101 No Cost (And Low Cost) Techniques to Turbo Charge Your Freelance Income  

by Beth Ann Erickson 

Published 2006 

PLEASE NOTE: This is NOT a free e-book. Do not distribute it in any way shape or form unless you receive explicit, written permission from Filbert Publishing.com representatives. 

Published by Filbert Publishing, Box 326 Kandiyohi, MN 56251. USA. Ó 2006 Beth Ann Erickson. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, recording or otherwise, without the prior written permission of the author. 

Manufactured in the United States of America.

About the Author 

Beth Ann Erickson lives in Minnesota with her husband, son, Doxie Cross, and Mini Pinscher. She’s written hundreds of articles for publications throughout the nation. Reviewers are calling her first novel, The Almach, “Outstanding,” “Vivid,” and “Reading Pleasure.” Check out her latest projects and subscribe to her free e-mag by surfing to http://filbertpublishing.com .  

A Note From Beth: 

Hi.  I’m Beth Ann Erickson, an actual working writer.  I write copy for businesses, corporations and nonprofit organizations.  I’ve written hundreds of articles for newspapers, newsletters, and nationally distributed magazines.  I’m polishing my sixth book as I write this. 

I hold a bachelors degree in Communications and Sociology.  I even attended Sorbonne University in Paris one summer.  (Boy, that was an experience of a lifetime!) 

This past year, my latest “business partner” died.  She was my “Lucy the Rat Terrier Wonder Dog.” Today I write with Cutie Rudie the Doxie Cross and Jake, the Min-Pin. They’re living up to their job titles as “Official Filbert Publishing Muses.” I’ve come to love both of them….

So here’s my point.  If I can live in the middle of nowhere and make a GREAT living writing, there’s no reason why you can’t.  All it takes is a little know-how and practice.  And that’s exactly what you’ll get with “101.” 

So roll up your sleeves.  Get ready to write.  Get ready to have fun. 

And if you like “101,” be sure to subscribe to my free e-mag.  Each week, you’ll receive tips, techniques, and inspiration to keep your keyboard humming.  Check it out at http://filbertpublishing.com/ .  

Make your writing sparkle. Write killer queries. Get published.  Subscribe to Writing Etc. the free e-mag for writers.  Receive the free e-booklet "Power Queries" by subscribing today.  http://filbertpublishing.com/ 

Introduction 

Whenever I ask a writer, “What was the one aspect of running your business that surprised you the most,” the answer is nearly universal.

“I never expected to have to promote so much.”

Depending how you look at it, fortunately or unfortunately... if you’re going to be a successful writer, you’re going to HAVE to promote yourself.

Books won’t move off your storage shelves without a half-decent marketing plan. Potential clients will not know you exist without some savvy marketing on your part.

In fact, it may sound downright brazen, but without solid marketing skills on your part, you simply will not make a living as a writer. The more developed your marketing skills, the more you’ll sell. Period.

After all, consider this:

Last weekend I worked on this quarter’s royalty statements for our authors.

Now, I rarely pull back the curtain and write about something as intimate as our author’s earning. However, rest assured, I won’t reveal any specifics. Nor will I name names.

But the information I unearthed while cutting those checks just may transform your writing career.

Here’s what I observed:

Calculating royalties is always interesting. Whenever we receive payment for a book, we instantly record the author’s royalty on a grid. As the quarter progresses, the numbers mount. Finally a few days before the end of a quarter, our computer tallies the totals, we print statements, then cut the checks.

Pretty easy system.

What’s interesting about this method is that we can actually track the effects of our author’s marketing efforts.

For example, I was speaking with one of our authors and he/she mentioned that they’d purchased a particular book marketing program.

“Do you think it’ll work?”

“Give it a try,” I replied. “I’ll e-mail if we see a spike in sales.”

Within a week, both Baker and Taylor and Amazon contacted us requesting more copies of their book. Plus we’d received sales directly from our site.

Was the marketing program a success?

It’s hard to say. I don’t know what he/she paid for it. But I can say that their book sales spiked, then leveled off far higher, selling more books per month than before they purchased the program.

In that respect, the program paid off in spades. Plus this author’s not only a great writer, they’re now a far savvier marketer.

On the other hand, the authors who don’t actively apply marketing skills to their writing career… well unfortunately they either received utterly puny checks or (horror or horrors) no check at all.

Nixie. Nada. Rien.

The chasm’s huge. A fat, hearty check or zip.

Acquiring a large readership or allowing your work to languish in obscurity.

Allowing your thoughts free flight versus laboring their release and watching them fall flat.

And that, my friend, vividly illustrates every successful writer’s secret weapon: Marketing savvy.

Think I’m wrong?

Ponder the top selling fiction today. Is the writing perfect? Fantastic, original plots?

Sometimes, perhaps. But on the whole, most top selling fiction is pure bologna.

But successful authors are effective marketers right down to the bone.

And that’s when your job gets interesting.

You see, as you read this, you probably have at least as much talent as some of the most successful writers today. And if your checks aren’t as healthy as you’d like them to be, what you probably lack is marketing expertise.

