Tag / small business

by caitlyncallahan14

tips for interviewing your clients

If one of your goals for 2021 is to build your book of business, hopefully you’ve already started taking steps toward accomplishing that goal. Soon, you’ll have clients accepting your bids and proposals to begin working together.

When a client reaches out to you to start a working relationship, it’s important to remember the relationship should be mutually beneficial – you get a client and a paycheck, and they get the services they need and are hiring you for.

That being said, when talking with a client and determining whether or not that relationship is the right fit, you are just as much interviewing them as they are you.

When I first started Upwork, I quickly learned I was not in charge of my own freelancer destiny… the client was. I had to apply to the job, compete with sometimes dozens of other freelancers, be interviewed by the client and even occasionally do a “test” project. Sometimes I got the contract, sometimes I didn’t. And while I’m not under the delusion that clients will come flocking to me and let me do my best work as I wanted, I had a lot less control than I had originally dreamed of.

And, letting my clients run completely run the show has led me into situations where I had to end the contract because the relationship wasn’t right (see my post on when it’s not a good fit).

What I’ve learned (sometimes the hard way) is that in order to have a lasting relationship, I must be an active participant in the beginning. I can’t just sit back and just be grateful to have the contract (though I am incredibly grateful). I have to respect and stand up for myself and my business.

Much like a traditional job interview, it’s important to do the appropriate research and ask the right questions before deciding whether to move forward working together or not.

First, research the company/person.

  • Check out their website and social media presence. Try to understand their current brand presence and engagement with audiences.
  • Read any reviews on social or Google.
  • Check Glassdoor to read what previous employees have to say about them.
  • If you’re on a platform like Upwork, read the reviews from past freelancers they worked with.

Ask questions. Some questions I ask include (but are not limited to):

  • What is your website/the website my work will be showcased on? Do you have any brand guidelines or information about your company/product/service/brand you can share? (I like to ask for as much information up front so I can really dive into and understand the client.)
  • What are your expectations as far as work load, deadlines, and rate?
  • What are the expectations for this job? (For example, will I be provided with a topic/outline and have to simply write the post, or would you like me to pitch ideas to write? Will I have to find images, post to the website, etc.?)
  • How long would you anticipate the contract or our relationship lasting?
  • Would you be ok with me listing you as a client in my portfolio, and/or linking to any of my work you publish?

Try to understand the client and company as well as the job you’ll be contracting for. The more you can get a feel for the client and expectations up front, the more likely you are to have a positive working relationship moving forward.

If you don’t have a formal “interview” process, send questions in an email or ask to chat with them before finalizing the contract. This is so important.

Next, be clear (respectfully) what your expectations are as the freelancer.

  • If you aren’t comfortable with something they are asking you to do, or you prefer to work a different way, share that information. (Again, respectfully.)
  • If their proposed rate is too low, negotiate.
  • Outline communication expectations (via phone, email, Slack/Trello/another platform, etc., how often, will you be required to have “meetings,” etc.)
  • Share your preferred way to invoice and discuss expectations for payment.
  • Do you offer revisions? How many rounds are built into the rate? What if more revisions are necessary?

Finally, be personable.

Whether you’re working with this client on one assignment, or the contract is long-term for the next several months or even years, it’s important to establish a great rapport with the client. This helps ensure a positive working environment and relationship for both of you throughout the contract, and increases the likelihood they will 1) come back to you in the future if they need work, or 2) recommend you to others.

Connect with them on some personal level. You don’t have to share each other’s life stories or be too detailed or intimate, but don’t forget you are both people, and connecting on a deeper level will help make the contract go smoother.

Do you have any tips for interviewing your clients? What helps you establish a great working relationship right off the bat?

by caitlyncallahan14

pitching your business

Is one of your goals this year to grow your book of business?

In order to do this, you’re going to have to perfect the art of pitching and bidding for contracts.

While I wouldn’t classify myself as an expert, I have personally submitted hundreds of pitches and done quite a bit of reading/research on how to win a contract. This is especially important when I’m bidding on contracts through Upwork since there is no limit on how many others can also bid, and I could be competing with tens of others.

