Roy Furr made a very good point in his article today. It’s also the reason he’s making a ton of money this year.
“If you want more work, more clients, more money, just ASK for it.”
How Gratitude Can Rob You Of Wealth
Here’s the problem we web writers run up against. I’ve done this. You may have done this. And somehow, we have to stop it.
We’re just too darn grateful for the work we get.
It’s a situation I’ve been in many times over the last few years:
I sit idly by my computer, wishing I had work. Ding! My inbox chimes to let me know I have a new email. It’s from a client asking me to take on a project. I think, “Oh, wow! Wonderful!” I write the client, “Yes!” I complete the project and send it out with a hearty, “Thank you for this project!”
And that’s it.
I’ve gotten so caught up in gratitude for projects that come my way, I’ve failed to consider how to build on that momentum so more projects come my way.
It’s About What YOU Can Do For Your Client
It comes down to this: It’s not about what the client can do for you, it’s about what you can do for your client.
So, instead of looking at it as though your client is doing you a tremendous favor by hiring you for a project, flip your perspective. Realize you’re doing your client a favor by providing excellent copy that converts.
I’m not saying you shouldn’t be grateful. You should, absolutely. But return the gesture and do something that will make your client grateful.
Like Roy says, expand your project scope so your client ends up getting more sales. In return, you’ll get more work (and you can be grateful for that!).
But Wait — You Still Have To ASK
I realize the catch here is that you still have to ask for more work. That’s daunting for a lot of us.
Here’s what’s made the difference for me over the past year, and it’s why my project load has ballooned:
DON’T think of it as asking for more work.
Of course that’s hard. It feels selfish. It’s like saying, “Hey, I want more money. Will you give me more money?”
That’s not something you want to say to anybody, in any situation. It makes you vulnerable. It may even make you feel desperate. Instead:
Offer ideas that will benefit your client. (Here’s a terrific article on how to do that.)
That’s a lot easier to do. Most of us find it easy to give advice but hard to ask for help. So in this case, simply give advice. Let’s build on the example Roy gave about autoresponders and draft an email to a client:
“Hi – I’m glad to hear the seven autoresponders are bringing in so many sales. You know, I’d bet if we doubled the number of emails we’re sending, sales would jump up even more. In fact, I’ve seen this happen with other clients. Based on what we did, I have new ideas and can even fit in writing another seven emails by the end of the week.”
Really, you’re asking for more work. But to the client, you’ve:
a) Come up with a way to boost sales
b) Taken care of the planning part by suggesting the seven emails
c) Subtly reminded the client your time is valuable but that you can squeeze this project in
At the very least, I can promise you that asking for more work gets easier as you go. But for me, switching my attitude from asking for a favor to doing a favor made it ten times easier right away.
Why You Want High-Value Friends
I have yet to meet Roy Furr face-to-face, though we’ve spoken on the phone and exchanged emails. I’m looking forward to meeting him at Bootcamp, where I’ll add him to my list of high-value friends.
By “high-value” friends, I mean people who not only meet the usual characteristics you’d want in a friend (pleasant, fun to be around, sympathetic, etc.). I mean people who have all that going for them AND motivate me to work harder, be better, and challenge myself.
Thanks to my membership with the Wealthy Web Writer, I’ve made a lot of high-value friends this year. And — small wonder — my web-writing career is soaring.
I suggest you stick around this place. I’d like to count you as my next high-value friend.
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