The actual act of writing is a learned skill. It’s developed through study and taking time to voraciously read whatever it is you want to write.

For example, if you want to write novels, you must read novels. If your goal is to write direct mail, you've gotta read a ton of it. Love nonfiction? You guessed it, you've got to read nonfiction until it's oozing from your pores if you hope to become the best in your genre.

But if you desire to become the kind of writer who touches the heart of multitudes, you need to add a few marketing skills to your writing arsenal.

It’s a sad truth that even the best writing won’t get read without effective marketing backing it up.

While driving to St. Cloud last weekend in my son’s new car, the radio blared a goldie oldie.

“Ugh,” my son grunted, “Who’s that awful singer. She’s gonna pop my ear drums.”

I chuckled at his comment and answered, “That’s Madonna.”

Now, please realize that this particular song certainly wasn’t this artist’s best work. It was kinda old… didn’t translate well into this particular 17 year old’s mind. But seriously, this song was mucho nasal.

“No way,” Peder (my dear son) gushed. “Madonna? You’ve gotta be kidding. I’ve never heard her sing before, but boy does she suck. I can’t believe people listen to her music.”

“Yeah, she’s still popular,” I replied. “Marketing’s a big reason for her success.”

Peder rolled his eyes, “Well she didn’t make it on singing talent alone….”

Now, you may or may not agree with Peder’s assessment of Madonna’s vocal talents. But I think we can all agree that the woman’s one of the most skilled marketers today.

Which leads me to my next point.

Now’s a perfect time to harness this incredible force yourself and really launch your writing career.

After all, promotion’s not that bad – at least not after you understand how it works.  There are countless techniques you can use and the list I provide in this book is hardly exhaustive. 

Simply stated, the more creative you get in self-promotion, the more business you’ll generate and the more success you’ll experience.  It’s as simple as that.

So use this book as a jumping-off point.  Use the ideas that work for you.  Chuck the ones that suck.  Then expand on every idea that rings true for you.  But most of all… have fun.

And keep me posted on how it’s going! You can always find me at http://filbertpublishing.com or shoot an e-mail to mailto:filbertpublishing@filbertpublishing.com

Let’s get started, after all, this is your career we’re talking about. So here they are... 101 Low and No Cost Ways to Turbo Charge Your Writing Income: 

Getting Started…. 

If you’re a newbie writer, I’m starting with the ideas, tips, and what-have-yous, that will lay the foundation for your success. And if you’re already an established writer, taking a moment to review this section just may reignite some of the passion you had when your career was in its infancy.

I’ll begin this section with a few assumptions. First, I’m assuming you’re a competent writer. I’m also assuming that because you want to earn a living wage, you’re willing to learn some of the secrets of writing ad copy, otherwise known as copywriting.

Becoming a competent… or perhaps even a skilled… copywriter will be the one of the most lucrative skills you’ll develop as a writer, bar none.

Mastering the elements of persuasion will not only help you sell your novel, article, or poem, using those same skills to help business sell their products or services will jumpstart your income to (sometimes) unbelievable levels.

It’s common for me to be able to charge a few hundred dollars per hour on a copywriting assignment that the client is more than happy to pay. After all, when my writing can pull in thousands of dollars, why wouldn’t my clients pay top dollar for ads that pull like mad.

So… newbies, read this section carefully to prepare for success.

Veterans… scan this section and see if you can glean something that will make your business more efficient and profitable.

1.   Prepare yourself for success. 

Here’s where you can really get the edge in your freelance writing career. 

Take a look at any profession. Teachers must continue to earn Continuing Education Units to keep their license current. Sheet Metal Workers take classes on a regular basis to keep up to date with new government guidelines. (I know this because my husband is a sheet metal worker. J ) Electricians must continually take classes to renew their licenses. 

Freelancers who don’t continue their education will become shallow, ineffective, and very poor writers. 

We need to be curious. We need a zest for life. We need to wonder why something is the way it is. 

If you’re going to be a life-long freelancer, you must become a life-long learner. 

Take classes. Not just writing classes… take FUN classes. I once took an Abnormal Psych class because it sounded interesting. I used the knowledge from that class when I wrote Heart Songs, my second novel. 

Purchase and read books. I’m a reference book junkie. I haunt flea markets, book stores, and thrift joints…and never walk out empty handed. Read everything and anything. You never know when an awesome idea will flit on your shoulder. Fiction, nonfiction, how-to… doesn’t matter. Read. A lot. 

Subscribe to magazines. Writer’s Digest. Home and Garden. Maximum PC. The National Enquirer. Mad. Vegetarian Times. Doesn’t matter. Whatever remotely interests you… read about it.  

Subscribe to e-magazines. Many are free.  

E-mags will keep your finger on the pulse of what’s new and hot. Paper mags often have a long waiting period between when they accept an article and when it finally runs. E-mags tend to be cutting edge with the newest information possible. Read quality e-mags to get a sense of what the paper mags will be running in a few months. 

Now, I know you’re a writer. So, why do I suggest that you read so much? 

