Sorry, no.

The professionals who can do you the most good in the shortest period of time aren’t peers – they’re advisors. I’m talking about consultants, the people whose job it is to help you earn more money, save more time, get more clients, stand out from the crowd, push your business, and take it to the next level.

Freelancers avoid consultants. They often think they can’t afford consultants in the first place. Money isn’t always pouring in, competition is tough and gigs can be hard to win. So they try to be do-it-yourselfers, learning from blogs, ebooks, and other sources of free information.

That’s great, but here’s are the problems with that kind of thinking: You have to figure out how to apply that information to your business. You’ll need the time to figure it out. And if you’re short on money, you’re definitely short on time. You also don’t actually have the expertise you need to figure out the best way to use that information, and you’re likely to screw it up.

Those screw-ups cost you money.

It’s better to hire a consultant. Consultants have a mission, and it’s to figure out the right strategy for your business. They’re experts, they know how to apply the principles to different companies and different people, and they can make sure you don’t make any costly mistakes.

In fact, the expertise of consultants is going to make you money. If you hire a good consultant, you’ll get back what you paid that person several times over in new clients or sales for your business.

It’s called making an investment. And it’s time more freelancers got on board.

A consultant’s job isn’t to soak up your cash. It’s to get you new clients, new projects, new referrals and better success – quickly. That’s the big point here. Most freelancers put off hiring a consultant because they don’t think they can afford one – so they keep scrimping along with their hopeful strategies for months, even years.

Meanwhile, that professional consultant could have showed the freelancer a new strategy that made an extra thousand dollars every month – more than enough to pay for the consultant’s fee and still have lots left over.

Even better? Consultants can do that in a week. Sometimes a day. Sometimes even in just an hour.

Let’s recap that: If you don’t hire a consultant, your financial situation doesn’t improve. If you do hire a consultant, you put up a fee in advance, and your financial situation does improve. Permanently. Not just this month, but every month thereafter.

Freelancers do have one theory right, though: Good consultants aren’t cheap. Personally, I set aside $500 to $1,500 to start with.

I know. Setting aside $500 and then spending that money on something other than that flat screen TV you were eyeing is hard. It doesn’t sound appealing. It’s not immediately gratifying. What we get from that expense isn’t tangible. It’s just… advice and more work.

Here’s the thing: That advice and that work are specifically designed to make you more money. The consultant’s mission is to bring you some serious dollars for your investment. Their whole career is about taking your $500 and turning it into $1,500 – not just once, but many times over – and with a lot less effort and much faster than you could trying to figure it out on your own.

Think about the kind of flat screen TV you could get for yourself then.

Most freelancers think they have to hire a consultant for the long haul, so they don’t hire anyone if they feel they can’t pay for a consult that month, the next, and the one after.

Here’s a newsflash: Most consultants can give you tangible results in a single session. A website critique, a business consult, or a copywriting audit gives you a substantial report packed with info and suggestions for improvements for one a flat fee.

Some experts may want to tune in and adjust your strategy now and then, or check in to see how you’re doing and where they could suggest tweaks that create even more impact, but even that doesn’t need to be a monthly expense. You can work with a consultant to get a schedule and a billing cycle that works for both of you. This doesn’t have to be a drain.

If you really can’t afford to hire a consultant right now, then make it a goal to be able to afford it soon. Start setting aside 10% of your earnings from every project you work on. Even people working at 5$ articles can use this method. Start building up that pot of money to hire an expert.

Then hire one. And you’ll find out that their advice was worth every penny – because your profits increase.

Why You Need to Work with a Consultant Another rockin' post from the Men With Pens! Copyright 2006 - 2010 30 Sous Zero Inc - All Rights Reserved

We’ve all heard the hype that every business must have a blog. And many online copywriters are thrilled to land a new blogging gig – so thrilled they rarely pause to wonder if writing for their client’s blog is really the best investment of that person’s marketing budget.

Have you ever considered how your time could more effectively benefit your client by not writing for their blog?

Why Would Your Client Pay You to Write Free Information?

Your clients have heard what you have – that every business should have a blog. They’ve heard that blogs generate free advertising. Blogs are effective tools for viral communication. Blogs are loved by search engines for fresh content. Blogs keep customers coming back again and again. Blogs build brand and trust. Much of this is true.

But a blog is free information. And free information is readily available these days.

What’s more, your clients are rarely in the information industry. They’re not in the business of giving free information to their customers. Free information doesn’t make money. Free information doesn’t pay the lease on their brick-and-mortar store. Free information doesn’t feed their employees or put dimes and dollars into their 401k plans. Free information doesn’t pay for health insurance or holidays.

There are other, more effective, time-efficient, cost-reduced ways of achieving everything a blog can provide. And, for most businesses, it does NOT make sense to have a blog.

Good News for Content Writers

Don’t worry. You don’t have to give up on blogging. In fact, you can make even more money as a content writer if you choose NOT to write blog content. Tell your clients:

• You can offer them greater value for money by not writing for their blog.
• They can save money and increase their return on investment by eliminating their blog.
• They can increase their exposure by having you write for OTHER people’s blogs.

By offering guest post services to your clients, they’ll enjoy benefits such as:

• Their name on the lips of their competition
• Content that will be syndicated across MANY blogs
• More page views direct to their sales copy, higher conversions and targeted visitors

There’s more you can offer your clients instead of blogging services. You can write an information product they can sell or give away free that leads to residual income and exponentially increasing their site visitors. You can bring them traffic by leaving well-written comments on the blogs of their competitors. You can spruce up the conversion rate of their existing site content and sales copy.

Your clients can have all this with no ongoing commitment to pay or perform, no continued maintenance, no time or money-sinking additional self-promotion techniques, no risk to their business brand, and for the same (or less) money than they currently pay to maintain their blog.

Sometimes, the most effective way to be the best freelance writer for your client is to tell that person why you shouldn’t be hired for a specific job. If you know that your client would be better served in other ways, say so. Offering honest insights that save your clients time and money makes you memorable – and both you and your client make more money doing less work.