When you pitch work to a company or bid for a contract, the keys are to:

  • Stand out
  • Be memorable
  • Quickly showcase your qualifications and why you are the best fit

This includes whether you’re bidding for a posted contract or pitching your business to a prospective client.

So, how do you do this? Especially within just a few sentences or short paragraphs? Here are a few things I’ve learned and recommend.

Bidding for a Posted Contract

If you’re using a freelancer service such as Upwork, or applying for jobs posted on a job network like LinkedIn, these tips may be applicable to you.

Carefully read the job description.
Make sure you understand everything the client is looking for. Not only do you want to ensure it’s something you’re actually interested in, but also something you’re qualified for. Sometimes clients are looking for specific expertise or tasks that may not be applicable to you.

Look to see if the client included a proposed rate in the description, which can either encourage or deter you from applying. Check for links to their website or additional information. Finally, some clients will include words/phrases to include in your pitch (to ensure you read the job description), or questions they want you to answer ahead of time.

Tailor your pitch to the job specifics.
I, like I’d imagine many other freelancers, have a generic pitch typed and saved on my computer. Whenever I’m applying for contracts, I copy and paste that into the application. While I’ll talk later about what I actually include in it, one thing I do for each job is tailor the pitch to the job.

If the client is looking for a blogger, I focus on my blog experience and expertise. If they are in need of a social media manager, I share my experience in social. Same with proofreading or digital marketing consulting.

Then, I try to take it one step further. If the client is a pet food business, I share something personal about my pets at home. If they need insurance content, I highlight my experience specifically with insurance. The point is to get the job, so make sure the client knows you are the one for their specific job.

Highlight specific qualities.
This goes hand in hand with tailoring your pitch to the job, but focuses on specifics about you and your experience. Is there a particular client you’ve worked with or experience you have that makes you more qualified than others? Can you share statistics you have on ROI or engagement with content you created? Be specific about why you are best for the job.

Link to your website or portfolio.
This is an important step in setting yourself apart from other applicants. First, if a client sees your website or portfolio in your pitch, they may see you in a more professional light.

You also give them an opportunity to screen you before wasting each other’s time with follow up communications or interviews. They can look at your site or experience and determine whether or not you are right for their brand or job, and decide whether or not to move forward.

Consider including your rate.
Whether or not you do this can be subject to change based on the job. If the client asks for your rate, you should probably include it. If not, you can decide based on information you have about the client, or proposed rate they have in the job description, whether or not you’d like to include rate out front.

The key is to find the sweet spot that doesn’t scare the client away, but also doesn’t let them think they can take advantage of you. Perhaps try to avoid including a specific rate, and instead give a range. Or, my go to statement is: I’m happy to negotiate a per word or per article rate. This gives us both flexibility but keeps the ball in my court, because I can say yes or no to what they say.

Pitching Your Business to a Prospect Client

If you’re at the point in your career where you’re “cold-selling” yourself to businesses to bring them on as new clients, that’s great! Many freelancers start small with people they know, or businesses in their local community. Or, perhaps you’re ready to expand to those you don’t know or who are larger or even national. These tips may help with your endeavors.

Do your research.
One of the worst things you can do is pitch to a prospective client without having done research on their brand. While you’re doing research for yourself, much like prepping for a job interview, you also want to know the exact areas where you can help.

  • Understand as much as you can about their products/services. Learn about their values and brand, including the tone and feel.
  • Spend time on their website and check out their blog.
  • Visit their pages on different social media platforms like Facebook, Twitter, Instagram and YouTube. What type of content do they post? How do they engage with their customers? How do customers engage with them?
  • Search them on Google. Does their website appear? Do they have any Google reviews? Are there any articles about them?
  • Find the important people on LinkedIn and Google. This may include the owner, CEO, CMO, someone from HR, or whomever you are pitching to or want to talk to. What is their experience? How long have they been with the company? Can you find out anything personal that you can relate to?

Tailor your pitch to the client.
Similar to pitching for a specific job, you want to tailor your pitch to the client. The client shouldn’t feel like you just blasted out the same pitch to 10 different businesses. Help them understand their business is important to you, and make them feel like they are the only client that matters. Also try referencing things you learned about them or their brand in your research.

Be specific.
This is two-fold to answer two questions: How can you help them, and why should they hire you?

