Most of us leave a ton of money on the table when quoting client work. This is no small thing! Commanding 20-40% more per project could have a huge impact on your business and your life. Think of the freedom it would give you! So what’s stopping us from asking for more? In this episode, I’m going to show you how to put your value on the table. Because by providing context for your quote, you can greatly influence the prospect’s response.

#178: Command Higher Fees by Putting Value on the Table

Ed Gandia, co-author of the bestselling book, The Wealthy Freelancer, reveals how to propel your writing business to the six-figure level (or the part-time equivalent). In this nuts-and-bolts, no-nonsense podcast, you'll discover how to get better clients, earn more in less time, and bring more freedom and joy into your writing business. Ed will walk you through the practical, “doable” systems and strategies he has developed in his own writing business — the same systems he has taught his private coaching clients. He'll also show you what’s working for other business writers by bringing you real case studies from the field. And he'll share all this information in an honest and transparent way, with no hype or fluff. Topics covered include: getting better and higher-paying clients; banishing the feast-or-famine cycle; doing more of the work that excites you; how to raise your fees and rates; boosting your productivity; making your business recession-proof; discovering and leveraging your strengths; finding your niche; pricing content writing projects; pricing copywriting projects; writing white papers; writing case studies; writing web copy; writing articles; and much more.

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What do you do when a client or prospect has a piece of long-form content they’ve written internally and they want your help finishing it?   What do you quote? What’s the right way to frame your fee for the client? And how do you approach this kind of project?   Check out my thoughts and advice in this week’s short podcast episode below.

#343: What to Do When a Client Wants You to Work with Their Existing Draft

As I record this episode in March of 2024, we’ve yet to feel the effects of generative AI in our solo businesses.   So why are so many writers, copywriters, and solo marketers losing business?   Everything that I’m hearing and seeing points to other factors for the challenges many creative professionals are experiencing. And the main factor seems to be the softening economy.   You wouldn’t know it by the state of stock market, unemployment rates, and economic growth. All those factors seem to be pointing to a strong economy. But the marketing profession is seeing something very different.   It’s no secret that marketing is one of the first things to get cut during challenging times. It makes no sense, but it is what it is. And that seems to be the biggest reason behind cancelled content marketing initiatives, marketing team layoffs, and clients that can’t seem to make a decision on pending projects.   AI is certainly starting to have an impact on our work. But where that’s been happening is not where we want to be. You’re seeing it in the lower tiers of the market—SEO content mills, small companies, and lower-budget organizations that wouldn’t be viable clients even before ChatGPT entered the picture.   However, that’s going to be changing. And the changes will be palpable.   Joining me today to explain why—and to dive deep into the issue—is Kevin Surace. Kevin is the CTO of Appvance.ai and is a renowned futurist, disruptive innovation keynote speaker, and pioneer in the AI space since the 1990s.   This guy is the real deal. He’s the recipient of INC Magazine's Entrepreneur of the Year (2009), he’s built multiple startups from ground zero to $1B+ valuations and has been awarded 94 worldwide patents, including the groundbreaking technology behind Siri and other virtual assistants.   I wanted to bring Kevin on the show because I’ve had multiple discussions in this show about AI and its impact since early 2023. But most of these discussions have been with fellow writers and marketers.   And as fascinating and practical as those conversations have been, I wanted to bring in someone who could bring in an outsider’s perspective. Someone who could explain what’s really happening outside our marketing ecosystem and share his perspectives on what’s coming and what we can do to prepare.   Or better yet, what we can do to profit from the tsunami that’s coming our way.   Kevin did not disappoint. We dive deep into the issue in this conversation. Some of what he shares might feel uncomfortable to some. It may feel disheartening. And I’m sure it will ruffle some feathers.   That’s OK. I’m a big believer in hearing all voices. I hate echo chambers, especially when it comes to big, important issues. And Kevin is an important voice with a perspective you’re going to want to hear.   I hope you enjoy our conversation.