Have you ever suggested alternative ways you can benefit your client’s bottom line? Have you considered if your own blog is cost effective? What other ways can we increase the return on investment our clients make by NOT blogging?

With over ten years experience writing web copy, Rebecca Laffar-Smith now focuses on maximizing the effective online presence of small business with web technology and design solutions. Rebecca hosts a community of writers with the Writer’s Round-About Collaborative Blogging Project and encourages writers to do less for more by creating efficient routines and eliminating unnecessary procedures.

How to Avoid Wasting Your Blog Client’s Money Another rockin' post from the Men With Pens! Copyright 2006 - 2010 30 Sous Zero Inc - All Rights Reserved

They’re all small business owners.

When I spoke with them about their business, they all had one common question: “Why is having a website such a big deal?”

Most people asking this question smile and nod when you tell them they really need a website, but most of them are thinking, “This person is trying to sell me something I don’t need. I’ve been doing fine for the past 10 years. Now this whippersnapper comes along and thinks his little internet thing is the next big revolution? I don’t need that. Never have, never will. Been doing fine without it.”

Well, they’re right, to a certain extent. The people I’ve spoken to have managed to be successful in their business. Many of them started with nothing 10 years ago and they’re still around running their business today.

And frankly, we ‘net-savvy people do talk about the virtual world and technology like we really can’t imagine how those businesspeople ever managed without it.

But these people really do need the internet. Should you ever be in a situation where you’re trying to explain to someone why getting online is a really, really good idea, tell that person this:

People Don’t Use the Yellow Pages Anymore

When was the last time you hauled the business directory off the shelf and looked up a business when you needed one? I’m betting it’s been a long time. The last time I needed a plumber, I looked one up online. The last time I needed the phone number, I looked online. The last time I went to a restaurant, I checked online for a menu before calling to make reservations.

If you’re not online, people won’t be able to find you – period. The majority of searches for new businesses, especially local businesses, take place online. The best damn plumber in the world might live in my town and be working in the building right next to mine (which, as a matter of fact, he does), but unless I knew him personally, I wouldn’t know it. He doesn’t have a website. And he doesn’t show up on Google Maps.

People Have Become Lazier

We’re the instantaneous generation. We want to know what we’re getting before we go to the trouble of getting in the car and driving five miles to find out. We want to see a website that shows us pictures. We want to hear about what we’re in for and be able to find reviews. We want to learn more about the people we’re going to hire services from.

We don’t want to have to call to ask. We certainly don’t want to drive out there and risk being disappointed. Going all the way to the home renovation warehouse the next town over only then to find it’s a complete pigsty and that the selection is really lousy?

No sir. An internet search is free and requires no effort. We make choices where to buy, what to buy and who to buy from before we even leave the house.

People Believe No Website = No Credibility

A few people I know are very good businesspeople. They’re awesome to work with. They have good stuff in their store. They get along without a website just fine. There’s certainly no reason to assume that a business isn’t good just because it doesn’t have a website (unless the person is advertising some sort of web-related service, in which case it’s a warning flag).

But think about an online dating site for a minute. You must have heard that people with pictures on their dating profile are 90% more likely to be contacted for a date. Not having a picture doesn’t mean that person is ugly. But it could. And we’d rather choose a person with a presentable photo versus someone who might be a better match.

The same goes for business. Not having a website doesn’t mean that you don’t have a professional business. But that’s the assumption most people make.

Think about it: You’re looking for a therapist. One friend refers you to someone who only has an email address, a generic address like annepottertherapist@mail.com. Would you search online for Anne Potter before writing her an email? And if you didn’t find her, would you do a few searches for other therapists before contacting Anne?

Most people would.

Small businesses need a website, even if they’re never going to use their website for blogging or selling or anything of the kind. These three reasons aren’t an exhaustive list, either. They’re just the beginning as to why getting online is a must.

Can you think of other reasons?

Three Reasons You Need to Convince Newbies They Need a Website Another rockin' post from the Men With Pens! Copyright 2006 - 2010 30 Sous Zero Inc - All Rights Reserved

Things weren’t so simple.

We found her will, and the executor named within let everyone know the details of it. He made arrangements and began carrying out my great aunt’s last wishes. And while going through her paperwork, the executor found another will.

This will was different from the first – considerably so. It didn’t even list the same executor. So, the new executor had to contact a lot of people and do some backtracking, then contact the new heirs and advise them of the changes. It was annoying and inconvenient, and a few people muttered, but it got done.

Then the executor found another will.

Throughout the months of phone calls, backtracking, moving forward, and backtracking again, there was a lot of confusion. A lot of hurt feelings. A lot of irritation.

And a lot of thought about my own will and testament, and what would happen to my business if I died.

Who Wants My Business?

You may not think that your website, your blog, your freelance business, is something you need to think about in your last will and testament, but it is. It’s an asset you own, and it needs to be sold, dissolved, or left to someone you trust to continue running it.

Otherwise everything just sits there in virtual space, lost and forgotten, collecting dust.

We tend to not think about this. Most people reading this right now probably have a will that leaves their house to their spouse and their insurance money to their children, but they haven’t covered what happens to their virtual lives and businesses after they die.

Consider what you’d like for your website, your blog or your online business if you were to pass on. Do you want to leave it to your children and have them continue operations or close up shop? Do you want to leave it to a partner or one of your staff? Do you want it sold and the profits distributed amongst heirs?

Hang on a second – before you go leaving your business to your kids or spouse, ask them whether they even have the faintest interest in taking over. If they don’t, would another arrangement be more suitable, such as having them continue as owners but letting someone else handle operations? And if so, does the person you’d like to have operate your business want that responsibility?

They aren’t easy questions – but they are important ones to think over.

How Will People Find Out?

People are becoming increasingly active online, but when that activity suddenly ceases, then what? Someone’s going to have to take care of telling those who need to know that you’ve passed on. That means possibly posting something to your blog, sending out a press release, tweeting a public notice or emailing clients.

