I like to fuel referrals by rewarding those who send them my way. I know my clients and friends send me referrals, not so much because of these “rewards,” but I like to give them anyway. In fact, the usual reaction I get is, “You didn’t have to!”

“Oh but I do!” I respond.

I do, because I like to show my appreciation to anybody who has helped me.

Here are some of the ways I’ve thanked my clients for referrals:

Commission. I’ve given a 20% referral commission in the past. I didn’t offer it, but a client asked for it and I didn’t mind giving it at all. But this arrangement leaves a bad taste in my mouth, because it feels like a bribe. I don’t do it anymore.

Discounts. I’ve offered a discount on future services for referrals who end up hiring me. I didn’t like this reward system, either, because the only way the referrer could enjoy it was to hire me. It didn’t feel like a complete gift to me. I’ve stopped doing this too.

Gifts. This is what I do now. These are small-value items that I know the referrer would appreciate. I’ve given gift cards for Tim Horton’s and Amazon. Not big enough to be bribes, but not too small to show my gratitude.

How about you? How do you reward people who send referrals to you? I’d love to learn more ideas for appreciating people.

Have you ever prepared a proposal for a prospect and, in your heart, you know he or she can’t afford your services?

What do you do then?

Do you put your proposal together haphazardly, knowing it won’t lead to a paying project anyway?

Or do you jump at the first opportunity to give the prospect discounts?

Or do you ignore the prospect and not submit a proposal at all?

Don’t Sell Yourself Short

In the past, I have been guilty of offering discounts even when none was requested. I’d say something like, “My regular fee is $$$, but since you were referred by Awesome Person Z, I will give you a 20% discount.”

Eventually I realized I was doing myself a disservice by discounting my fees so easily!

If you’ve ever found yourself in this situation and you still want to work with the prospect, because:

• you really need the money, or
• you feel it’s a good opportunity that could lead to more freelancing gigs, or
• you really like the prospect and don’t want to turn them away

… there’s a better way to make your services more affordable without undervaluing them.

The Power of Options

Here’s what I would do now: Give the prospect two options to avail of my services.

One is the “Ferrari” option with my full services and full price. The other is the “Volkswagen” option with fewer features but still a good value.

I suppose a third option could be offered as well, if you think it’s necessary. But don’t give the prospect more than three choices, because a confused mind does not buy.

Here’s an example of how I would package my services into two options:

Option 1: Long copy sales page

• full sales page copy
• photos/images/Copydoodles
• fully formatted in HTML or WordPress
• up to two revisions within the original scope of the project
• two alternate headlines
• Fee: $1000

Option 2: Sales page rewrite

• revision of existing sales page
• copy in text format
• no formatting or photos/images/Copydoodles
• up to two revisions within the original scope of the project
• two alternate headlines
• Fee: $500

With this approach, I’m able to offer my services at a more affordable rate — without devaluing them through random discounts. I’m charging less for Option 2, because it requires less work and time from me.

At the same time, I’m giving my prospect the opportunity to take my higher-priced offer.

Because I could be wrong about my prospect’s finances. Maybe they can afford me, after all.

And, believe me, I’ve been wrong before.

Would You Do The Same?

How would you handle a situation like this?

Share your ideas in the comments below, and help other freelancers with your wisdom.

photo credit: Damian Morys Foto

Are you having fun?

I know, work is serious stuff, even for freelancers. We have to feed, clothe, and shelter our families. Or at the very least, make next month’s rent.

It’s not my intention to minimize the importance of what we call work.

But even then, it doesn’t hurt to keep our work joyful. I dare say, it’s necessary for our sanity, peace of mind, and success.

Freelancing is lonely. It can get stressful. Freelancing is no game. It doesn’t have to be dreary, either. Consider these:

Ideas to Keep the Fun in Freelancing

Inject a sense of humor

Find or put a funny element in whatever you’re doing. For example, one common task I do for clients is brainstorm blog post topics. Even if my client works in a serious business-related market, I look to other unrelated markets to keep things light. Industries such as entertainment, for example, are good fodder for some light-hearted ideas. As an added benefit, these posts tend to end up getting plenty of attention, likes, and shares as well.