Simple. Stephen King in his book, On Writing explains it best: If you don’t have time to read, you don’t have the time or the tools to write. 

The best writers are voracious readers. If you want to be the best, read. 

2.   Write a business plan. 

I admit it. I hate planning. Give me a written plan outlining my day and I’ll actually go to great lengths to make sure I avoid each and every item on the list. 

It’s just my personality. 

That’s why I needed, and still use, a loose, flexible business plan that gives me a sense of how I want my writing biz to grow while giving me the freedom I demand from this business. 

As for your plan? Make it as detailed or flexible as you desire remembering to give yourself specific goals to shoot for.  

Here are a few things you should include: 

What will you call your writing business? 

Many freelancers just call themselves something like, “Beth Ann Erickson… Freelance Writer.” 

Some get more specific. “Beth Ann Erickson, Marketing Expert and Freelance Advertising Copywriter” 

Or, how ‘bout this? “Beth Ann Erickson, Freelance Advertising Copywriter and Consultant” 

Some people (like me) use a business name. I’m known as “Filbert Publishing and Marketing.” 

The name you choose is totally up to you. Using your own name is an easy option because when you choose a business name, you’ll have to fill out a number of legal forms explaining that you’re “doing business as” another name. 

When I began Filbert Publishing, I had a quick chat with my accountant to find out what I needed to do to make myself legal. I’d suggest you do the same thing. 

Next, you’ll need to decide what you’ll write. 

Do you want to specialize in article writing? Copywriting? Fiction? Nonfiction? Perhaps you’re an aspiring poet. 

I’d suggest that you diversify to keep as many income streams as possible flowing into the business. That way when you tire of one project, another fresh one is always waiting in the wings. Also, it grants a sense of security knowing that if you receive a number of rejection letters, you have other hot projects bubbling. 

Some writers dabble in mail order by creating products and sending full fledged direct mail packages to thousands of potential customers. Others sell products over the Internet. 

The sky’s the limit. 

That’s why it’s a good idea to take a moment to decide what you LIKE to write, what kind of writing can create the income you desire, and then decide what the majority of your time will be spent on. 

Now that you know what you enjoy writing, decide who your customers will be. Make a list. Crack open the Yellow Pages… get your hands on a current Writer’s Market… and get to work. 

Next, you need to research fees. Beginning copywriters easily earn around $50 per hour in central Minnesota. The rates are probably different where you live… probably higher. Also, you can read the Writer’s Market and find out what publications are paying for articles. Target the higher paying markets but realize you’ll probably have to sell a few articles for less money so you can build your clip file or portfolio. 

You can also contact local publications to find out what they pay their freelancers. If you get hooked up with a regular freelancing gig with a local newspaper you’ll eventually get more clips than you’ll know what to do with plus receive invaluable experience in the world of freelancing. 

Decide where you’ll set up your office. If you can’t find a dedicated work space at home, perhaps you’ll need to rent a small office. Also realize you’ll incur more expenses if you move away from home. I’ve freelanced over ten years out of my home and wouldn’t want it any other way… but some people do. So decide where you want to spend your writing time. 

Decide whether you’ll keep regular office hours. Will you accept business calls at 9:00 pm? Will you work weekends? What if you get a writing assignment with a tight deadline at 4:59 Friday? Perhaps you’ll work with a flexible schedule… or maybe you want to work 9 to 5. 

Choice is yours. 

You also have to decide where the money will come from to finance this new business. Although freelance writing is a fairly low-expense business, you’ll discover that it does require cash flow. 

You’ll need to purchase a computer, internet access, paper, toner/ink, pens, pencils, three-hole punch, stapler, paper for brochures, reference materials, books, magazines, file cabinets, insurance… just to mention a few expenses. 

Before you begin writing for clients, make a complete list of everything you can possibly need to begin your business. Separate that list into sections labeled, “Supplies I need ASAP,” “Supplies I need later,” “My wish list.” 

Let this list “rest” a while, add to it, subtract from it, and reorganize it, then go back to it one last time before you head for the office supply store. 

3.   Set up your work space. 

First and foremost, your writing area should be comfortable. Whether you work in an office or carve out a writing niche in your bedroom, make sure it’s a place where you want to spend a lot of time. 

When I first started freelancing I worked out of a room in my basement. I thought I’d go crazy. The tiny window barely let in any light. On nice days, I felt like I was missing out on knowing what was going on outside. On rainy days I felt like I was missing all the excitement of a great storm outside. Every now and then I’d watch a pair of legs walk by… that’s how I knew someone was coming to visit. 

Drove me nuts. 

It didn’t take me long to take over the entire front room of our rambler-type house. Today I have a large window in front of my desk. The huge picture window is directly to my right. Lucy (my Rat Terrier Wonder Dog and writing companion) lays on her table in front of the window. 

Best of all, I don’t feel like I’m missing out on anything. If Lucy goes ballistic, I just turn in my chair to see what she’s barking at. I watch kids come home from school. The seasons change before my eyes. Best of all… I get to watch those wild summer thunderstorms form, rage, and dissipate… all from the comfort of my office. 

Secondly, be sure you carve out enough space for your office. 

