Getting in on the Demand for Freelance Copywriters

March 31, 2008

So if the demand for freelance copywriters is really so high, where the heck is it hiding?

And how do you get some of that demand coming YOUR way?

Before I give you one possible answer, let’s make sure we understand the nature of the playing field first.

Here’s what I mean…

The simple fact is, with copywriting skills under your belt, you are sitting on one of the most leveraged tools ever created for building a business (almost overnight).

Ever Stop to Think About Just
How Powerful That Is?

But it gets better…

Because there are far more clients than good copywriters to work with those clients.

But many times when I talk to copywriters about their business challenges, it’s clear that’s not their perception at all. In fact, their mindset is more that the burden of proof is on THEM. That they have to “convince” prospects to take a chance on them.

Bottom Line: The playing field is clearly stacked in YOUR favor.

But to take advantage of that, you have to act like it. And you DO have to actually step on that playing field and get dirty.

Okay… so back to this “great demand” for freelance copywriters.

As Eugene Schwartz always said, You don’t create demand… you simply find the demand that already exists and channel it right to your product or service.

Here’s How I Do That
In My Business

I don’t usually sell copywriting services. I don’t sell an autoresponder series. I don’t sell a squeeze page or optin form.

Those things aren’t worth much. Especially when you can find copywriters who will write them for peanuts.

So what am I selling?

I’m selling increased sales.
I’m selling higher profits.
I’m selling lead generating systems that run on autopilot.

Those things have real value to a business. Often times HUGE value. (And you can charge a lot of money for delivering that type of value.)

But none of that “selling” can happen until my prospect has raised his hand and identified himself to me.

And that’s why generating quality leads is so important for your business.

There are tons of ways to do it, but here are some of the ways I use.

1. I send out offers and helpful content for my readers. This is not glamourous, but it DOES work. (I’m not talking about emails here. Anyone can send an email. So it’s not such a stellar way to set yourself apart from the crowd. So I actually print, stuff and mail real publications that can’t be erased by clicking the delete button.)

Some months my offer is nothing. Pure content.

Some months my offer is for a high-ticket sale right off the bat.

Some months my offer is for a low ticket customer generating sale like a copy critique.

The important part is that SOMETHING goes out each and every month. Sometimes two weeks in a row.

Click on the image for an example:

2. I send a pitch letter every now and then. But I don’t usually write it. My daughter does. She has a pretty good conversion rate. Even though it’s a little silly, the goal is STILL to offer your prospects some bit of information that they can put to use immediately in their business.

3. I actually pick up the phone and CALL real live human beings. I’m not talking about cold calls here. I AM talking about calling a prospect who has already expressed interest and asking OPEN ENDED questions. Questions like:

“Mike, I sent you a package last week with a whole bunch of information. Not even sure if you even got it, but I wanted to take a moment of your time and ask you some questions about your business, your biggest challenges and exactly what you’re trying to achieve. That way I’ll know if the information I sent will be helpful or if I can provide some that will be helpful.”

Once they’re talking, you’ll discover their pain. And discovering pain is step #1 to making a good sale.

In a nutshell, I’ve developed my own “tool belt” for collecting leads. So what’s the set of tools YOU’RE going to use to go out and do the same thing?

Here are some things to keep in mind as you come up with your answer:

1. Make it different.
2. Take the focus off of you and keep it on improving your prospects’ businesses.
3. Be consistent.

Of all of those items, number 3 is probably the most important in my book. Being consistent will set you apart from the crowd pretty much right away.

In the end, many copywriters struggle finding clients simply because they aren’t giving themselves a fighting chance.

Their lead flow is so minimal that they’d have to convert 50% into clients just to make it.

Here’s the Important Part

How many targeted prospects are seeing your name and what you can do each and every day/week/month?

What SYSTEM do you have in place to leverage your skills and get yourself noticed by SHOWING your prospects what you can do?

If your only answer is “my website” or a “few ads on Google”… then you know where to start.

Because that very answer is no different than thousands of other freelance copywriters.

One more thing, You’ll notice I’m not spelling out a laundry list of tactics to create leads. There’s a very specific reason for that. If I did that, I’d be shortchanging your chances of success. Because part of YOUR value as a copywriter is knowing how to leverage YOUR skills in a unique way. And if I give you a list of things to do, that pretty much shuts off the part of your brain that is forced to create your OWN solution.

OK, now it’s your turn. Take some action.

NOTE:If you’re interested in getting more personalized help to work through some of these strategies to increase YOUR lead flow… you might want to take a look at something like this:

Business Growth Mentoring