Play everyday

Creativity and problem solving require us to look at the most unexpected places for inspiration and solutions. The best ideas come to us when we have our guards down, and playing lets us relax enough to get the creative juices flowing.

Once, many years ago when I was still in UNICEF, I organized a brainstorming session for writers and producers of children’s television programs. I brought some of my children’s toys with me: clay, wooden blocks, and other open-ended toys. As we talked about different topics and production techniques that would appeal to children, I let the participants handle the toys. I believe our muscle movements affect our brain, so physically handling these stimulating toys hopefully stimulated my participants’ creativity too.

By the way, sometimes it helps to literally play with a child. That gets us adults out of our ever-so-serious thoughts and into a more creative, intuitive mode.

Laugh

Laugh at your mistakes. Laugh at the silly things people do on Twitter and Facebook. Can’t find anything funny? Laugh at this video:

Fortunately for us, freelancing affords us the flexibility and freedom to implement these ideas in our daily lives.

More Ideas?

How about you? How do you keep things light and fun in your home office?

photo credit: Pink Sherbet Photography

Freelancers are constantly on the look-out for new clients. But one thing we often overlook are opportunities in telecommuting.

Telecommuting, strictly speaking, is not the same as freelancing. Telecommuters are employees but are able to perform their work at home, or anywhere else. Sometimes, telecommuters need to report to the office for meetings. Other times, not at all.

More and more companies are using telecommuting arrangements to save money otherwise spent on office maintenance, employ talent from out of town, and enjoy the other advantages that telecommuting offers.

Recently, I accepted a telecommuting position. At first, I was hesitant because I consider myself a freelancer 100%. But after much thought and prayer, I realized the opportunity met all the items on my “Yes” list.

Why You May Want To Telecommute

Here are the benefits of telecommuting that I’ve noticed so far:

• Regular income

For freelancers, this can be a good thing, and it can also be a bad thing. If the telecommuting job means you’re not able to accept freelancing clients anymore, then you are, in effect, limiting your income. On the other hand, other freelancers may be willing to make that sacrifice in exchange for a predictable and stable income. Also consider that you will no longer have to spend as much time, money, and energy marketing yourself to make the same income.

• Logistical support

As a telecommuter, you’ll be required to have a basic office setup, such as a computer and Internet connection. However, employers are willing to cover additional logistical requirements you need, such as certain software. In some areas, employers of telecommuters are even required to insure their employee’s home offices (check your local laws).

• Being part of a team

Freelancing is lonely. When you telecommute, you become part of a team, even if you’re all working from your homes. For me, just knowing the whole success or failure of a project doesn’t fall solely on my shoulders is a good feeling.

Where To Find Telecommuting Jobs

My telecommuting job found me. The company owner discovered me through a Google search (so optimize your websites, people!).

However, when I became aware of this opportunity, I dug deeper and found so many other opportunities. Flexjobs.com is an online repository of telecommuting and part-time jobs. You need to pay a monthly fee to access the details of job openings. I also found some telecommuting jobs in AWAI‘s job board, which also includes vacancies from Flexjobs.com.

Most of the opportunities I’ve seen are for programmers, writers, and sales professionals, but the skills required are wide.

Is Telecommuting For You?

What do you think? Would you be happy as a telecommuter? What excites you about it? What don’t you like about the thought?

Let me know what’s on your mind. Post a comment below.

photo credit: adactio

Affiliate Disclosure: I am an affiliate of AWAI and will earn a commission if you purchase their programs through my link. I credit AWAI for helping me become a better  and more successful copywriter, so obviously, I highly recommend their programs. However, nothing is right for everybody, so please do your due diligence before purchasing from them or any other vendor.

I’ve been feeling like a rookie freelancer all over again.

It’s because I decided to get into a different freelancing niche. Let me tell you, it’s been difficult, slow going, exciting, unnerving, energizing and mind boggling all at the same time.

My Niche Journey

Sometime last year, I became restless and wanted to focus on working with a specific type of business and industry only. Since then, I’ve had a few false starts… and made a little progress.

