recently launched my own company, Ready Writer. We provide SEO content and other copywriting services. I've found that clients appreciate it when they're told we don't offer a particular service, for example, internet marketing (you'll be surprised by how many people think we do). And we're not willing to pretend otherwise and outsource it. Just by being honest, we build up their trust in us and they're more inclined to work with us on services that we can provide.
So, show some integrity. Don't promise what you can't deliver. It really doesn't work - take it from someone who's been there.
Generate leads - and build relationships
Networking isn't just about generating leads. It's about building relationships. Nobody likes being hunted. Build natural relationships with people and they'll remember you when they, or people they know, need your services.
Be productive in the dry periods
You can spend your dry periods fuming about the dry period, or you can spend it on building your online presence and working on your portfolio. Commit yourself to doing at least one thing a day to improve your brand: send off a query email; work on your website; research the latest developments in your industry, free online tutorials... it doesn't matter what it is, do something, anything, that will contribute to your personal or professional development. The worst thing you can do is to do nothing, because when you do nothing, the only person that loses out is you.
Join a community of like-minded people
Freelancing can be a somewhat lonely way to make a living. Joining a community of like-minded people that you can share knowledge and best practice is one of the best ways to stay sane. You can by doing a search on LinkedIn, Facebook or your industry's community website.
Follow these tips and you'll have a much better chance at succeeding as a freelancer.
About the author
Abidemi Sanusi is an author and founder of Ready Writer (link: thereadywriter.co.uk), a copywriting company. Her last book was shortlisted for the Commonwealth Writers Prize.
Abidemi Sanusi - February 2012