Most of us don’t write out information like, “Hi, I’ve died,” while we’re here and able, but perhaps we should. We have the advantage of being able to draft a piece just in case and tailor it properly to say what we want to say. Who wants to leave those grieving our passing the task of having to figure out what to post on your blog – and maybe even how to use your blog in the first place?

So go ahead. Write something up, just in case. It’s not morbid – it’s thoughtful. Keep a copy handy and let executors know how to access this information so they can post it if they need to. Provide them with login links, usernames and passwords. If they’re not familiar with blogs, give them step by step instructions, too.

Speaking of Logins…

If you sit down and write a list of every application you use, every site that requires a username and password, every bit of online world you visit, you’d be astounded. There’s a lot of essential information locked behind virtual doors – and your heirs and executor don’t have the keys unless you leave them behind.

Write down a master list somewhere of all the links to important sites and the usernames and passwords to them. Your PayPal accounts, for example. Imagine leaving a few thousand dollars sitting in virtual space, and your children never even knew it existed. And even if they did, they may not know where to look for it.

Think about your other applications. Twitter,Facebook, your project manager, your to-do list app, Google Analytics, your bookkeeping software, or your email accounts? Those are all important, too, and people who need to organize and finalize your life on this earth have to have that information.

Write down everything you can think of that belongs to you – license information, domain names, web hosting services, the whole nine yards. Make sure someone can access this list in case of emergency and tell them where to get the information. Leave a copy with your notary or lawyer to have him attach it to the will, or put it in a safety deposit box that’s been listed in your testament.

Be careful about third-party site accounts, like Gmail or Facebook. Each site tends to have its own rules about who can do what should someone pass on, and executors may need to make special requests to close down accounts or access your information.

Lastly, write down when certain memberships or subscriptions are due to be paid. You might bequeath your blog to your partner but forget to tell him that the domain name renewal is due in June. June rolls around, someone else snatches up that name, and the whole situation just became complicated and difficult.

And for the love of Pete, keep all your lists of information up to date with the most recent passwords.

It’s tough to think about what happens after we’re gone, but the truth is that none of us are immortal. We have the advantage of making many decisions now, preparing and writing the words that we’d like to be said, and creating a smooth transition for our loved ones to deal with our passing.

Can you think of any other preparations that someone might need to consider?

What Happens to Your Website If You Die? Another rockin' post from the Men With Pens! Copyright 2006 - 2010 30 Sous Zero Inc - All Rights Reserved

Why you should say no to your clients
Learn how to make more money while working less
Discover how to set rates for your freelance business
How to feel relaxed with your schedule

Then sit back and enjoy today’s post on how to get even more out of your freelance business than you thought possible. You’ll be taking your freelance career to the next level in no time.

Remember Joe? That guy you referred a client to? The freelancer who thinks you’re awesome because you sent him some work? Joe’s a great guy. You like what he does – that’s why you thought of him as a good referral for your rush customer in the first place. He seems like someone you might even enjoy working with more often.

So why aren’t you?

Building relationships with other freelancers – even the competition – is very handy to helping you improve your business. Working with other people opens up vast potential and plenty of windows to better opportunities. Here are a few:

When you have too much work, you can offload it to willing hands and get some breathing room. When you don’t have enough work, you can ask if these people have something you can help them out with. If you ever decide to take a break to work on a project or to get some much-needed rest, good freelancers like Joe could take over other projects you have on the go for a week or two.

You don’t have to put your business on hold and lose money. And you get to take care of yourself.

There are other benefits to networking and getting to know other freelancers. For example, you might discover that Joe prefers one type of work and you prefer another, even if you offer the same services or products. Joe might be a fair hand at design, but he likes coding better. You might be pretty good at coding, but you rock at design. Use this to your advantage. Team up. Let Joe take on all the coding that goes into a project while you work on the design side of things.

Each of you does more of what you love and less of what you don’t. Your clients think you’re a pretty awesome team, because now you can really rock out each assignment and deliver them some seriously great results.

You’ll enjoy praise from people who hire you, an increased level of customer satisfaction, faster turnaround on projects, less work you don’t like and more of the kind you love. You also benefit from tapping into Joe’s client base, which effectively doubles yours.

Want an added bonus of teaming up? You can create joint venture projects, ones that you develop and build together, and then split the profits you earn from sales. Each of you contributes your specialty, your time, and your labor to its success.

For example, if you’re a great writer and Joe’s a fantastic ebook designer, create an info product or a course. Launch a new website. Develop a new service. Whatever you decide to do, you benefit from each other’s skill sets, experience, knowledge, marketing efforts and much more. You’ll also be able to take a great idea to reality much faster than if you were to work on it alone.

It’s easy to find people you could team up with. Look around at the people you chat with on a regular basis. You have social media friends, people you’ve met on blogs, your chat buddies or people you see regularly on forums. You might even find team-potential colleagues in the clients you’ve worked with in the past.

What? You don’t have any of these people around you? Here’s how you get them: Visit blogs and start commenting regularly. Have conversations with other commentators. Sign up for Twitter or Facebook and start talking to freelancers you like. They’re nice people, and they already know the value of building relationships, so they’ll answer you back. You can even send an email just to say hi. Compliment their work and get the ball rolling.

And as you come to know these people more, ask yourself questions about them. Do they have particular skills that you feel would benefit your business? Do they seem like people you’d trust for quality work and reliable delivery? Do they have clients who really like working with them? Do they have a strong reputation for a job well done?

If the answer is yes, then you just might have the beginning of a beautiful relationship on your hands.

So there you have it – how to use the secrets of yes and no to build yourself a better business. You can set boundaries, create a better schedule, get some extra help, earn more money and gain free time to build an even better business than you have now. Oh, and you’ll have gained clients, respect, recognition and friendships along the way.

You’re on your way to the top. And all it took were those two little magic words.

