If you’re a copywriter and you’d like more (or better) clients, pay close attention…
My friend and fellow copywriter John “Angel” Anghelache will be unveiling our freelance copywriter success coaching program in the next few weeks.
Until then, we plan on giving you a bunch of high quality content about what it takes to land more high-paying clients.
For now, I just wanted to give you a heads-up on what to expect.
We haven’t decided exactly what we’ll be giving away, but it may include an educational teleseminar, reports, audios, and possibly a video about how we get consistent copywriting gigs… *IF* John and I can figure out how to create one! (Hey, we’re copywriters, not A/V experts!)
In the mean time, I want to know what questions you may have.
Just click the “Comments” link below and type your question right now. Your question can be about anything related to building a freelance copywriting business.
And it’s okay if you have more than one question. Write as many questions as you have.
Keep in mind that John and I have produced millions in sales for our clients… and have worked with scores of clients — a total of 97 between the two of us. (Heck, John is one of the few copywriters who can say he wrote copy for the late Gary Halbert.)
Translation: We’ve had time to learn what works and what doesn’t. And we can help you, too.
So let me know whatever questions you may have about building, running, and profiting from a freelance copywriting business. Thanks in advance for your help.
-Ryan M. Healy
P.S. If you don’t want to use your real name when you ask your question, just use your initials in the Name field.
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25 comments ↓
Here’s the thing. I’ve always lived in small towns and am always conflicted about whether or not it’s worth my time to try to educate people about the value of professional copywriting. Almost every time I take on a local client’s project, I end up sorta wishing I hadn’t. Even those who are nice, polite, and reasonably eager to learn end up wasting so much of my time.
The other thing is that I always offer these people discounted fees compared to clients who find me online. If I didn’t, they wouldn’t become clients at all. I end up frustrated because I’m working so cheaply–although I do always learn something because of the way they challenge everything I do.
If I had all the clients I needed, I probably wouldn’t bother. I remain conflicted.
You’re almost always better off going after clients who already BUY copywriting, advertising and marketing services. Educating people about what you do is a red flag they are probably not a good client to begin with.
Find BUYERS of copywriting.
We’ll show you how in an upcoming video.
Hey folks,
I’ve got Ryan’s material, and I just completed John’s coaching program.
I’ve got to say … I now have more opportunities than time to purse them.
As a beginning copywriter, how can I assure any future clients that my copy will sell their product or service?
Is there a response percentage that is an acceptable amount?
Also, should you go after your local business owners or try to market to a larger market?
Looking forward to hearing more about your program!
Thanks!!
Hi Ryan and John. Thanks for doing this!
I’ve had some successes, but the money just isn’t where I need it to be. I’m still working full time and writing copy in the mornings, at lunch, and in the evenings, even occasionally on weekends. I have yet to crack the bigger, high-paying clients. I’m still stuck writing website copy for small business owners, and I’m ghostwriting a 125 page book for $800. I need help!
I’m stuck in “order taker” mode, rather than problem solver. I want the more lucrative projects like sales letters, but no one will hire me for those. I can’t get on at an agency, because they all want people with agency experience. What should I do?
Thanks,
James
What’s the quickest, most precise method to learn to write great copy that sells?
(how to learn from others success ASAP, instead of the work your way up mentality and take 10 years to figure it out)
How do you define a copy writer? What service does he produce? Briefly state how he goes about being successful. What are the first, second and third steps toward becoming a rewarding copy writer? Is there another word which describes what a copy writer does?
Great questions, guys.
Ryan and I will address the main concerns in an upcoming video.
For now, I want to tackle the question James Palmer posed. Let me explain something important…
Getting higher-paying gigs comes down to becoming more valuable. You do that by figuring out how to make your clients more sales and more profits. And it isn’t always about the writing.
The highest paid copywriters out there combine their direct marketing skills… with… their copywriting skills.
They literally show clients how to make more money in their business. It’s a lot easier than you might think. Because most business owners are clueless about how to increase sales and profits.
