Over the last couple months, two of my steadiest clients were acquired by larger competitors, spelling doom for the freelance talent.
It typically plays out this way, and I can’t say I was wholly surprised. But now I find myself in business development mode – the part of the freelance gig I like the least.
The silver lining in this cloud becomes apparent when you land a cool new client – a person (and company) with a lot of energy, a great attitude, and a strong desire to hear your recommendations.
I think I landed one last week.
And yes, I love the smell of a new value-added client (it’s better than a new car).
What do you bring to the table that others don’t?
The value-added copywriter goes client hunting with a big advantage. Good writers are everywhere, and (as I’m suddenly aware) many are willing to work cheap.
Most want to write copy and ship it. That’s fine. But it offers a client little reason to prefer one writer over another.
Unless, of course, one of the writers adds value.
In my case, that means playing the role of marketing consultant. Instead of simply slinging words, I suggest messaging. I point out missed marketing opportunities that could pay big dividends.
And I keep my clients current on the newest media channels and marketing opportunities.
One of my writer friends adds value through his superb, never-late, always-upbeat customer service. Yet another lifts his clients’ burden with turnkey service on white papers and case studies.
The client gives him a contact, and a little while later he’s reading a completed draft, including interview transcripts.
Your Free Bonus
Here’s an added bonus: value-added copywriters typically attract value-added clients, not bargain hunters.
Bargain hunters are often bad news. Clients looking for value are great news.
They’re willing to let you do more. Which means that – working together – you accomplish more.
You get paid for additional projects. You become indispensable. You help your clients succeed.
Which – if you think about it – is the best value you can add.
[tags]copy, copywriter, value-added copywriter, client, marketing, freelance copywriter[/tags]
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