How to Succeed in Freelancing: Say No to Solo Another rockin' post from the Men With Pens! Copyright 2006 - 2010 30 Sous Zero Inc - All Rights Reserved

Then sit back and enjoy today’s post on how to turn down clients and still be successful. You’ll be relaxing your way to a freelance business that lets you breathe and still pay the bills.

Ah, the rush job. A client emails you in a panic and the tone is so urgent that you feel the need like it’s your own. You drop everything. Stop the presses! There’s a fire to put out – you can’t just let it burn!

Well, actually, yes. Yes, you can. There is no job on this earth so important that you have to drop everything right now to resolve it.

In 95% of all rush cases, people sound urgent but almost all of them won’t blow at you when you say you can’t get to it right away. They want reassurance someone can help. They want to know they’re not alone to deal with this problem. They just want to be heard.

Typically, people don’t really expect you to drop everything anyways – they’re just flustered and grabbing at any quick solution that comes to mind, or they’re not thinking about all the possible options they have at hand, or maybe they’re just trying their luck to see what you’ll say.

So here’s how you handle that urgent rush request: “Sure, I’m happy to do that for you. I can have it done by X day. Thanks!”

No one can be upset at you about that. You’re happy to help! And you’ve told them exactly when you can get to it, which is the next available spot on your schedule, a day where you had nothing else planned. They can wait, or they can go elsewhere, but they sure can’t be mad at you for being helpful and willing.

Now, this brings us to an important point – how comfortable you are with telling people no. There are a lot of freelancers who have trouble saying no (which you haven’t, you’ll note), and they tend to be people-pleasers that want others to like them and think they’re helpful. They’re worried that if they’re not helpful, their clients will think they’re not nice people.

Now, being seen as helpful is great, but it can quickly spiral into a situation where all those rush-request clients walk all over you. You’re letting them take advantage of your good nature – and you’re eventually feel overwhelmed and overworked, with too little time to get it all done. You’ll also often wish you could say no, but…

But nothing. Go ahead and say no. This isn’t healthy or good for you. And people will still like you. They won’t think you’re a mean person (promise). Not only will they like still you, but they’ll respect you more for setting boundaries. You’ve just demonstrated that you value yourself, your time and your work – and they should too.

Most importantly, keep in mind that you’re not saying no – you’re saying yes, just not now.

Here’s a tip: make a 48-hour waiting period the standard policy in your business for all incoming requests. If a client can’t wait 48 hours, you gently reply, “I understand you need this fast. I can refer you to Joe Whoever. He might be able to help you out with this. Thanks!” This is a great alternative that leaves you still looking helpful without disrupting your workday.

Your client has a solution, and Joe thinks you’re awesome for sending work his way.

The bonus of a 48-hour policy is that your schedule is smoothly planned out in a way that lets you pay attention to all your clients so that each person gets the best of you. No more dropping work to put out fires. No more broken concentration that encourages mistakes. You reinforce to clients that you’re a professional with deadlines to respect and that everyone who works with you is equally important.

Everyone wins. Joe was right to think you’re awesome.

Oh, and while we’re discussing rush requests, be wary of the lure to accept them for a fee. It may sound great to get a fast dump of cash if you drop everything, but rush fees send a silent message to people: “If you have money, you are more important.”

Now, that message may be all right with you. Honestly, none of your current clients will know you and that rush guy struck a deal. But let’s say that someone who’s never worked with you contacts you in a panic, and you say, “Sure. I can move you to the head of the line today, and my rate is $100 plus a rush fee of $50.”

That person might not have that extra $50. He might feel resentful that you wouldn’t help him unless he had a big bank account. And he might remember you as the freelancer who only cares about money. Is that the impression you want to create? Is that what you want this person to go tell his friends, his associates, his social media buddies?

Remember that every person is a potential goldmine of referrals – even those who don’t work with you. Decide what kind of image you want to have, and then consider whether that image helps your business earn more clients – or turns them off.

There, that was easy! You have a nice, new policy that helps you say no to rush requests, you have a good approach to helping you set boundaries that let you maintain a steady schedule and earn more respect, and you’ve shown you’re willing and able to help as soon as you can (which isn’t right now).

Oh, and you’ve made a friend in Joe. Excellent.

How to Succeed in Freelancing: Say No to Fast Work Another rockin' post from the Men With Pens! Copyright 2006 - 2010 30 Sous Zero Inc - All Rights Reserved

There’s a problem that’s common in the freelancing world: getting stuck at low rates and not seeming to be able to earn more.

You see, new freelancers don’t really know the value of their skills, or feel they can’t charge more because they don’t have experience, or they can’t figure out what the current industry rate for what they do might be. It seems to go from zero to zillions and there’s no typical average. (Hint: the current industry rate is anything you want it to be. The internet’s crazy that way.)

So they pick a rate they think is the right one… and after working a while at that rate, they realize that they’re unhappy, they’re not making enough, and they can’t seem to figure out a way to get out of the rut. Someone mentions they should raise their rates, and these freelancers think, “How?”

It’s very easy: You just do it.

Decide your new rate, pick an approaching date (a date occurring in a couple of weeks is good) and send a letter to your current clients. Inform them politely of the upcoming change in your rates, and keep the letter short, sweet and to the point: “I just wanted to let you know that effective February 1, my rates will be X.”

No explanations, no excuses, no apologies. If anyone has any questions, they can contact you.

Generally, most people won’t complain. We live in a world of rising costs, and almost everyone expects prices to go up a little each year. This isn’t anything new or surprising. Rising costs happen with taxes, with utilities, with groceries, with gasoline, with books, with everything, so most people aren’t going to be particularly surprised that your rates increase as well.

If you don’t feel comfortable telling customers you’re raising your rates, you have an option: don’t say a word. Keep current clients at their usual rate, and only quote your new rate to potential customers that want to work with you.

This lets you test different pricing to see whether your new rates are easily accepted or meet too much resistance without affecting current client accounts. Once you’ve found the rate that seems to work best, then you can start to eliminate low-paying work from your schedule or raise rates across the board.