It’s critical that you do not criticize the brand. Don’t list what they are doing wrong. Instead, encourage them that you can help it be even better. Maybe you can help with training the current marketing person. Or, perhaps marketing is being done by the owner of the business and you can simply free up their time for more important things. Be positive about what you reference and how you phrase how you can help.

Additionally, be specific about why they should hire you. Talk about your experience, involvement with the community, past experiences with the company. Include stats or information that provides context or support to your experience.

Be personable.
You’re hoping to build a long-term working relationship with this client, so make sure they see you as a person they can work with. Include something about yourself, or how the company personally interests you. For example, you love this locally-owned pet store and have made several purchases from there yourself for your own fur baby.

People like working with people, and since they don’t know you and didn’t approach your first, you want to make sure they know you mean well, you can help them improve their customer acquisition/retention/whatever goal you want to help with, and that you are a great person to work with.

Link to your website, portfolio, and client testimonials.
Again, this gives a sense of professionalism right off the bat. Plus, the prospective client likely doesn’t know you or exactly what you can provide. By linking to your site, you give them the opportunity to research you and understand what your business is all about to help decide whether or not they want to hire you.

What to Include in Your Pitch

Keeping the above tips in mind, here are a few things I try to include in every pitch. Typically, I try to keep mine between 250-300 words – short, sweet and to the point. Yours may be shorter or longer depending on the client or job.

  • A brief explanation of my experience, including college education and years in the industry.
  • A brief overview of the type of clients I’ve had and industries I’ve worked in (specific to the job, such as blog writing or social media marketing).
  • One sentence about where my specific expertise lies.
  • One to two sentences specific to the job/client and specific experience I have related to it. Or, a short narrative that makes me relatable.
  • A link to my portfolio.
  • One sentence about certifications I hold.
  • If applicable, one sentence about rate.
  • A closing, encouraging reach out to me with any questions, thanking them for their time, and sharing my excitement about discussing next steps.
by caitlyncallahan14

setting your rate

If you’re just starting out, you may be wondering how to get started with setting a rate that’s not too low and not too high. Or, perhaps you’ve been working for a while but need to re-evaluate your existing rate.

Either way, determining what to charge people for your work can be a stressful decision. If you don’t charge enough, the work isn’t worth your while and you’re cheating yourself. If you charge too much, you may have a hard time landing clients (especially if you’re just starting out).

You love your work, and it’s important to get appropriately paid for it. Finding that sweet spot is key, and there are a few things you can do to make sure you hit it.

  • Set a savings or salary goal. If you’re not freelancing full time, but want to make it a viable side hustle, start by setting a savings or salary goal. For example, maybe you started a separate bank account for your side hustle and you want to save $5,000 in six months. Or, you’d like to make $25,000 per year. Divide the goal you have by the number of hours you’d ideally like to work each year, which will give you an average hourly rate. Or, think about how many projects you’d like to complete, and how much you’d have to charge per project to get to that goal.
  • Calculate your minimum amount to get by. If the ultimate goal is to freelance full time, you’ll need to do some additional math to determine how much your rate should be.

    First, add up all of your monthly payments, such as rent/mortgage, utilities, car loan, student loan, etc. Then, add how much you spend per month on other expenses such as groceries, entertainment, gas, etc. Include a monthly amount to put directly into savings or an emergency fund (experts suggest having 3-6 months of savings in an emergency fund). This is your minimum amount per month. Multiply by 12 to get your minimum annual income, and go from there.
  • Do research. Search online how much other freelancers charge for their rate. Read about how they determined that rate. Find freelancers who do similar work to you so you have an equal comparison.

    Keep in mind they may be more experienced than you, and their rate reflects that, so starting out that may not be reasonable for you. But understanding what others in your field charge can give you a great place to start.
  • Determine whether you’ll charge hourly or per-project. There are pros and cons to both, so include learning about this in your research to help you determine which may be right for you.

    Something I read to help is “Price the client, not the project, charging for your expertise rather than your time.” Only you know whether you’ll get the best return on your time by charging hourly or per project. Sometimes, it may depend on the client or the project. Be prepared with a rate for both.