#342: Futurist Kevin Surace on Why Writers Must Jump on the AI Bandwagon (and Why the Future Is Bright)

For many years there has been a myth among journalists that journalism and content marketing can’t coexist.   You either have to focus on journalism work or on content marketing, but not on both.   But this belief is based on false assumptions and outdated beliefs. And in this week’s episode, you’ll hear why you can do both very successfully as a freelance writer.   And, in fact, why you may actually WANT to focus on both.   My guest is Lindy Alexander, an award-winning freelance food, travel, and lifestyle writer and content creator living in the vibrant goldfields town of Castlemaine in central Victoria, Australia.   Her work has been published in numerous digital and print publications including Sunday Life, The Age/The Sydney Morning Herald, The Guardian, Travel + Indulgence, Travel + Leisure Southeast Asia, delicious, Good Food, The Saturday Paper, SBS Life, Dumbo Feather, Peppermint, Essential Kids, Essential Baby, Modern Farmer, Jetstar magazine and Homes+.   I had Lindy on the show a few years ago, where we discussed . This time, we're directly tackling the age-old myth that content marketing and journalism are incompatible.   You’ll hear exactly how Lindy has navigated these waters like a champ. How’s she maintained solid journalistic standards and ethics throughout. And how you can combine both to create real synergies in your business.

#341: Crossing Paths: Lindy Alexander’s Secrets to Succeeding with Journalism and Content Marketing

This episode is very different from what I typically do on this show.   It’s a candid conversation between Sarah Greesonbach and me on a number of random topics.   Sarah is not only a very talented B2B writer, she’s also the founder of the , an excellent coach to other B2B writers, a coaching client of mine, and a friend.   We get into a number of topics, including where and how we face resistance ... where we fall short ... life experiences that shaped who we are today ... how we make big decisions ... fear ... being kind to yourself ... our pet peeves about the freelance industry ...   And even the songs we have on our playlists that we’re embarrassed to admit to. What we love. And what we feel is overrated.   After our interview, I then share a raw and open account of my business struggles last year—what happened, why, and what I’ve done to navigate these challenges.   If you’re only looking for straight up advice for your business, this is not really that kind of episode. So feel free to skip it.   But if you’re curious about how Sarah and I have struggled. What we’ve learned. And what makes us who we are, give this one a listen.   It’s a long episode. The longest, in fact, of any episode I’ve created in my 11 years doing this show.   But I didn’t want to hold back. I wanted this to be exactly the kind of conversation Sarah and I might have at a Starbucks. And I wanted you to have an opportunity to listen to us talk with no filter.    Hope you enjoy it!

#340: Ed Gandia and Sarah Greesonbach Get Raw and Real About Their Inner Battles, Fears, Aspirations—and What It’s Like to Be a Coach

2023 has not been a great year for many writers and solo marketing professionals.   And when business is not great, one of the first things we ask ourselves is, Should I change or modify my offerings? Will that make a difference?   It’s a great question to ask yourself. But it’s important that you go about your decision in a more methodical way. So rather than just go with your gut, you’ll make better decisions if you take a more analytical approach to this challenge.   In this episode, we’re addressing this question head on. My guest is Nikki Rausch. Nikki is a selling coach and the CEO of . She has over 25 years of selling experience. And her specialty is helping entrepreneurs, small business owners and solo professionals sell successfully and authentically.   This is Nikki’s third appearance in the podcast. She and I are very well aligned in our marketing and sales philosophies, and I love having these important conversations with her. I always walk away with a bit more wisdom and lots of new ideas to think about and implement.   We not only address the issue of service offerings in this conversation, we also get into the importance of lifetime client value, tracking and doubling down on your best marketing strategies, and the biggest mistakes solo professionals make in their sales process when they’re facing a difficult economy.   I hope you enjoy our conversation!

#178: Command Higher Fees by Putting Value on the Table

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