Writing on your kitchen table is OK, but be aware that you’ll need more room than you think. Submitting a writing assignment with tomato soup splotches on it simply isn’t professional, it’s downright unacceptable. Avoid this problem by keeping your work separate from your family life.  

In fact, a dedicated work space is ideal. 

As you grow your freelance business, you’ll need plenty of room for reference books, reading materials, and magazines. You’ll also want to invest in a computer and high quality printer. You’ll also want access to the Internet (if you don’t already have this). 

The ‘net is a gold mine of freelance opportunities. It’s also a great place to find reference materials for your articles. Beware, though… make sure your reference site is reputable or you may be using faulty information in your articles. As a freelancer, it’s imperative that you always protect your reputation by using the best resource materials possible. 

But I digress… let’s get back to your work environment. 

Third, you’ll need a couple of file cabinets. One will organize your article research. Once you research an article, keep your materials and recycle as much as possible. For example, if you write an article for Dog Fancy called, “How to Train Rat Terriers,” you can use the same sources and write a new article for Family Circle called, “How I got my Rat Terrier to Behave.” 

This file will also hold all the correspondence you’ll accumulate as you make your way through your freelance profession. Keep copies of your queries here. Keep your rejection letters and acceptance ones as well. Poke copies of magazines you plan on contacting in here along with any other miscellaneous communications that you’ll undoubtedly receive. 

The other file cabinet will be your “swipe file.” This cabinet will house junk mail. 

Junk mail!? 

Yup. You read correctly. 

If you want to make a good living as a freelancer, you’ll need to learn to write for businesses. Start locally by keeping every piece of advertising you receive from local businesses. Study it. Figure out ways to make it better. Then contact that company and offer to write their next mailing. 

Beginning copywriters (writers who write for businesses) don’t have any trouble earning at least $50 per hour. It’s a great addition to your freelance income and a wonderful way to finance other writing projects. 

Finally… when you’re deciding where to house your office, keep in mind you may want to have a place where you can “spread out.” For example, when I’m in the middle of an assignment, I often have papers spread across the floor behind me… often five to eight feet worth. Whenever I need to check out a reference, I spin in my chair, grab the right sheet, and get right back to work. 

I need a lot of space. Maybe you’re the same as me… maybe your not. But think about this before you choose where you’ll write. 

Also, I like loud music playing when I write. I have a friend who demands perfect silence. I like having Lucy near by. My friend goes crazy if anybody’s in the room with her. 

Think about all these factors when you’re deciding on where you’ll place your work area…. 

4.   Do you want a logo? 

When I first started writing I would have told you to forget the logo. It’s an extravagance. It doesn’t mean much.

That was before I got the Filbert Publishing logo. I’ve had more FUN with that little chuck of ink than I ever dreamed possible.

I stick it on my business cards. It’s on every book we publish. I house it on my letter head.

Check it out. Look at your book spine, or scroll to the first page of your e-book (depending on how you’re reading this book).

And by golly… Filbert Publishing is gaining a bit of an image because of that logo. Customers instantly recognize us and have an already-formed image of who and what we are.

This logo is a small step towards establishing a “brand” for ourselves.

Now a quick note is appropriate: don’t waste your time trying to establish a “brand” of some sort. In the writing biz, “branding” is a natural evolution as a result of smart marketing. Pouring money into establishing a “brand” is a total waste. However, becoming a recognized authority in your field is a very economical way of establishing your own personal “brand” without pouring money into ineffective advertising.

Simply be the best at what you do and you’ll eventually create your very own “brand” name. Attach a little logo to that “brand” and you’ll become a bit more recognized.

Now… back on track.

Although I doubt our “brand” will ever be as strong as a multi-national conglomerate, our little foray into creating a brand is certainly paying off in spades.

Consider a logo. Dig through your clip art to see if you can find an appropriate image. Make sure it’s royalty-free and free for unlimited use. Always abide by any limitations outlined in the terms of service when you purchased the clip art. Then create your logo and keep it alongside every one of your promotional efforts.

You’ll be glad you did.

5.   Decide on your promotional budget. 

Regular promotion = Regular work.

Let me repeat that. Regular promotion = Regular work.

There’s nothing worse than just coming off a deluge of writing assignments only to realize you have no pending projects.

No matter how busy you are, it’s imperative that you stick to the promotional plan you’ve developed.

That includes your budget.

Decide how much money you want to spend on promotion.

Now, promotion doesn’t have to be expensive. You can purchase small ads. You can sponsor an e-mag targeted to your audience. Create a direct mailing and send it to a targeted list.

You can write articles and request a fat byline. Craft a press release that’ll land you in the local media. Sponsor a small event.

The options are limited only by your imagination. Once you decide on your budget, get creative and have fun.

6.   Decide on your time budget. 

The best promotion is often free, money-wise. However, your direct cost will often involve a fair chunk of time.

Decide how much time you’ll devote each week to promoting your business. Whether it’s an hour a day (or more), the time you spend promoting will often pay you back many times over.

You can write articles, work on a book, contact potential clients, write a direct mail campaign, draft a query or two… just to name a few.