By false starts, I mean I thought I had identified the perfect niche for me. I even registered a domain name so I could create a landing page targeted to that niche — only to change my mind after a few weeks.

Then finally, after several months of research, prayer and just waiting for inspiration, I decided on a niche. Almost as soon as I did that, I started getting a trickle of new projects from the identified niche. God, I take that to mean “Yes!”

Finding projects in the new niche has encouraged me to keep going, but I realize I still have a ton of work to do to make sure the trickle turns into a gushing river.

In this post, I’d like to share with you what I’ve been doing to get a foothold in this new market. I hope these ideas can help you to gain a strong presence in your own market, too.

Breaking Into A New Market

Watering holes

One of the most important aspects of market research is discovering their watering holes. Where do your ideal clients hang out?

It doesn’t make sense for me to use all my energy trying to get my ideal clients to read my blog, or connect with me in social networks. I need to go where they already are.

So far, I’ve been doing this by attending live events and being more active specific social networks. I’ve discovered that my new ideal clients are quite active in LinkedIn, a social network I had previously not been active in.

That’s changing now. I’ve been joining relevant LinkedIn groups and connecting with people (those who fit my profile of the ideal client and those who are influential to my ideal clients). I’m setting aside Friday afternoons to be active in group discussions and submit some useful answers. I may even create my own group (we’ll see about that!).

The important thing is to listen and find out what my new ideal clients’ pain, problems, and predicaments are, and what types of solutions they’re looking for. I also have my eyes open for their most frequently-asked questions in my field, how they work with freelancers, and what areas I can be most useful in.

General Research

Because the niche I want to work in is quite different from what I’m used to, I need to learn more about it. I’ve been doing this with the help of:

Books

I’m reading books to help me gain a general knowledge of my new niche. I’m also reading other books that help me bridge what I do know (the strategies) to what this market needs (how to apply those strategies in this niche).

Blogs

Blogs are much easier to consume than books, and can be just as helpful. Along with books, blogs are also great for identifying and connecting with influential people in this new niche.

Training Courses

Because my new niche requires a different kind of copywriting, I invested in a couple of training courses. I used one like a Bible when I had my first client in this niche. (By the way, if you’re looking for high-quality training courses for freelancers, I highly recommend the ones by American Writers & Artists Inc. View their catalog here.*)

Testing

Now that I have better knowledge about my new niche, I’m in the testing mode. I’m trying out promotional materials and buzz pieces, to see which ones will generate the best response.

What’s Your Experience?

Were you previously a generalist who then decided to specialize? Or have you ever switched from one niche to another?

How did YOU do it? And how long did it take for you to feel comfortable and confident in that niche?

I’d love to hear about your experience, and any advice you may have for me and other readers. Post a comment below.

PS: If you’d like to learn more about finding your freelancing niche, sign up for this free webinar I did with Steve Slaunwhite, copywriter and freelancing coach.

*Affiliate link – I am an affiliate for AWAI. This means that, if you purchase any of their courses through my link, I will receive a commission. While I only recommend products and services I believe in and often use myself, you should still do your due diligence before buying anything. Thank you!

photo credit: Ian Sane

As you may have deduced from my un-resolution post at Freelance Folder and this blog post title, I’m not big on New Year’s resolutions. They’re so… common, and I would hate to be like everybody else (maybe that’s one of the reasons I’m a freelancer?).

Now if making resolutions works for you — if they get you to develop new, positive habits that improve your life — then go for it! Don’t let my personal preferences stop you.

But if you want to do something else, either in addition to or in lieu of, New Year’s resolutions, then I have an idea for you.

Kendall Summerhawk, multimillionaire business coach to other coaches (but that doesn’t mean we freelancers can’t benefit from her wisdom too) proposes the creation of a “Yes” list.

Write Your Yes List

A “Yes” list is a set of 5-6 questions you will use to filter prospective client work. When faced with a new freelancing opportunity, you must answer “yes” to each and every one of these questions for you to accept the project.