    TIP: Regardless of how you charge, always track your time. By knowing how long projects take you, you’ll be better prepared to estimate how much to charge for future projects.
  • Be flexible. You may find it helpful to have a range of rates you would accept for a job. Propose a rate that makes sense for the position and for the client. For example, you may propose a higher rate if it’s a large, national client who likely has a lot more money to spend on a contract compared to a small, local start up. Either way, don’t propose or bid lower than is worth your efforts. Whether you’re charging per hour, per word, or per project, have your average rate but also have a minimum you’d go if you have to negotiate.
  • Negotiate. Stand up for yourself, and don’t be afraid to be negotiate if a client proposes a rate lower than what you’d ideally like. This is why it’s important to have a range of rates you’d accept. Personally, in most of my proposals I include a line like “I’m willing to negotiate a per-word or per-article rate,” leaving the door open to talking with the client instead of them turning me down right away because my rate is too high.

    A good relationship with a client is built on a solid foundation of communication and trust. Work with the client up front, especially if you are very interested in the client or project, to make sure you both benefit from the relationship.

    That being said, if a client won’t go above a certain rate, and it happens to be lower than your range, don’t be afraid to tell them you can’t accept that rate. Even turning down contracts can beneficial for both of you in the long run.

How did you determine how to set your rate? What do you charge? Do you have any tips for negotiating rate?

Share in the comments below!
by caitlyncallahan14

setting goals for 2021 after the dumpster fire of 2020

It’s no surprise that the majority of humans are ready to leave 2020 behind.

Not that on January 1 the world is magically going to be a better place, the pandemic will be gone, everyone has their jobs back and life is back to normal. But just that the year where so many terrible things happened is left behind and we can literally turn the page.

2020 was a rough year for many, including myself. I was furloughed for three month, I was (and still am) anxious for family members who are healthcare heroes and work on the front lines, I had family members and friends get the virus, and people close to me lost loved ones. I struggled with not being able to see friends and live our normal, outgoing and busy lives. I was scared, angry, sad and sometimes lonely. Between the pandemic (and everything that came with it), celebrity deaths, wild fires, BLM movement, protests, the election, murder hornets, and more, this year was a lot.

But 2020 was also one of the best years I can remember. I bought a house, got a puppy, went back to my job and now work from home (which I’ve always wanted), went on a mother-daughter vacation that we’ve talked about for years but never made time for, fell back in love with writing and my side-hustle work, read dozens of books, continued building my business and brought on new clients, realized the value of friendship more than ever, slowed down and enjoyed life like I’ve never done before… and without some of the bad, I never would have had the opportunity for some of this good.

Every year, I write “resolutions” or goals for myself and my business. With 2021 just a few days away, I sat down to think about what I want to accomplish next year. Going into 2020, I had some very specific and S.M.A.R.T. growth and opportunity goals. In 2021, I’m going in a different direction.

Here are a few of my goals (personal and professional) for 2021:

  • Read. Read at least two books per month (fun or professional development… doesn’t matter!)
  • Learn. Earn three certifications in something I’m interested in and can help me in my life/career.
  • Build. Continue to nurture relationships with my clients and provide outstanding, exceptional work. Keep my eyes open for potential new jobs/clients, with less emphasis on the “quantity” of clients and more emphasis on the “quality.”
  • Enjoy. Be intentional with any time I get to spend with family, friends or coworkers. Take advantage of any experiences I get to share with loved ones, and stay in the moment to enjoy every second possible.
  • Improve. 2020 was a huge year for learning about myself, my passions, my work ethic, what I want in a career and future. Next year, I want to continue to improve myself personally and professionally. While I don’t know exactly what that looks like, I want to be intentional about recognizing when I have opportunities to do so.
  • Travel. Whether it’s somewhere distant for a week, another state for a weekend or to the park down the street for a few hours, spend more time outdoors and creating and embracing experiences and memories.

While these look different than any other annual goals I’ve ever set for myself, I am more passionate about them and excited to take them on.

If you haven’t yet, I encourage you to think back on 2020, remember the positive things that happened, and take that momentum into 2021. Build on it, grow, continue to embrace what’s really important, be intentional and stay in the moment, and don’t take work, love, family and friendship for granted. Set goals for yourself that make you happy and will improve your life. We’ve all learned a lot this year, and it’s time to make ourselves and the world better next year!

by caitlyncallahan14

you get what you pay for

This post is for both freelancers and clients who hire freelancers.