If you spend time to properly know where your targeted market “hangs out” you can strategically place ads, participate in news groups, or even get paid to write an article that’ll drive clients straight to your door.

Advertising that’s targeted like a laser on your audience always outpulls shot-gun advertising that attempts to garner the attention of the masses. Always shoot for extremely targeted ads directed straight to your carefully-chosen audience.

Time spent researching your market and writing articles strictly targeted to their interests will pay off faster than you can imagine. There’s nothing like a well placed blurb about your business to jumpstart sales.

7.   Study your competition. 

You need to know who your competition is and what they’re up to. After you identify your competition, you need to study their style. Find out what they’re doing right, and identify areas where you excel. 

If you’re writing ad copy, find out who they work for and why they were hired. Find out what their weaknesses are and fill that gap. 

For example, if a local ad agency writes newspaper ads with fab graphics, but their copy is weak, offer to help them with that particular need. 

If a magazine has great content but poor circulation, study their current marketing materials and offer to write their next subscription renewals/offer and boost their subscriber numbers. 

When you know who your competition is and what they’re doing, you can better create a plan of action that has a better than average chance of yielding amazing results. 

You can easily study your competition by getting on their mailing (or e-mailing) list. Subscribe to their e-mag or magazine. Order one of their products. If they’re a fellow writer, call and ask for a client list. 

Surf to appropriate websites and dig deep. Find out what they’re doing right and where their weaknesses are. 

Studying your competition is one of the most revealing bits of marketing research you can do. You’ll learn a lot about them… and yourself in the process. 

8.   Decide who you want to write for. 

What interests you? What markets have a lot of money flowing through them? 

If you can meld an interest of yours with a hot market, you’ll have a nearly easy time generating a nice income. 

List your interests, then find out who needs this type of writing. Now you need to dig through Standard Rates and Data (you can find this book at your local library) and find out the popularity of your prospective area of expertise. Ferret out what kinds of money people are throwing into this market. If you see a lot of money in your prospective subject area, you’re likely in a good market. If the people you intend on enticing to hire you or buy your products are used to getting freebies, there’s no point on courting them. 

Next, you need to decide if you want to specialize in a narrow subject or whether you’d rather be known as a “generalist.” 

A “specialist”, sometimes known as a niche writer is someone who becomes an expert in a narrow subject. Robert Bly is a copywriter who writes about writing advertising copy. He writes for a very narrow market. He’s a renowned expert and makes a very good living. 

A generalist is someone who writes on nearly any subject. Anything from dogs to sewing machines… weather to child rearing, it’s all fair game. It’s pretty tough to find an expert “generalist” because these people usually don’t become a “guru” in any field. However, you can make a very nice living as a generalist. 

When you know who you want to write for, you need to study the format, the preferences, the jargon, the style. Read all the publications in that field. Get on mailing lists. If you’re a copywriter, pinpoint the weakness in their current promotional efforts. If you can strengthen that weakness, you’re one step closer to landing the job. 

When you’re first starting out, write some articles on spec. Do the same thing with ads and other promo efforts. Mail them a specific person in that company and see if they’re interested in using it. 

Be careful about writing on spec. You don’t want to make a practice of writing for free. Only in very special circumstances… a client you really, really, really want to work for, a market you just can’t break into, a spectacular project you otherwise wouldn’t get a shot at… should you consider writing on spec. It’s a dangerous practice to write for free. Use the spec assignment route ONLY in the more dire of circumstances. 

That being said, always send your correspondence to an actual person. For example, if you send your query to “Filbert Publishing,” chances are the wrong person will open it. It’ll get stuck in a box, sit there for a few days, and perhaps after a couple weeks, it’ll wind up on another desk. The correct person may (or may not) eventually get it… but it’ll take a while. 

On the other hand, if you read the Filbert Publishing guidelines… and perhaps read a few past issues of Writing Etc., you’d know you need to send the query to Beth Ann Erickson… better yet, Maury Erickson. Either way, one of us would receive it, open it, and give it our immediate attention. 

Also, when I receive a query that starts with the words, “Dear Sir,” I know they haven’t done their research. I’ll scan the query, but I admit I don’t read it as carefully as one that says, “Dear Beth” at the top. 

Study your market and send them appropriate material. Get your letter/query to the correct person. When you do this, you’ve already made your query better than most. 

9.   Sharpen your writing skills. 

A writer who doesn’t write on a regular basis isn’t a writer.

Now, when I’m talking “writing” I’m not talking about online chatting. I’m not talking e-mail correspondence either.

These activities don’t count as “writing.”

I’m talking about real writing: articles, ad copy, nonfiction, fiction, etc.

The best way to sharpen your writing skills is to write. And keep writing.

The next best way to learn ultra-effective writing skills is to read. A lot.

Forget TV watching in the evening (unless you’re an aspiring screen writer, then TV watching is research). Your time is best spent enjoying the genre you’re working on at the moment.

If you want to write ad copy, spend your evening reading fantastic, ultra-effective ads and direct mail letters. If you’re a fiction writer, read fiction. If you want to write nonfiction, read nonfiction.