Now, if you raise your rates for all clients, current and new, you may have a few that ask you to hold their rate at the lower one they were paying or let you know they can’t afford the new wage increase. That’s when you need to consider whether you really want to keep this client.

Think about whether this client offers long-term job potential that makes a lower rate worth it. Repeat customers are typically more profitable than one-shot clients. Also, consider the type of work you do for this customer. Do you enjoy it a great deal, or would you be relieved that it’s finally gone?

How do you feel about the client himself? Is he nice to work with? If he pays on time, is friendly and appreciates what you do, you may want to cut him a break. If he’s a client who makes you chase after him for payment or he’s a client that sucks to work with, you probably want to drop that guy even if he’s been worth a lot of money to you in the past.

After thinking about this client and the work he offers you, you’ll probably come up with your decision. You might choose to stick to your old rates for just this client, you might end up offering a rate in between the old rate and the new one, or you might need to take a deep breath and let that client go. It’s okay; this is business.

If you decide to let the client go, be polite and kind about it. Make sure to leave a good impression with the person. Tell him that you’re sorry that you’ll no longer be working together (even if you’re not), thank him for the support he’s shown over the years, and let him know that if he ever needs your services again, the door is always open.

Keep in mind that goodbyes aren’t always forever. Many people underestimate the value of good skills and great service. They aren’t aware that they may not be able to find someone who does what you do, as well as you do, for the rates they want to pay. They might try working with a few other freelancers and realize that you were the right person for them, even if you cost a little more.

Sometimes people don’t know what they value most until it’s gone.

These past customers might come back to you after having learned your true value to them. They’ll have a new perspective and appreciate you a lot more. So be gracious, welcome them back and accept to work with them at your new rates. Avoid rubbing salt in the wound; these customers just learned a hard lesson. They don’t need to hear anything that sounds like, “I told you so.”

When you begin saying no to cheap rates and yes to the rates your skills deserve, you’ll notice a shift happening within your business. You’ll become more discerning about who you work with and what you’re paid for your work. Excellent – that’s a really good place to be. Look at those successful people you admire – they don’t work with just anyone for any rate, do they?

Neither do you.

How to Succeed in Freelancing: Say No to Low Pay Another rockin' post from the Men With Pens! Copyright 2006 - 2010 30 Sous Zero Inc - All Rights Reserved

Then sit back and enjoy today’s post on how to work less and make more money. You’ll be on your way to enjoying a freelance business that brings you more of what you want in no time.

Many new freelancers fall into the common trap into of believing that taking on more work for less money is just as good as earning more money for less work. They feel it all comes to the same in the end, and that it might even be better. More work means more happy clients means more referrals means more exposure. Win, right?

Wrong.

Taking on more work for less pay does bring in plenty of clients and referrals, but it also ends up bringing in the wrong kind of clients – the ones that expect a cheap workhorse. Your affordability becomes your selling point, instead of being known for the great quality of your work. While being affordable is nice, if all people care about is low rates, then low rates is all you’ll ever get.

Speaking of quality, it’ll end up dropping if you load up your plate. The more-work-less-pay philosophy eventually results in a situation where you’re always working, always tired, getting fed up and needing a vacation. You become a machine just continually churning work out from dawn until dusk.

You’re not a machine. You’re a human being, and you need a break. If you don’t give yourself one, you’ll subconsciously start creating your own breaks – by cutting corners, skimping on quality, rushing projects. You won’t even realize you’re doing it. But your clients will notice. And you may even get cranky with them because you’re burning out, and you might start shooting off short, sharp replies without thinking.

You’re not able to perform at your best anymore. You’ll start losing customers. You’ll have more revisions than usual, and that takes time away from projects that earn you money. Your clients won’t be as satisfied as before, and they won’t speak well of your services to others. You’ll have to apologize for mistakes you made or for something you forgot and that fell through the cracks or for being snappy in that last email.

Time is money. Wasted time adds up to pretty big losses quickly.

The solution is simple: raise your rates. You’re working like a dog anyways, so you might as well be well paid for it. Even if you lose clients, you’re earning more per job than you were before, which means that yes, it does all even out. You’ll probably even wind up doing better financially than you did before when you were slammed with work, because you’re making less mistakes and delivering better work.

Sure, you’ll lose some clients who prefer cheap labor and low rates, but you typically won’t lose as many as you think you will. Also, the ones that you do lose are usually the ones that had the tendency to suck up your time and make you work hard anyways. The clients that stay are the ones that respect you for your value and your quality of work.

And by shedding a few clients, you give yourself more time to do a good job for the customers that really do appreciate you. You’ll be able to consistently give them that quality of work they love, and they’ll praise your name to all sorts of people.

There’s a bonus, too – since you’ll be earning about the same average income as before but you now have more time, you’ll be able to spend some of that time working on your business to improve it. Fewer clients, more pay and more free time to work on projects that help you succeed? Sounds like a win to me.

How to Succeed in Freelancing: Say No to More Work Another rockin' post from the Men With Pens! Copyright 2006 - 2010 30 Sous Zero Inc - All Rights Reserved

It’s Tuesday night, 11pm. You’re tired – so tired your eyes feel like they’re going to melt off your face from staring at the computer so long. Emails bombard you. You’re running against deadlines. You were supposed to deliver this project at 5pm and you’re almost finished but…

A new email comes in. It’s a rush. The client wants to launch tomorrow and could you possibly fix this now? And you reply, “Sure, of course I can. I’m on it.”

Now why did you say that?

I get it. A full plate is supposed to be a good thing. If you have lots of work, it’s supposed to mean that customers love what you do and want what you sell. Being crazy-busy and in demand is supposed to be a good indication of success.

Why don’t you feel successful? All you feel is tired and overwhelmed.

You must be missing something. There has to be something you’re not doing right, because when you look at other successful people you admire, they don’t look tired at all. So you sign up for courses. You buy books. You try to learn the secret, because there’s obviously something you haven’t figured out yet. If you knew what that secret was, you’d be just fine.