(Kevin, thanks for the nice comments. Give me a call.)
@ L the C - oddly enough, once I stopped chasing local clients, charged a fair price and developed an international clientele - THEN I started attracting more local clients–who are perfectly happy to pay my average $175/hour fee.
I publish a small weekly local newspaper which sells uniform 2″ x 3″ ad space. I’m a firm beleiver in direct response have studied selling and advertising since 2003. I’m still confused how condense the power of long copy into the constraints of a small business card size ad. Besides Headlines what do you suggest?
Tim - The smaller the ad, the more your headline determines whether or not you get a response.
Here’s one way to think about it…
Each line of your classified ad should get the reader to… read the next line.
Make sure every single word counts in that ad. And make sure the call to action is crystal clear.
But remember:
It is almost impossible to sell your product or service in a 2″x3″ ad space.
So the ad should drive people to request more information… not to buy the product.
You then “close” the lead later by phone or a free report or whatever.
That’s how you make small classified ads work.
Hi Ryan and John,
My comments echo the other James, except for the ebook part. A client here and there, so I ended up going back to work fulltime. It seems no matter what type of marketing I try to do…I get zero response. I have basically done everything but cold calling. As for the cold calls, you say “no” as does Bob Bly, and a large group of successful copywriters say otherwise.
It’s confusing to say the least. What will be coming up from you and John, that will be different than your courses that you sell? I have purchased from both of you and love the content but do not see results.
James
Hey Ryan,
I’ve never ordered any of your stuff - but I’m a rather new copywriter with lots of room for improvement.
I started a year ago and have upped my rates to $50/hour with an ever improving workload. Here’s the thing - I have good paying (and easy to work with) clients in five different niches. I agree with the “one niche” philosophy, but don’t know how I should transition to this. What would you recommend?
I’d like to get to the $100/hr hump sometime soon, but know I need to have a history of proven results first. Any recommendations for taking things to “the next level”? How did you start and build your business step-by-step?
James - If you’re taking action and not getting results, then either your offer/approach is wrong or the copy is wrong.
One other possibility: your direct mail isn’t getting past the gatekeeper into the hands of a decision-maker.
I just read your ad aimed at martial arts dojos… and it looks to me like it needs work.
Two suggestions:
1. Instead of trying to get a phone call with a long copy sales letter, why not create a short opt-in page? You could offer some kind of free report… and it would be super-easy to split-test the page to see what kind of results you’re getting.
2. If you want to pursue the long copy letter in an effort to get phone calls, hire somebody to give you an objective copy critique. Even if you decide to go with a short copy opt-in page, hire somebody to give you a critique. It will pay off.
Ben Settle (http://www.bensettle.com) would be the perfect person to critique your letter. He’s had success in the martial arts market.
Hi Ryan and John,
Can’t wait to see the videos. I’ve been doing a survey of copywriters, asking them about their biggest challenges. I’m still looking for more responses, to get a good sampling. If you’re interested in promoting it to your lists to help me get the word out and get more people to take it (it takes less than five minutes to fill out), I’d be happy to share the results with you and you can use them however you’d like. (Ryan you’ve got my email if you want to get in touch.) In the meantime, I’m looking forward to hearing more about what you’re offering - because I know the quality of what you’ve provided in the past.
How do I find the clients ready to pay me $2000-$5000 for a direct response sales letter? I have found more than plenty willing to pay well below that, but I know my work is worth more. The problem is getting it in front of the people who understand that value and know that a fee in that range is a small investment compared with what they will get in return. I’m just stuck in this spot and can’t seem to break through. I’m sure there are lots of others in my shoes also.
Thanks,
Allison
Ryan & John,
I’m looking forward to your video… it will be fun to see how a couple of copywriters handle the A/V side of things…
I’ve purchased both of your products, and they are great. In fact it was using elements from both products that got me my 1st client. And that led to my 2nd, 3rd, 4th…
I even got to work with Ryan on a project… that was an awesome experience. I still refer back to my notes when I’m writing copy now. I’ve not had as much contact with John, but he has always provided great advice the few times I’ve asked questions.
