When you freelance, you need to apply a great deal of social skills
to market yourself, land gigs and keep clients happy. You also need
to deal with clients, hammer out rates and land those gigs.
That’s psychology, pure and simple. Knowing how to interact with
other people properly can help your
career do well.
To help you have a better
writing
career, market yourself more effectively and nip
problems in the bud, here are ten of the best mind tricks to
boost
your
income-earning potential.
Social
Proof
Have you ever faced a broken washroom in a high school - when you
really, really had to go? You glanced at the boys’ washroom and
debated ducking in to get some relief… but you didn’t. That is,
until another woman boldly decided that a washroom is a washroom
and stepped inside the men’s room.
Social proof is the icebreaker, the theory of, “Hey, if they can, I
can too.” Use social proof when communicating with clients. Point
out that other clients have already gone first and that it’s okay
to follow. It encourages clients to make a decision.
Foot-in-the-door Syndrome
If you don’t nip scope creep in the bud, you end up
working
more than you expected to – without proper
compensation. Scope creep is subtle. A client
asks for a little more and a little more…and a little more… You
don’t realize it’s happening until you look back to see you’ve put
in twice the work that you should have.
Be clear from the start on the specifics of a gig – and stick to
them. If a client asks for a small extra or something additional
that wasn’t in the agreement, kindly tell the person you’d be more
than happy to help… for a small fee.
Groupthink
This psychological phenomenon can be pretty powerful. If everyone
is doing something or saying something, then the minority tends to
go along. The herd mentality is strong. It’s survival, after all –
the loner doesn’t last.
Use this to your advantage. When a client hesitates on a decision,
sway the person with the power of the masses. Tell them “everyone”
is doing it (if most people are). Your client will want to be part
of the group, too. A caveat, though; be careful with your words.
Influence, yes, but don’t mislead clients into action that won’t
benefit them.
The Power of Positive
Miscommunication happens in a text-based world. It’s easy to become
rattled or get upset over a comment from a client. It’s just as
easy to get into an argument with a client who isn’t happy about
your work. Negativity only breeds more negativity, and soon the
job goes sour.
Learn to adopt a positive tone in your communications - under
all circumstances. No matter how upset
the other person is, stay pleasant and well mannered. Offer
solutions with a proactive mindset. Ask clients what solution
they’d like to see, and try to accommodate them. You can often turn
a bad situation around quickly.
Stand Your Ground
Many people are excellent manipulators, and buyers can easily
influence writers. We’re emotional creatures (and that’s okay), and
some writers are often starving to land a break. Some clients use
that to their advantage. They can be condescending, add pressure
with subtle comments or push writers into actions that we shouldn’t
take.
Learn to stay firm on what you offer. Decide on a rate and stick
with it. Pleasantly hold your ground and know when to let a client
find someone else for the job. Others will come along to replace
the (no great) loss.
Thinking Critically
Critical thinking is pretty cool. When people present conclusions
or arguments, critical thinking allows you to analyze each element
and then decide whether the conclusion has support, and thus,
merit. If you aren’t thinking critically while negotiating gigs,
you can end up holding the short end of the stick – or worse.
Pay attention to the small details. Watch for loopholes. Tighten
them up so that they don’t become a noose. Take the time to read
where problem areas may need clarification. Make sure your
agreements are solid, and set out clear business terms for each
gig.
Wide Open Spaces
We all have our own perceptions and views. Sometimes, we meet
someone who doesn’t have the same perception as we do. Conflicts
quickly arise, especially when a writer and buyer don’t agree.
Writers often take criticism too personally sometimes, and that can
wreck a gig fast.
Always have an open mind. Accept feedback –
no, embrace it – and see it for what it is: an opportunity to learn
and be better at your job. Ask clients what they think about your
work. Be ready to hear their opinions with an open mind. Look at
what you can improve.
It’s Your Choice
People love to have choices. Sometimes, offering one thing (usually
what the client wants) isn’t enough to make you a great provider.
You can increase your chances of a better project or more appealing
work by showing clients other options they can choose. Help them
out a little, and they’ll thank you for it.
The trick is that you’re presenting your services – and showing
what else you can do, too. The client feels more empowered. He or
she may even opt for a more costly service simply because that
person had the right to choose.
Name Calling
I bet that each one of you distinctly
remembers the names you were called in grade school. I also bet
that each one of you immediately notices when your name is
misspelled – and you probably correct people too. I also bet that
you feel differently about a clerk or a store representative who
knows your name – and who uses it.
Names carry power – good power. When you speak with clients or
write to them, use their name twice, both in the introduction of
each and every email you send and in
closing. Using a client’s name twice enhances the personal touch,
makes them feel welcomed and shows you care enough to remember
them.
Convey that Confidence
Clients often don’t know you, especially first-time clients.
They’re reaching. They want to know that you’re competent. You
telling them that you are isn’t enough – they need proof. And in a
text-based world, the only place you can show them proof is in the
level of confidence you convey.
Confidence instills a sense of trust. “I know what I’m doing,” your
behavior says, and a client’s response is often, “Okay. I can
‘hear’ that in your tone, your communications and your answers.
It’s clear. And it’s good enough for me.”