There is a secret. It’s two little words: yes and no.

Say No to Your Clients and Yes to You

Have you heard about the story of the shoemaker’s son? It goes something like this:

The shoemaker crafted strong, solid footwear that helped other people walk further and faster with more comfort so they could get to the next town. When they arrived at their destination, they told everyone about the great shoes that helped them get there.

Word of the shoemaker’s talents spread. He got new customers, more work, and became so busy that he didn’t have time to fix his own family’s shoes. This was good! He was a shoemaking success.

Until one day, when someone noticed that the shoemaker’s son had worn right through his own shoes and they’d fallen apart. The boy walked with bare feet – while his father’s customers had solid, comfortable footwear that took them places.

That shoemaker’s son has the same problem that many freelancers do – new and experienced both. A freelancer often spends so much time working for customers that he doesn’t have the time to work on his own business-building. Customers end up with spiffy businesses that rake in clients and money, and the freelancer goes barefoot, with a neglected business that’s falling apart.

If you’re a freelancer, you need to say yes to yourself. You need to take care of your business first. Even if there are customers waving money at you. Even if you have bills to pay. If you never work on improving your business, it’ll never be able to help you reach your goals.

Your business needs continual maintenance and attention, because it needs to be able to withstand the competition and keep abreast of industry trends. It always needs to be better than it was last year. It needs to progress continually towards earning you more money and better assignments. You have to reserve time to work on these goals if you want your business to keep getting bigger, better and more profitable.

Now, making improvements to your business and taking care of yourself doesn’t mean cutting off all your customers just to find time to work on upgrades. Very few freelancers can afford to take a month off just to work on business improvements.

But you do need to reserve a little bit of time each week to help your business be better than it is, so that it can work harder for you.

Treat yourself like a client – your most important one. Hire yourself, and assign yourself a project. Pick a project that will help further your success. For example, you could redesign your website so it appeals to more clients and lessens your advertising costs. You could write new copy to draw readers in closer and get them hiring you more. You could set up a marketing campaign that reaches your ideal customer so you don’t have to keep taking on work that really isn’t your specialty.

Whatever project you choose to work on, treat it with the same level of dedication and attention you give each of your clients. For example, set start dates and create tasks to complete. Make deadlines for each task. You may not be able to devote 20 hours a week to your personal project, but you can certainly schedule in just an hour of business-building time each week to make sure your business isn’t being continually set aside in favor of improving someone else’s.

Consider the deadlines you set for yourself firm ones, too. They’re not ones you can shift around or blow off like they don’t matter. Would you ever tell a client, “Sorry, I had more important things to do”? Of course not. So don’t say it to yourself.

Go further with this concept of hiring yourself. Make it the ultimate customer experience. How well are you treating yourself as a client? Are you meeting your own deadlines? Is the work you’re doing just as good as what you’d do for anyone else? Would you recommend your own business to other people, based on the treatment you received from yourself?

It may be a little hard to say no to a client who needs you, especially when you’re so used to always having been available for your customers before. But remember that you’re not saying no to be mean to anyone – you’re saying no because quite simply, you’re booked.

You’ve already said yes to another customer: yourself.

How to Succeed In Freelancing: Say No to Your Clients Another rockin' post from the Men With Pens! Copyright 2006 - 2010 30 Sous Zero Inc - All Rights Reserved

“Ready. And hey, thanks for arranging this,” he grinned over at Kelly, perched on her own red motorbike and looking a little wobbly. “I thought you would’ve come with the mini-van.”

“After that week of sub-zero temperatures at your place, it’s still recovering. Give it a break,” she rolled her eyes, thinking of how she could’ve rented a brand-new SUV for this hit instead of a pair of bikes to make James happy.

Ah well. At least she got to lead him around the city like a queen.
By the time they steered into the business district and found a place to park the bikes, Kelly was feeling ready to take down this lawyer on their hit list. She dropped one slim leather boot to the ground, lifted her helmet off her head, and scanned the scene.

It was quiet. Too quiet.

Today’s hit is for Denver Motorcycle Lawyer, the site of Denver attorney Scott O’Sullivan. Here’s what the site looked like when we drove by:

“This is the place… I think this is the place, anyway.” Kelly’s voice trailed off as she looked at the tall steel building. It was narrow – too narrow for today’s modern buildings that took up more real estate.

“This is it. It’s full of signs.” James pointed them out, sounding more confident than Kelly felt. “It has to be the right address.” He pulled out a blue post-it note from his pocket and checked again. “I think this is right…” Now he wasn’t sure either, but then his jaw set. “C’mon, we’re going in anyway.”

That minute of uncertainty is the first question mark for a new visitor to the site. The domain name is nicely SEOd as denver-motorcycle-lawyer, but that doesn’t quite match the title on the site’s home page, which seems to be O’Sullivan Law Firm. We went from lawyer to firm in the blink of an eye. Consistency would be good to eliminate that “am I in the right place?” question people might have.

Also, if we glance at the browser tab’s identity, it reads, “Colorado Motorcycle Accident Lawyer | Denver Motorcycle Accident Attorneys | Denver Motorcycle Injury Lawyers.” That’s a heck of a mouthful, and it swings from one lawyer to more than one quickly, adding a touch more confusion. Is this site for one guy or a bunch of guys?

Having good SEO in place so that Google and its searchers can find you is critically important. We’d still like to see more consistency and have firmer branding for your name. Try to make sure you’re keeping a new visitor oriented while still using those key SEO phrases, which will help to make the site seem more legit. To a web-savvy visitor, those keyword-laden phrases can look like this is a junk website, so get your name in front of the keywords.

The domain name, denver-motorcycle-lawyer.com, is tricky. Ordinarily we wouldn’t want to see a site name that’s not the same as the company name, but in this particular case, search engine optimization has to rule. With page titles doing a good job of assuring visitors they’re at the right place to solve their problem, you’ll be fine.