Putting in all caps for emphasis: YOU GET WHAT YOU PAY FOR.

Many times throughout my freelance career, I’ve found myself shocked at the work people request for the rate they are requesting. For example:

10 posts per week
1,000-2,500 words per post
Must provide topic ideas for approval, outlines, and full articles with headings and keywords
Extensive research required
Will run through Grammarly for grammar and originality
Written for SEO rankings
Must be available for additional rounds of edits
Must be able to post to WordPress, format, and add images
$10 per article

Guys, I can’t make this up. That was a real job posting. Someone looking for an expert, who can provide topics, outlines, and full, well-researched and formatted 1,000-2,500 word articles, then post and format them on WordPress with images, for $10 per article…

Here’s another one (summarized):

500-750 words
Minimum 2-3 citations
English native language and located in U.S.
PLEASE BE EXPERT LEVEL AS I HAVE POSTED. Please don’t waste either of our time.
Every piece proofread through Grammarly
Work must be all original, have the proper flow, and be on time. Most assignments are due in 1-3 days.
I am looking expert writers, please. This post is going under the expert level, so please, please have that qualification.
$25 per article

Now, don’t get me wrong, someone will take that job. But let me be clear to this job poster: you will likely NOT be getting an expert. Because while someone just starting out or in need of a client may accept job that because it’s not a bad rate, for as important as an expert is to you, your chances are much smaller that you’ll get one.

I’ve seen rates of $1 for 100 words, $5 per hour, or $10 flat rate for 2,500+ words — all tagged at the “expert” level.

Again, for those in the back who may have missed it: YOU GET WHAT YOU PAY FOR.

If you are offering an extremely low rate, you will not be getting an expert writer. Because experts know they are experts and know what they are worth, and I promise it’s more than what you are offering.

I’ve had clients turn me down because my price is too high, and then come back six months or a year later saying their other hire didn’t work out and wasn’t providing the quality of work they need. While I truly don’t believe I charge too much for what I provide, you may not get what you need from someone who charges less.

Now, don’t get me wrong, there are plenty of freelancers out there who provide excellent work for a low price. Perhaps they are just starting, building their portfolio, or they are only freelancing as a side hustle and don’t really worry about the rates. That’s wonderful, and I applaud you for your efforts and work.

However, to my fellow freelancers – don’t underestimate yourself, and charge what you are worth.

While you may have to re-define your job search terms, spend more time searching and/or submit more proposals, the client who hires you at the price you are worth is worth it in the end.

I remember when I first started, I took on a client who was paying me $20 an hour. With Upwork fees, I was only making $16. While the client was wonderful and I loved working with him and his team, I would spend hours writing a piece (due to research and length requirements) and only make maybe $100 (even though I knew it was worth more around $300-400 for the length and effort). I was just starting, thrilled to have a client, and taking whatever I could get to build my portfolio. And, I didn’t believe I could charge more.

Today, I have a client for whom I spend around 1-1.5 hours per piece, and I make $200 for each one.

I’m not telling you this to brag. I can’t express how thankful I am for my clients today. I assure you I spent the same amount of effort, and provided the same quality and excellence with both of those clients. I’m still proud of the work I produced for both, and am happy to share both in my portfolio. But only one was more willing to pay for what the work was worth.

To clients: If you have insane job requests, are looking for an incredible amount of work, and/or want expertise and high-quality writing, please pay your freelancers for it. If you won’t, don’t be disappointed when you don’t get what you’re looking for, have to spend hours on rounds of edits, and/or get frustrated with your relationship with your freelancers.

To freelancers: Spend the extra time to find that right client who will pay what you deserve; however, your rate should reflect your experience, quality and expertise. If you aren’t an expert, don’t charge as one. Find somewhere in-between until you build your portfolio and confidence. Either way, don’t get discouraged, work hard, and keep building relationships. You’ll find that right rate in the end.

If you’re currently a freelancer, how did you set your rate? Any advice for those just starting out? If you’re a client, how do you set your price for work? What do you take into consideration?

Let us know in the comments!