You can also sharpen your writing skills by taking classes. University classes are wonderful, however beware of over-academicizing your writing style. There are some great home-study courses as well. Community Education classes often cover writing techniques as well.

Eavesdrop on conversations. Try to capture dialects in your writing. Master a verbal writing style and you’ll snag more readers than you can count.

The average American reads about the seventh grade level. We’re an auditory audience weaned on television and raised on radio.

It’s a sad commentary that great literature simply doesn’t reach the masses today. That’s because the language doesn’t speak to readers who are so accustomed to auditory communication.

The good news for you is that when you train yourself to write in a conversational style, you increase your chances of creating a rabid following because to become a successful writer in this day and age you MUST connect with your reader.

And the only way to truly connect with your reader is to write using their words, their slang, their point of view. More on this in a bit.

This means you can toss out much of what you learned in high school English class. This also means you must become intimately involved with your target audience and know them up, down, back, forth, right, left.

The more time you spend sharpening your writing skills to match your reader’s vocal style, the better and more effective writer you’ll become. And the better writer has a greater chance of landing the assignment. Guaranteed.

10.                      Study how your potential customers speak. 

You need to speak directly to your reader. If you don’t do this, you’ll lose them.

So, here’s what you need to do:

First, understand that the average American reads at around the seventh grade level. This means you should forget using “million dollar” words. Understand that you certainly do not need to dumb-down your message, just use terms that are readily understandable.

The general rule is this: write like you speak.

Don’t try to write in any kind of “literary style.” Just communicate in the same way you would if you were sitting at a table across from your reader and speaking to them.

This means you’ll probably break more than a few grammar rules. This means you’ll probably start more than one sentence with the word “and.” This means you’ll probably be accused of being a bad writer by your high school English teacher.

Read everything you write aloud. If you need to breathe in between a sentence, shorten it. If you stumble, revise. If your mind wanders while your reading, pull the excitement level up a notch.

But you must do more… you must also become an effective communicator.

You need to study how your potential reader speaks, and write using their style.

This means you get to become a chameleon, assuming the persona of your reader.

For example, if you’re writing a piece for an upscale magazine targeting professional businesswomen, you’ll use a different “voice” (using different terminology and jargon) than you would if you were writing a piece for the National Enquirer.

If you’re trying to sell fishing lures to avid sportsmen, you’d probably use a different voice than you would if you were writing a piece for PC magazine.

You’re a wise writer when you research your market thoroughly before submitting a piece to a publication. Read their back issues. Study their direct mail campaigns. Chances are, they’ve perfected the voice they use and you can jump ahead of a ton of wanna-be writers when you study their materials.

Ah… writing isn’t for the faint of heart, is it? It’s a lot of hard (but fun) work. And the writers who recognize this increase their chances for success.

11.                      Accept that you’ll have to ALWAYS promote your business. 

Your freelance business is just that: a business. 

You may be chagrined to find out that just because you’re a fabulous writer, agents, marketing managers, and editors won’t beat a path to your door. You need to make all these people aware of the fact that you have something valuable to offer them. 

As a copywriter, you can do this by drafting a stellar sales letter promoting your services to local businesses. Get a mailing list from your Chamber of Commerce and start writing, revising, refining, folding, and licking envelopes. 

You can also write an effective brochure to send to prospective clients. 

Postcards mailed on a regular basis are a great way to keep in touch with clients as well. 

Scour your local paper and find businesses that have an ad budget. If they advertise regularly, chances are they have a budget. See if you can get a little piece of it by writing effective copy for those ads. 

Books like Jumpstart Your Writing Career and Snag Paying Assignments (http://FilbertPublishing.com) have a ton of ideas on how to promote your business. 

You need to do the same thing when you’re contacting agents, editors, and publishers. Contact them with a well-crafted query whenever you have a new project to present to them. Your Writer’s Market should be tatters by the time the new update is released. 

If you don’t have a regular promotion plan, you won’t have regular work. 

Let me repeat that: If you don’t have a regular promotion plan, you won’t have regular work. 

Decide how many queries you’ll send out on a daily basis. Then do it. 

Sending out one query per day is better than sending a batch and sitting back and waiting. 

You get a rhythm in your career when you send out a set number daily. And never miss a day. Even when you have so much work that you can’t see straight… send out your set number of queries. 

Do the same thing for sales letters. If you want copywriting assignments, you need to send out those sales letters. 

I send out a set number of queries and sales letters daily. Because copywriting pays better than articles, I usually send out more sales letters than I do queries. But I keep that number constant. 

Oh… and always tweak your queries and sales letters. As your writing skills grow, so will your promo skills. 

Don’t expect perfection on anything you write. My first promo letter (quite frankly) sucked. But it sucked less than my competitions. That’s how I started. 

Since then I’ve poured thousands and thousands of dollars getting my hands on the best materials that’ll give me the edge when it comes to competing for writing projects. And every dollar I spend on honing my skills pays back in spades. 

Keeping your promo plan regular will keep your stream of work regular. 