The minute they walked into the lobby, they knew they were in the right place. There were clear signs on doors and everything told them that this motorcycle guy kept his office here. The big blue logo hung from the ceiling, large enough that no one – absolutely no one at all – could miss it. There was no mistaking this hit – there were crystal-clear markers everywhere to tell him they’d found their man.

Let’s begin with site meta and get that out of the way. Meta may not carry much weight anymore, but it still helps a bit and it’s good to put every chance on your side. You’ve done a great job here.

Meta keywords help people find your site. When people type what they’re looking for into Google or another search engine, keywords may help your site show up in the returns for their search term. Your keywords are so well chosen that there’s no mistaking what you do or offer at this site. Well done on that! You’re nearly a role model of what everyone should do in regards to choosing keywords. They’re relevant, targeted and well defined.

The meta description for your site is the text that visitors see below your link when they do a search in Google and possible matches are returned. This is your first contact with potential visitors, and it helps you to earn that very first click through to your site. To encourage them to visit, this mini-pitch for your site has to be interesting, unique, and empathic—thinking about what the reader wants to know, delivering a sound bite in language that speaks to their immediate needs.

Your meta description reads: “Scott O’Sullivan is a Denver lawyer who specializes in personal injury from motorcycle accidents. He used to work for the big insurance companies, now he works for you. Call for a free consultation.”

This is one of the best uses of meta data that we’ve ever reviewed here at Men With Pens. You’ve got the ideal—targeted, specific words and phrases, using terms a visitor might search with and a pitch that encourages them to click through. Awesome.

They rode up to the 13^th floor, helmets in hand and feeling comfortable. But that comfort level dropped a few notches when the elevator doors opened up.

The reception area was cold and grey. The blues smacked of business – not bikers. James noticed one guy sitting on a long blue sofa next to a smiling portrait of the owner and he couldn’t help but feel like he shouldn’t make any noise.

“It doesn’t add up,” James whispered, leaning closer to Kelly, looking at the corporate office furniture and layout, then down at his worn black leathers. “I thought we’d blend right in, but I’m feeling out of place.”

Kelly hadn’t gotten much into the gear beyond a jacket and a new pair of boots, and now she was glad of it because she could shrug off the jacket and feel more at home. The place seemed non-traditional for a motorcyclist because it was so… well, traditional.

“I guess one of us has to be the black sheep that’s out of place. Today it’s you, darlin’,” she told James. “You like to roar in and there is no roar here. Deal.”

James furrowed his brows and shuffled on his feet. “It feels like we don’t belong.”

And that’s a major problem with the site. The design is too timid and too corporate looking for a target market of people who want to feel a little bit badass and who ride motorbikes. The quiet grey and blue scheme, the calming, traditional layout…  Everything’s just as expected.

For these potential clients, though, that’s a no-no. A site for motorcyclists who’ve been injured still remains a site targeting motorcyclists, and the key is to capture their attention and make them feel some bond of identity, like this is the right place for them. The design really needs to appeal to their senses with some boldness.

While your target market group isn’t the ZZ Top style of bikers or the revving crotch rocket speed demons, it does need to have a biker theme to it. Go with a color scheme that’s more dynamic and alive, and opt for a design that has a little bit of grit and grunge to it. Not much – just a touch. Reaching people who have white- and blue-collar jobs and who like to kick back on weekends means appealing to that tougher weekend persona – which isn’t a theme that reminds them of the boardroom or the office.

“Huh.” James had wandered over to the portrait and he was examining it absently. “Nice looking guy. Who do you think he is?”

Kelly peered and pointed to the name at the bottom. “That’s him. That’s our hit.”

James blinked. “You’re kidding me. But he looks so… well, so nice. Are you sure he’s a lawyer for bikers?”

One element that really struck us is your portrait. We like that it’s prominent, letting visitors feel connected to you instead of feeling handled by some huge anonymous firm, but… it’s just too sweet and welcoming.

You see, your potential client is a motorcyclist who has been injured in an accident and needs your legal expertise. It’s not his (or her) best day when he (or she) realizes this, for a lot of reasons. That potential client may feel quite a bit like fighting, and they need to see that fight in their lawyer.

Ditch the smile. It’s a great smile, it really is, but on the day a potential client comes to you, he (or she) is more likely to appreciate a (slightly) fierce, serious-winner’s look from you. Confidence. Maybe even a touch of arrogance. Something that tells them you are right there with them in style and in emotions, and that you’ll fight for them in their upcoming battles.

Make having a very compelling, professional portrait taken a high priority. And if you ride a motorcycle yourself, get a picture of you sitting on it or holding your helmet. Show people you’re just like them, cool and a little fierce.

And that’s what the site needs in general. Some fierceness. Some roar. Move past the traditional elements that play well to corporate clients.

Get down and talk personally to the people you hope to attract. Bring in a powerful signature color. Create more visual hierarchy: accent some elements, play down others. Right now there’s a sameness to all the elements (something lawyer sites are notoriously known for) that led Kelly to completely miss both the telephone number at the top of the page and the contact form on the side on her first sweep.

James’ reaction wasn’t much better – his thoughts were, “Just another lawyer site.”

By the way, the home page isn’t calling a visitor to action. Well, it is, but those calls to action are too subtle and quiet to get immediate attention from a visitor with a short attention span (as we all have when we visit new sites). Help direct visitors where you want them to go.

For example, instead of that “Contingency Fee” box, why not have a “Recent Accident Victim? Click here,” box. The “Free Consultation” is good, but that text needs to pack more punch. Just a simple “you have nothing to lose. Call today,” is really all you need there.

Another place to create more impact is on the photo taglines. The blurred out photo next to your portrait isn’t the best, so switch it out for something clearer, and change that header to carry more firm authority. “Get your life back together,” for example or maybe something like, “I help you get back on the road where you belong.” (Caution, though – some people may not want to get back on the road at all after a bike accident.)