I’ve started to focus more on copywriting for myself, and cutting back on copywriting work. It looks like it could be more profitable to write copy for your own products.
And past clients are still calling. This week I’m meeting with a prior client to discuss some up coming projects.
Thanks to both of you guys for providing the tools to help get me started.
OK with all that said here’s my questions:
How do you know when you are ready to write copy for clients? Are there any clues or steps you should look for?
Do you have a plan or a system to follow to make a transition from writing copy for clients to writing for yourself?
Allison, you are not alone. This is my problem as well. I think we have to work at branding ourselves specifically for direct response clients, to the exclusion of all others. Ignore the ones who can’t afford that amount. It’s easier said than done, however, as I’m in the same boat as you.
Gentlemen:
I bought Ryan’s course, which I found to be excellent. My plan it to try to break into copywriting this fall. Now, here’s my question: How difficult would it be to break into freelancing for established ad agencies in NY City or elsewhere. What do you think might be the right approach? Who would be the best person to contact at an ad firm? What kind of fee arrangement should I look for? Is this a crazy idea? Thanks for your input!
I agree. It is a waste of time trying to sell copywriting services to people who don’t even know what a copywriter is.
You probably should have worked that out after the second or third time you tried to talk to a local business owner.
And you will make a whole lot more money selling copywriting services to people who are already looking for and hiring copywriters.
And John’s course will ground you in the skills, the mindset and the practical “how to” for doing this.
Having said that there is value in selling marketing and especially online marketing services to local businesses especially as a way to get yourself a portfolio together quickly.
Most small business owners know they need a website up or have spent money on a website that doesn’t make sales.
This can be an especially lucrative field that requires a minimum level of copywriting expertise.
So it’s a good starting place for copywriters developing their skills.
Kindest regards,
Andrew Cavanagh
Hi Ryan,
This ought to be good. I haven’t met John, but I believe I remember an audio interview you did with him. And you guys have a great idea for your presentation. I’ll be looking forward to hearing your answers to all the questions.
I agree with those of you who talked about selling to actual “buying” clients. A former client who hired me to write a landing page ad for their marketing campaign just called and has agreed to pay my asking price for a retainer. They want marketing input as much as or maybe even more than the writing.
Copy is marketing so the marriage of internet marketing and copywriting is a very natural one. There are more ways to “skin the ‘net cat”.
Talk to you soon,
Tony
Hi John and Ryan,
I am not to the point where I am trying to get clients.
I am still studying.
The thing I find most challenging is getting inside the head of my prospect.
I mean, really knowing that person and feeling what they are feeling.
I want to write every bit of copy with the feeling I know exactly “who” I am writing to . I want to
write as if I know that person at a deep level.
What steps do you take to learn every single thing you can about your prospects?
Would you explain the steps you take in a way I can understand as a fairly new writer?
I have never been able to find anything to get deep enough into this subject so I can master the
details of it.
This has always been the hardest part for me.
I want to know my prospect totally and completely before I ever write my first sales letter.
Thanks,
Tammy
P.S. Also, if either of you know any books that might
help, it would be great.
I have all the usual suspects that are mentioned by everyone.
If you know any good ones that are not usually talked
about, I would really appreciate it.
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John:
In training video #2 — “How To Find Great Copywriting Prospects” — you suggest an ingenious strategy by which the copywriter hunts down data sheets and usage reports associated with companies found in SRDS who are doing direct mail.
Let’s say you already know that you want to approach newsletter publishers. Would it make sense to go directly to the Oxbridge Directory of Newsletters, or is there information about these publishers that I can only get in SRDS?
Again, let me say that your training videos are classy and useful.
Lou… The Oxbridge Directory is also useful. Very targeted. That would work too.
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