One way to begin is by writing articles. Send them to targeted publications that cater to the audience you’re hoping to attract.

So this is where we’ll start zeroing in on some low-cost and no cost ways to promote your writing biz in earnest: Writing Articles:

12.                      Write articles for consumer magazines and ask for a fat byline. 

Consumer magazines can be a tough nut to crack. Competition is fierce and (as always) some mags tend to enjoy raining assignments upon their favorite writers. But when you land an article in one of these major magazines, you’ll probably receive a nice chunk of change along with the prestige of saying, “I just got published in…”

So, if getting published in major mags is difficult, how do you increase your odds of getting that juicy byline?

First, start smaller. Don’t start by shooting for the huge magazines. Build a clip file by writing for local publications, then regional, then move on to the national mags after you’ve mastered the fine art of dealing with local and regional editors. The education you receive at the local/regional level is invaluable when it comes growing your writing career.

You’ll learn the ins and outs of this crazy biz and will make important contacts you can use as you step up on each level of your career.

Never underestimate the power of smaller pubs. Use them as an important part of your writing career and as a step to larger markets.

How do you do this? Easy. Just purchase a local/regional magazine (or newspaper), look for a gap in their coverage, then contact the editor offering to fill that gap. Speak to them via the phone or face to face. Blatantly offer to fill that gap (always speaking more about them and their needs rather than you and your needs) and watch for their reaction. Chances are, if you play your cards right, you’ll walk away with a writing assignment. If you don’t, be persistent. Generally speaking, the publishing world is horribly understaffed and will almost always welcome a hard worker into their midst.

13.                      Write articles for web ‘zines.  

If you want an almost instant paycheck and nearly instant credibility, write an article for an e-zine in your field.

So… you’re probably wondering… what’s an e-zine?

Simple.

An e-zine (also known as an e-mag) is simply an “electronic magazine.” These “electronic magazines” are usually affiliated with the publisher’s website.

For example, our website, FilbertPublishing.com, publishes a twice monthly e-magazine called “Writing Etc.” We e-mail it (via a list-hosting service) to writers worldwide who have subscribed and confirmed their desire to join our list.

We generally run around two articles per issue, four per month, not including any extra editions we send to subscribers.

When you consider the number of e-magazines circulating throughout the Internet on a daily basis, you’ll come to realize that these little electronic wonders gobble up an incredible number of articles.

That’s where you come in.

Submitting articles to e-zines is a quick and efficient road to publication. When a traditional magazine often takes months to get back to you on your query, e-zine owners tend to get back to their potential author much faster… often within a few days. Also the lead time for e-zines tends to be shorter as well, meaning you’ll see your words in print faster.

Will you get rich writing for e-magazines?

Probably not. But you will gain credibility, you’ll earn pocket cash, and if you’re smart, you’ll start your own e-zine, build your own house list, and eventually generate income by sending offers to your list that will help them make their lives easier, their careers run smoother, and offer them one-of-a kind deals not offered anywhere else.

But we’ll talk about that later….

14.                      Write articles for trade magazines.  Target industries that interest you and you just may land a new client in the process. 

Trade magazines are the unsung hero of the freelance writing trade. Robert W. Bly goes so far as to call it a “hidden market” that few writers target, yet there is some serious money and definite credibility to built in these publications.

A trade magazine is a publication targeting a specific industry. With little broad-appeal, these little tomes often have fewer subscribers than mainstream consumer magazines, but their targeted readership is a godsend to any writer who is hoping to build credibility in a particular industry.

For example, if you’re hoping to establish yourself as an expert copywriter, a feature article in Target Market or DM News will do wonders for your credibility factor.

Name the industry you want to target, whether it’s the pets, paper, boats, farming, beauty salons, dentist… you name it… very likely you’ll find a trade magazine geared specifically to that market.

You can find a huge listing of trade magazines in the current Writer’s Market or you can get the latest guidelines at WritersMarketOnline.com.

15.                      Write articles for local publication and you just may land some local clients. 

Never, ever overlook local writing opportunities!

Writing ads, brochures, articles, and mailings for local businesses can become a real boon to your pocketbook.

Local businesses need effective ad materials… especially if they’re already paying for ineffective ads filled with ineffective, unpersuasive writing.

Your local newspaper is probably short-staffed and needs a reliable freelancer to cover events they’d otherwise not be able to cover.

Contact these local businesses and let them know you can write awesome ads. If you’re unsure of your skills, read Bob Bly’s The Copywriter’s Handbook and/or subscribe to Writing Etc. (http://FilbertPublishing.com) to get your copywriting skills up to snuff.

Chances are, if you’ve got some strong writing skills, know a bit about the psychology of selling, and have done even a cursory study of the architecture of persuasion, you can start writing advertising materials right away.

However, always study books, take online courses, do everything you can to make your writing skills as sharp as possible. Just because you’re writing good ads, imagine how much more you can make when you begin writing awesome ads.

Pick up a few books, start reading, master the principles of persuasion, then hang your shingle.