“Kelly, I… Kelly?” James had lost her. She’d gone off to find her way around, check the doors, investigate how they’d get into the big guy’s office. Everything was clearly marked and she found the path she wanted easily.

“One thing’s for sure, he doesn’t leave you with any questions,” she commented when she came back to James in the lobby. “Every door has a clear label on it. There’s no mistaking what each room will be. I didn’t even have to open any doors,” she noted. “But the place is pretty low-key. It feels almost like this guy doesn’t want any more business than he’s got.”

The layout, as well as the too-soothing design, is responsible for this feeling. When redesigning, get a bold new contact form above the fold (visible without scrolling) and ditch the small one down in the side. Make it very, very easy for people to get in touch with you – the client you’re looking for needs you almost to insist on him contacting you, right away. Don’t just mildly inquire how you can help them in the sidebar.

“I’m dying to dial that phone number,” James pointed to the sign above the receptionist’s desk. “I wonder how long it takes someone to answer me. You know, lawyers don’t really care. They pretty much forget about you, because you’re not their priority.”

“I know what you mean,” Kelly nodded. “But this place… I think this guy really cares. He seems to, anyways. He just needs to show more that he’s the person for you. You always do get excited when you find a professional that’s just as casual, laid back and cool as you are,” Kelly’s mouth twisted in a smile.

“Wanna bet?” James pulled out his cell and dialed – and he was surprised when the man in the portrait answered personally. No matter how many questions he asked, he got patient replies, too. It was great.

Kelly, meanwhile, had discovered the hall that led to Scott’s office. “Keep him talking,” she whispered back at James.

“No problem,” James whispered back, covering the phone with a hand. “Explaining, this guy can do.”

And you explain well. In the content area, you have plenty of information that potential clients might want to know – but not too much information, which is good. The typeface is black on white, easy to read, though we would like to see the size of the type increased to make that content more readable for your target market. People over 35 tend to squint at small fonts. The styling is somewhat plain, too. It could use more visual interest.

Don’t feel you’re being too salesy by getting right to the point, either. At many sites readers may browse around and look over their options or want to learn about the subject matter. Motorcycle accidents and the needs afterward being sudden, visitors who arrive at your site aren’t browsing or coming for education. They’ve come to you for a pressing need.

So go ahead and make contacting you super-obvious and easy. For instance, instead of “How may we help you,” the new (and bolder!) contact form might reassure your potential clients and let them know they won’t have long to wait. For example, “We’re ready to help. Contact us with a brief description of the issue you’re facing, and we’ll get back to you within one business day.”

The web copy itself is a bigger concern. It’s informative, and it does address concerns, but it’s just not selling. It’s (again) too soft and soothing trying not to ripple waves. It’s okay. You can make a few waves here, because these people need you now.

Be more concise, have a more confident tone, and use excitement and urgency in your web copy so that it catches attention quickly and pulls visitors toward the inevitable step of contacting you.

Straddling a conservative profession and a more liberal clientele may seem like a tall order, but it’s really a simple choice. Attorneys aren’t your target market. There’s no straddle here to worry about. You obviously have a great command of the issues your clients face. (We peeked—the navigation leads to tons of good information.)

With a design and copy overhaul to speak more to your ideal client and to that person’s style and needs, the motorcyclists you work with every day, we believe you’ll be seeing a lot more leather in the lobby.

“What the…? Ah, NO!” The phone died in James’ hand – the battery. He looked frustrated for a moment but just then, the firm’s receptionist returned from lunch. She was talkative, he was friendly and easily distracted…

By the time Kelly returned from her mission, James was describing his fabulous ride on the bike to a rapt audience of one. Kelly shot him a glare and flew to the elevator as discreetly as she could, hoping the trickle of red on her right pant leg wasn’t obvious.

“Oops – gotta go,” James gave the receptionist one last flashy smile and chased after Kelly, the elevator doors closing on another drive-by adventure.

“You got some on your leg,” James pointed. So much for hoping it didn’t show. “And what are you wearing? Where’s your jacket?”

Kelly smiled as she looked down at Scott’s suit jacket, searching in his pocket for a tissue to wipe away the worst of the drips. “He needed that leather more than I did. And we had to make a point. Don’t worry, he feels better now. Reformed.” She tried to clean her pant leg. “See if you can jam the elevator for a second, will you?”

James stopped on the second floor and held the door open with his foot to prevent it from closing until Kelly was ready to go down. She was talking away about how great Scott was and how her jacket had fitted him like a glove and how she thought there was some great potential for his office.

To James, it just seemed she was in no hurry at all while he pictured security guards coating the ground floor lobby before they even tried to escape.

“You should have seen him, Jamie. He was more upset about me taking his jacket and forcing him to wear mine instead than having paint all over his chest.” Kelly pulled a small gun out of the top of her boot.  ”Do you know how hard it is to spell BANG with a paint gun, by the way?”

The elevator blared its alarm for being held open too long. “Damn! Oh, man, I can’t stand that noise!” James cursed, clapping his hands over his ears and yanking his foot back just as Kelly threw her gun out before the elevator doors slammed shut.

Down they went to the lobby, and while Scott’s suit jacket draped over Kelly’s figure didn’t help the pair to blend as they walked to where they’d parked their motorcycles, it didn’t stop her obsessing about the stain on her leg. “You think it’ll come out?”

“I don’t care,” James hissed, now paranoid that any minute, the cops would surround them. “Just never mind and get on the bike.”

“Stupid guns,” she shot back as they got ready to race off. “They ought to be rated for more than a few shots before they start leaking all over you. I wonder if they have a website?”

“Heaven help ‘em if they do,” James muttered, pulling his helmet firmly down around his ears to end the conversation.

If you’re ready to learn why your website or web copy isn’t working as hard as it could be and get suggestions for improvements to help draw in new clients and customers, book your drive-by critique into our schedule.

Drive-by Shooting Special: Denver Motorcycle Lawyer Another rockin' post from the Men With Pens! Copyright 2006 - 2010 30 Sous Zero Inc - All Rights Reserved