Your questions can cover:

• what type of work you want to do
• which clients you’ll work with
• how much you want to get paid
• how you want to work
• where you will work
• and anything else you want to include

My Yes List

To give you an idea, here’s my Yes list (with certain parts omitted, because I don’t want to reveal all in this post):

• Does it involve ___ or ____ type of business?
• Does it allow me to work at home with a flexible schedule?
• Does it make me feel fairly rewarded for my time, energy, experience and skills?
• Is it work I enjoy doing and am confident of accomplishing with a high level of quality and credibility?
• Is the project ethical, moral, and consistent with my religious beliefs?

How a Yes List Serves You

A Yes list helps you be more selective and focused on the types of clients and projects you like. If you’ve identified a niche and target client, your Yes list will keep you from getting off track. It can also help you consider other aspects of a project that are important to you, such as, in my example above, how a particular project sits with my personal beliefs.

Of course, if you’re just starting out or are otherwise desperate to make money, you’ll have a different Yes list. Maybe your list will be made up of just one question: Will I get paid?

The Yes list is very personal and customized. You put whatever you want in it.

Your Thoughts?

Do you like the idea of creating a Yes list? If so, what would you put in yours?

Share you list in the comments below, or let us know what factors you would like to include in it. Don’t worry, you can reveal as much or as little as you want!

photo credit: Xtreme Xhibits

Before we bid adieu to 2011, let’s take a look at the most popular posts in The Savvy Freelancer for 2011.

This list is based on the number of page views, as well as the number of comments on each post. I didn’t use any scientific formula, so you’ll just have to take my word for it.

Most Popular Polls

I published a number of polls for freelancers in 2011, and these three topped the list in terms of readership and engagement:

Poll: What’s The Biggest Mistake You’ve Ever Made as a Freelancer?

This question resonated with many Savvy Freelancer readers — which goes to show mistakes do help us learn and become better freelancers.

Freelancers: What’s On Your Christmas Wish List?

Understandably popular — who doesn’t want to dream about what they’re getting for Christmas? This will be a yearly tradition at The Savvy Freelancer from now on.

Poll: How Do You Communicate with Clients?

Who knew freelancers had such a wide variety of preferences when it came to communicating with clients?

Freelancing Poll: Would You Work for a Client Exclusively?

I was surprised by how strongly readers responded to this question.

Most Popular Guest Posts

LinkedIn Tips for Freelancers

Readers enjoyed this guest post from LinkedIn expert, Lewis Howes. And why not? It’s full of practical advice for using LinkedIn to find clients.

6 Simple Tips to Warm Up Potential Clients When Cold Calling

Savvy Freelancer reader Chris Vanasdalan wrote this piece for the blog — and attracted plenty of readers. Send us another post soon, Chris!

How to Walk Away from Any Conference with Clients for Your Freelance Business

This guest post from writer Thursday Bram is a personal favorite of mine as well. I used her advice immediately.

Most Popular Productivity Posts

Home Office Decluttering Tips for Freelancers

Aside from home office decluttering tips, I also shared a photo of my own home office in this post (disclaimer: Said home office is no longer as neat as portrayed in the post).

Roundup: Staying Motivated as a Freelancer

Granted, this post has links to excellent posts and articles to help freelancers stay motivated. However, I am fully convinced what made this post popular is the cat picture.

Are You Experiencing Freelancer Burnout?

Readers liked this post about the signs and symptoms of burnout, and what to do when you’re experiencing them.

Most Popular Management Posts

How to Find A Profitable Freelancing Niche

Strictly speaking, this is not a post, but a sign-up page for my webinar with Steve Slaunwhite. The high number of page views shows this topic is relevant to you, my readers. If you missed the webinar, you can still sign up to get access to the recording.

A Freelancer’s Dream Home Office

Another wish-list type of post. Obviously, freelancers like to dream and aspire for great things.

How to Increase Your Freelancing Income — Right Now

The title explains it all.

Most Popular Marketing Post

A Freelancer’s Business Card

In which I show my very first freelancing business card. (Admit it, you’re a bunch of curious cats)

Most Popular Personal Post

A Ghost Writer’s Dilemma

Quite possibly the only personal post I published in 2011, and this attracted a high number of comments.

What was your favorite post from this blog in 2011? Do you see it in this list? If not, post the link the comment below, and let us know why you liked it.

Happy New Year!