16.                      Barter ad space for articles. 

If you’re freelancing for a local (or regional) newspaper (or magazine) and find your wages aren’t acceptable, ask if you can receive the remainder of your usual rate in free ads.

Most publications will jump at this offer because they’ll keep a valued freelancer happy and they’ll be able to use up some of their remnant space in the process.

I don’t know if you’ve ever watched how a magazine (or newspaper) is constructed, but I liken it to a jig saw puzzle.

The designer must carefully lay out each page, each element, until all the space is filled. However often, they find themselves with a square that needs to be filled. Rather than put in a silly “famous quote” or ad for the publication itself, why not place your ad there?

But you won’t get that space unless you ask for it.

17.                      Write a regular local column – then work to get it syndicated regionally… or nationally. 

Writing a regular column that appears in a local, a regional, or even a national publication will build your credibility. Credibility as a writer will open more doors than you can possibly imagine.

With your name appearing in front of your target audience on a regular basis, you gradually become the expert that they’ll call when they need something written for them.

Make sure you include a strong byline at the end of every column you write. Make sure that your reader clearly knows what you write, and that you’re available to write on a freelance basis.

Submit your columns faithfully for a while, then start working to get them syndicated. Once your work is appearing in a number of publications, your column income will rise PLUS, you’ll have more potential clients contacting you.

OK. So how do you get the ball rolling on syndication?

You can self-syndicate by pitching your column to individual publications. You can find appropriate publications by researching your library’s copy of Gale Directory of Publications. If an editor accepts your pitch you simply submit your columns following their guidelines, bill the publication, and then collect your fees.

Not hard, really. But if you syndicate to a number of publications, you can fast find yourself in the middle of a bookkeeping nightmare.

Your other option is to pitch your column idea to a syndicate. King Features, News America, and Tribune Media Services will act as your broker, pitching your column to several newspapers at once. You can find more syndicates to pitch your idea to at WritersMarket.com and the Annual Directory of Syndicated Services in the July issue of Editor and Publisher Magazine.

A note on syndication: competition is utterly fierce. It’s in your best interest to do whatever you can to build a readership, some notoriety, a large clip file, and a slew of upcoming columns before you approach a syndicate.

As with all areas of writing, it’s wise to start small, then grow where you’d eventually like to be. That way you can work your way through the growing pains and enjoy your success.

18.                      Cross Promote your other products in your byline, at the end of each book and/or in your articles. 

You need stellar marketing materials. Sales letters, queries, all of it has to be as strong as possible so you’ll make sales on a regular basis.

However, by adding just a few sentences at the end of each book you write… at the bottom of each article… at the end of CD inserts… is an easy and very passive way to attract new customers to your writing business.

You never know who’ll read an article you’ve written. You generally don’t know who has read your books. Many people at least peruse CD inserts.

But when you make it virtually effortless for your readers to find you by providing a website address or business phone number in your byline, you increase your chances of getting hired to write something for one of your many readers.

Never miss an opportunity to promote your writing business, no matter how small the opportunity seems at the time.

19.                      Write a sales letter promoting your business and send it out on a regular basis. 

Ok. Suppose you’re a competent writer. Perhaps a more than competent writer.

You’ve studied the craft and feel you’re ready to start soliciting clients.

When you’re just beginning your writing career, drafting a generic sales letter you can use to initiate contact with a prospective customer is a real timesaver.

You don’t need to get too fancy with this. Forget creativity. All the client really wants to know is how you can enhance their bottom line.

Using the AIDA outline, you can easily come up with a strong letter. AIDA’s an acronym for: Attention, Interest, Desire, Action.

Here’s how it works:

Begin your letter by writing something to attract the readers Attention. Use an interesting story, a startling statistic, a bold statement; anything that’ll speak directly to your reader, pull him into your letter, and persuade him that he needs to read the rest of your letter.

Next, you need pull you reader in by keeping his Interest level high. This is where you need to persuade your reader that he needs his marketing materials as strong as they can possibly be.

In the Desire section of your letter, you need to prove that you’re the best person to write compelling marketing materials for him. Provide testimonials, clips, whatever you have on hand that you can use for this section.

The final section of your letter will include a call to Action. Tell your reader what you’d like him to do. Tell him to visit your website, call today, send in a card. You can even promise that you’ll send him a helpful booklet if they reply.

Believe it or not, many writers forget to tell their readers what they want them to do. When you include a strong call to action, you’ll increase your response by a lot.

20.                      Write a personal letter to companies you REALLY want to attract. 

So, you’re reading your latest trade magazine and stumble upon a company that REALLY catches your eye.

When you find a company like that, comb through your generic letter and personalize it for that company.

A personalized letter stands a better chance of getting read… something you definitely want to achieve when you’re contacting a company on your “A+” list.

Some companies are what I call “Mailable, but not apt to hire me”. These include smaller organizations that may not have much of an advertising budget. I send these companies my generic letter.

However, companies that have a definite ad budget, companies that use promotional materials like brochures, ads, articles, letters, etc. most certainly deserve a personalized letter.

I’ll research them. I’ll read articles about them. Then I weave my new-found knowledge into a personalized communication still following the principles of AIDA.

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