Michelle Goodman

Freelance journalist + author of "My So-Called Freelance Life" and "The Anti 9-to-5 Guide"
Seattle, Washington

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7 tips for newbie freelancers

How can rookie freelance writers, designers, and programmers help ensure they stay in business? Here are seven of my favorite tips for breaking in, negotiating pay, wrangling your schedule, and playing nice with other freelancers.

Written Feb 02, 2008, read 558 times since then.

I fled the cube 15 years ago to work as a freelance writer, and I’m happy to report that I’ve yet to be evicted from my home or wind up on food stamps. As a result, I’m constantly asked to share my top tips for would-be and newbie freelancers. Here are a few of my tried and trues:

Turn down some of the gigs. Don’t automatically accept every project you’re offered (unless of course, you can't remember the last time you ate something other than a condiment). Instead, choose a handful of topics and industries to specialize in. Building a niche or three makes you far more marketable. Besides, some jobs are so downright miserable that you’re better off eating Ramen for a few days than tying up your schedule with them.

Diversify. Putting all your eggs in one basket -- especially in a skittish economy -- is asking for trouble. Make sure no client accounts for more than 20 to 30 percent of your revenue. Besides keeping you in the black, it'll keep you from burning out on repeat topics. Because, really, who wants to write about home colonics every day of the week?

Hit up your ex-boss for work. There’s no better freelance lead than someone who already knows and loves you. (For the sake of argument, I’m assuming you left your day job on good terms.) Managers live to hire freelancers who are already familiar with their SOPs and corporate culture. And we freelancers love knowing in advance who we’re really getting into bed with.

Give it away for free. We all know that doing a few freebies is the best way to gain experience in a niche when you have none. But don’t just give it away to anyone. Shoot for high-profile gigs that pay in prestige and visibility, like helping with a sizable charity fundraiser or contributing to a well-read but shallow-pocketed magazine. Often these projects will lead to bigger and better ones.

Never give your rate on the spot. People will ask what you charge in person, on the phone, over email, via IM. Ask questions about the project particulars first, then tell them you’ll get back to them within 24 hours (preferably later that day or first thing the next morning). It’s far too easy to sell yourself short when you haven’t had a chance to mull over all the project details.

Don’t do lunch. Yes, you need camaraderie when you work solo. But you don’t need a big fat timesuck right in the middle of your workday. Get your work done first, then meet your freelance comrades for late-afternoon coffee or chow.

Do refer other freelancers. Unless you’re looking to start your own subcontracting business or talent agency, there’s no reason to keep all leads to yourself when you’re booked and one of your prized clients comes calling. Most freelancers are not out to screw you and steal your clients; just make sure you agree that your client stays your client. Many fellow freelancers will return the favor when the tables are turned. Once you’re an outsourcing commodity, there’s plenty of work to go around.

Learn more about the author, Michelle Goodman.

Comment on this article

Posted by Julie Reitz, San Francisco, California | Feb 06, 2008

I loved these tips- especially the lunch bit, which I wouldn't have thought, but makes complete sense. Thanks, Michelle!
Posted by Michelle Goodman, Seattle, Washington | Feb 07, 2008

Thanks, Julie. "Let's do lunch" is a big peeve of mine. With commuting and waiting for someone who's late -- not to mention how hard it is for me to transition from playtime back to working --I may as well take the afternoon off. ;)

Michelle
Posted by Laurel Black, Port Angeles, Washington | Feb 07, 2008

I've been self-employed for 28 years and these tips are right on. I wish I had known them when I started!

I would like to add to the one about giving it away for free. This is great in theory, but it can turn into a real trap down the road. When work is performed for free, people may tend to assume the work has low value, or they'll make inaccurate assumptions about what the work is worth. And they may assume they will get a low-ball deal when they come back with a paying job.

When I do a full or partial pro bono, I always deliver an invoice that states the true value of the work and the discount the client is receiving. This does a number of things: it ensures that the client knows the true value of the work they are getting; they can also see how much the actual gift is; and if they are a non-profit, they will have a paper trail that they might be able to use to get a match on a grant.

When people see a concrete donation amount, they are more appreciative and are left with a clearer sense of your worth. And they'll tell their associates. This has been a great marketing ploy for me - I highly recommend it.
Posted by Erika Kim, Los Angeles, California | Feb 08, 2008

Thank you for the tips. I just had a similar experience of a client asking for the price right on the phone, I told him I send him a proposal (24 hrs) and I did but he needed the project yesterday; I didn' get the project. I am glad I read your article, I was feeing that I was doing something wrong! But I was professional the whole time.

Thanks for the article!
Posted by Steve Klein, Dallas, Texas | Feb 10, 2008

Michelle, great little read and I completely agree with your opening example. It took me a long time to mature my instincts, but now I can usually sniff out a no-go job straight away.

I have a "Creative Discovery Questionnaire" which allows me to both figure out the client's needs and also ensure it is a good fit for me. I know by now the type of client I work best with and it seems a waste of my time and the clients if I try to fit a square peg in a round hole by forcing, or rather faking, a relationship.

Laurel said: "I would like to add to the one about giving it away for free. This is great in theory, but it can turn into a real trap down the road."

I concur. "No good deed goes unpunished", eh?

I have done my share of pro-bono and once in a while something comes across my plate that I simply can't turn down. I would say one should use their best judgment and really weigh the pros and cons of doing freebies. Don't be afraid of bartering!
Posted by arun raj, chennai, Tamil Nadu India | Feb 11, 2008

its fine
Posted by Michelle Goodman, Seattle, Washington | Feb 11, 2008

Thanks for all the great comments. Erika, you're not crazy. If a client needs someone to start three days ago, they're going to get what they pay for. (Often, not as polished a job, by a lesser pro than you.) You likely dodged a bullet by missing out on this rush job.

Laurel and Steve, I agree with you wholeheartedly about not being so quick to do pro bono once you are seasoned. Absolutely! I mainly was speaking to this scenario: When you're just trying to break in to a new niche, one or two freebies can greatly help beef up your porfolio.

I love Laurel's suggestion about the invoice for pro bono work. Brilliant suggestion that I'm going to take! And Steve, the new client survey is right on the money. I just had a web designer send me one, as a matter of fact.
Posted by Marie Chandler, Everton Park, Brisbane, Queensland Australia | Feb 22, 2008

I've just started my Virtual Assistant/Secretarial Services inthe past month Michelle and these tips are great to see - thank you! I've been hitting up the old boss and I've even said no to a couple of things that I didn't want to get caught in. My biggest thing is the lunch one - everyone just assumes you have nothing to do but come and meet them for lunch! With all the commuting etc it is a pain. I've started planning it so that I have a couple of coffee dates, 2 lunches and then drinks & dinner. That way I can catch up with a bunch of people, network and have a clear conscience because I've planned a "day off". I'm keeping your tips handy to keep me focused. Cheers!
Posted by Michelle Goodman, Seattle, Washington | Feb 23, 2008

Thanks, Marie. Congrats on the new biz! Glad this was helpful to you. Good idea to put some parameters around those daytime social outings. You may even want to limit them to your neighborhood. You wouldn't take more than an hour for lunch or 30 min for a coffee break at an office job, so why should you lose time/money in your own business? <grin>
Posted by Cari Jones, Seattle, Washington | 2 weeks ago

Thanks for the article Michelle! I would specifically like to comment on the first point you make about turning down work. It sounds crazy, but it has worked for me. I have found that with some patience and determination, the preferred client shows up rather than the "right here, right now" client. It really does work if you wait for it.

The lunch thing is a good point. I need to keep that in mind next time someone asks.