The meeting isn’t a one-way conversation; it’s an interactive event, and you can display some expertise with intelligent, on-the-spot answers. In fact, asking questions — and uncovering their biggest pain points — is a great way to tack additional services onto the initial project.

As for researching ahead of time, remember — we picked this client (and shipped them a lumpy mailer) because we wanted to work with them (it’s not a cattle call), so yes, I’d assume you’d have done some research ahead of the meeting.

One thing I tend to do is ask questions. It seems to work for me — I always say they know their business better than I do. And my clients seem to react favourably, though certainly some just want it done with as little hassle as possible (i.e. “don’t ask questions, just give me what I want!”)

But are we supposed to have “all” the answers? Do you look more or less professional by asking questions about their business? How much should we know about their business ahead of time?

~Graham

How do you negotiate with a client like that? You probably can’t — it’s not a negotiation when one side doesn’t apply any real value to what the other side’s offering.

The “helping” language is classic stuff. One of the biggest red flags you can hear from a client is the classic “I’d do this myself, but I don’t have the time.”

They’re typically not interested in buying talent, just keystrokes. Keystrokes are cheap.

Good luck with your future endeavors.

I priced myself right out of a longterm blog job recently, when I refused to continue to write 5 great posts a week without fail, for less than the cost of a few designer lattes.

The employer then countered my price suggesting that I write 7 posts for a slight increase in pay– essentially .002 cents per word. Write MORE for LESS? I said no and thank you.

Shortly thereafter I was informed by the employer that he’d found someone else to, “help him out” at the old, sweatshop rate. WOW. So, I was HELPING, not writing. Lovely. There’s always someone who will do it for less, I guess.

How do you negotiate with an employer who equates your work to running an errand, or doing him a favor?

It’s like the writer’s version of the casting couch, except writers only get taken for a ride figuratively…

I agree, it’s a good rule of thumb for new writers: make sure you know specifically what compensation you are getting for your writing up front. And cash for your content is always king.

~Graham

Regardless of how “successful” a blog might be for a writer, at least you retain some measure of control over your own content; when you create content for someone else’s site (Facebook, online marketing portal, e-zine, etc), you’re not building your brand, you’re building theirs.

That’s fine as long as the return is there and you go into the arrangement with eyes open. My concern is that many newer copywriters are getting stars in their eyes over the somewhat vague concept of “exposure” — and giving away the farm (and the content) when the return is unclear.

As always, I appreciate everyone’s participation. The online world has changed how we market, and quality discussions among practitioners are one way we uncover the truth behind so much of the hype.

I agree — one of the most obvious examples of this is the decision to start a blog. I mean, what else is that but “free” content?

But just because it is free for the reader does not mean it has no value to the writer. That value is different from blog to blog: exposure, thought leadership, ad revenues, or maybe just another fun, creative outlet (yes, there is value in non-commercial ventures too!).

Social networking, blogging, and other “free content” activities certainly do take time. And unfortunately, it is hard to gauge the return on your investment — especially in the short term.

~Graham

Why create articles for an article directory when it could be written and submitted to a well-read marketing magazine or site? Why, in fact, do it for free at all — especially if the traffic it delivers doesn’t result in quality leads or revenue?

Would that time better spent pitching specific clients?

Newer copywriters should be asking those questions.

I’m not suggesting free content generation has no value to they copywriter, but I will suggest copywriters should look hard at the results, and truly decide if they’re wasting their time or not.