If you’re a freelancer, it’s easy to get freelancing advice. You can invest in books, coaching programs, and bootcamps for freelancers.

Even if you’re bootstrapping, you won’t run out of freelancing advice from blogs, free webinars (ahem), not to mention well-meaning friends and relatives.

The bottom line is, you can find a lot of guidance for freelancing out there. What’s critical is your ability to sift through all the information that is available, and make a judgement call on which advice is good, and which is bad.

In this post, I’m sharing the best and worst freelancing advice I’ve ever seen, read, or heard in 2011. Don’t worry, I won’t name names. And if you happen to be following the bad advice I do single out here, I hope by the end of this post, you’ll be convinced to change your ways.

The Best Freelancing Advice of 2011

Prepare a custom elevator speech before a live event.

I got this advice from Thursday Bram, who wrote a guest post in The Savvy Freelancer about finding clients in conferences. Her pre-game advice was to create an elevator speech especially tailored to the typical attendees of the conference.

By now, if you’ve been paying attention, you already have an elevator speech for your freelancing business. But did you know you can and should tweak it, depending on whom you are talking to?

I made the mistake of using my generic elevator speech in one networking event, for example, and ended up being confused for a web designer.

I’ve learned my lesson. I now have a custom-made elevator speech for that particular audience. I’m sure nobody will end up thinking of me as a web designer at our next event.

The Worst Freelancing Advice of 2011

Add a QR code in your email signature line.

A freelancer wrote in a blog that this was a great idea.

Um, no, it is NOT. Think about it. To be reading your email, a person is either already in front of a computer or a mobile device. If the reader is already on the computer, wouldn’t it be much easier for them to simply click on a hyperlink in your email? Than have to scan your code to get to the linked page?

And if they were on a mobile device, such as a smart phone, how would they be able to scan your code?

Scott Stratten of Unmarketing explains this so much more entertainingly than I can:

There’s a time and place for QR codes. Use them on physical objects, such as your business card, to make it easier for people to get to your landing page. If you want to learn more about using QR codes — properly — this article can help you get started.

How About You?

What’s the best and worst freelancing advice you heard in 2011? Share them in the comments below, and let’s get a good discussion going.

 photo credit: rhodes

It’s that time of year when we take stock of the past and give thanks for all the blessings we’ve received.

I know, this post is late for Thanksgiving, but it’s always a good time to focus on the good things that have come to us. It helps put things into perspective and makes us open to accept more of the positive.

The 10 things I’m most grateful for in 2011 are:

1. My clients

Of course, clients are what every freelancer covets, and I’ve got some of the best ones. A client who first hired me in 2008 became a retainer client this year. Another client I’ve had since 2010, and her resulting success amazes and inspires me. This year I’ve also gotten new clients who blow me away with their talents. I’m humbled to be writing copy for them.

2. Becoming a partner at Solo Masterminds

This year I became a partner at Solo Masterminds, formerly known as Mom Masterminds. This mastermind group of women entrepreneurs helped me get started as a freelancer — not just any freelancer but a freelance copywriter who actually earns an income. I consider them my sisters in business. We share everything with each other, even personal heartaches. What a privilege to play a more active role in this group!

3. Meeting business owners in person

One of my goals this year was to begin working with local businesses in my city. As a result, I’ve joined my very first networking group, the Women’s Economic Forum. I’m grateful for the hospitality the board members have shown me, the camaraderie I’ve seen among the members, and the extremely talented and generous members who inspire me with awe.

As an introvert, live networking events tend to terrify and exhaust me. However, I always find WEF events fun and relaxing. I’m happy to have the chance to get dressed up, put on makeup, and socialize with like-minded women sans husband and children.

4. Guest blogging at Freelance Folder and International Freelancers Academy

This month marks my second year anniversary writing for Freelance Folder. Also, this year, I became a contributor for International Freelancers Academy. I’m grateful for these opportunities to reach more freelancers. I’m grateful to my editor, Laura Spencer, for being so patient and helpful. I hope my writing inspires the readers of Freelance Folder and IFA to persevere and succeed in their freelancing business.

5. My first local and B2B clients

Almost as soon as I announced I was going to start working with local and B2B clients, I started getting them. The opportunities came from unexpected places, and for that I am grateful. They have encouraged me to continue going in the direction I’ve chosen.

6. Passive income

It’s always a good idea for freelancers to have multiple streams of income. After all, there will be times when projects — and therefore our income — are slow. I’m grateful that my other income sources, such as affiliate marketing and advertising on my other blogs, have increased significantly this year. Unfortunately, they’re still not enough for me to quite freelancing altogether but at least I know that if I ever had to stop working altogether, I can count on some of these other income sources to at least cover my costs (e.g., web hosting, Internet access, etc.).

7. Support from my husband and children

My husband has been a tremendous support in my freelancing. Since the beginning, he has been behind me all the way. He even picks up some of the household chores I neglect when I’m busy with client work. Do you know of any other husband who, after a full day’s work, would be willing to do the dishes or the laundry? Mine does and for that, he deserves a big appreciation in this post.

My children have also been very understanding when Mommy needs quiet time to chat on Skype with a client. They love being able to see me when they get home from school, often with a freshly baked batch of cookies. This experience alone makes freelancing worthwhile.

8. Flexibility of the freelancing lifestyle

I’m grateful to be able to attend school events at 1 in the afternoon, do my Couch to 5K workout any time I want, take naps when DS’s eczema has kept me up… pretty much plan my work around the rest of my life. It used to be the opposite. I had to schedule family time, fitness, hobbies etc around my office schedule. Not any more.

9. My webinar guests

I didn’t do as many webinars in year as I’ve done in the past, but you gotta admit, my lineup for webinar guests in 2011 were stellar: Pam Slim, Steve Slaunwhite, Jeanna Pool and Kenn Schroder.

Webinar subscribers always thank me for the excellent information they get from my webinars, but the truth is, I learn just as much as you do, if not more. I admire my guests, because they’re gracious enough to pay attention to me, even though I don’t have a gazillion subscribers. I know it’s because, as much as they want exposure, they also sincerely want to help freelancers succeed.

Kudos to them!

10. My readers and webinar subscribers

Last, but certainly not the least, I am grateful to you, my readers and webinar subscribers. You have grown to over 3,500 in number this year, even though I didn’t make a big push to build my lists this year.

Your personal stories and questions inspire me to continue building The Savvy Freelancer as a source of useful content for freelancers. Your emails, tweets, and other messages of appreciation fuel me to go on, even when client work is heavy and I’m tired.

Most of all, I appreciate you giving me your time and attention. By now you know that I always say, “Time is more valuable than money, because money you can earn again. But time, once spent, is gone forever.”

Thank you for choosing to spend your time reading this blog and my emails, posting comments, sending responses, attending my webinars, and letting me know how you’re getting along.

Writing this list has made me see what a good year 2011 has been for me as a freelancer. Sure, I had setbacks, frustrations, and disappointments. But looking at this list, I know the good outweighed the bad.

What’s on your 2011 gratitude list? Share them below and let’s celebrate the closing of 2011 together.

 photo credit: kelsey_lovefusionphoto

This time last year, I was inspired. I had a terrific idea for a client gift and commissioned the talented Willie Hewes to design it for me. The result was this:

A cute mug that says, “Other Moms have jobs, I have blogs!”

My clients loved it! Two even posted pictures on their Facebook walls as soon as they received it.

Granted, not all my clients are Moms (or even female for that matter) and one didn’t have a blog. I simply ordered mugs of a different design for them.

But now, I’m sitting here, two days before Thanksgiving, with no idea what to send my clients to show how much I love and appreciate them. I haven’t even bought Christmas cards, and I bet the deadline for mailing them out to make sure they arrive on time is close. (Bad freelancer, bad, bad freelancer!)

So I need your help. Yes, again.

What are YOU giving your clients for the holidays? What would you suggest I give mine? Send me your ideas in the comments below. Feel free to include links to where I can order them.

Thank you!

PS: If you’d like to send the Mommy blogger mug to your clients (or yourself, why not?), you can order it from my Zazzle store. It also comes in a T-shirt, and you can special order the same design to be printed on other items too.