Beginner's Blues: How to Collect Samples, Testimonials, and References asFreelancer by Brian S. Konradt of BSK Communications and Associates

My samples are self-selling. They gleam behind protective covers in my portfolio and snatch me business. "Wow, I really like this one," saysnew client, studying one of my newsletter samples. "That's what I want. Can you do something similar for me?"

"I sure can," I tellclient. "I think we should shoot for four colors, instead of two. And thick texture paper would be better for self-mailing."

The client agrees. He also agrees to pay me $eightfivezero forfour-page newsletter, half now andrest when I completejob.

"Your samples are your most persuasive tools to sealdeal," advises Mary Anne Shultz,NY-based freelance writer who specializes in ad copy.

"At least seven out of my ten clients had asked to see some sort of samples before hiring me forjob," says freelance writer Joan Berk. "Clients want to know what you are capable of doing for them."

"Even if your new client does not ask to see samples, you must have samples," says Louie Markowitz,freelance writer specializing in corporate newsletters. "I show every new client at least one of my samples --sample that is similar to what they have in mind. This helps me get constructive feedback and insight into whatclient wants."

This is easy forestablished freelancer to say, who has collected professional samples overyears and knows that samples sell themselves to clients.

But what aboutbeginning freelancer who has nothing?

According to freelance writer, Scot Card: "Don't panic. Many freelancers start atbottom. It's where I started. And probably so will you."

Asbeginning freelance writer embarking onpart-time or full-time freelancing career, you'll need to dolot of "grunt" work in your field of specialty. Depending on your approach or what you choose, you'll be doing assignments and working on projects for little or no money, butpayoff will reward you inlong run.

Writingbrochure forlocal non-profit organization or writingpress release for your church's summer events will come in handyday you need to show your first client what you've been up to. But it doesn't just begin with freelancing to local non-profit organizations or churches. You can tap into many other outlets to collect samples while improving your experience, skills and knowledge before you begin freelancing part-time or full-time.

Your first step to get started is obvious: Take inventory of everything you have written.

Everyone has done some writing inpast: writing term and thesis papers; writing articles for your college newspaper; providing copy forflier or brochure fororganization; helping your friends write their resumes, or your own. The list goes on.

Of course,client will not hire you after he glosses over your high school term paper (withbright red A attop) orshort poem you scribbled inbirthday card. But all of your past writings can serve asbenchmark as to where you stand now. You may even possess samples hiding in your closet or lost somewhere inmassive directories of your hard drive, waiting to be reworked and re-edited forfresh facelift.

Take inventory of all of your writing samples and evaluate them as if you areclient. What grabs your attention? What makes you squint away. Do your samples have anything in common with your specialty? Can you rewrite any of your samples for improvement? If so, redo them and use them to begin your portfolio. If not, listen closely...

Here are some ways, endorsed by established freelancers infield, that can help you collect samples of your writing, including testimonials and references; but by no means do you have to follow them. Be creative and seek out other alternatives.

Joseph Martenello (technical writer): "I worked aspart-time stringer for my local newspaper foryear. How'd I getjob? I responded toad innewspaper, even though I barely had any writing experience. Next thing I know, I was covering town meetings and local events, boring stuff. I did not get paid much -- not enough that I could live off -- but this lead tohigher paying position writing short features forwhile and freelancing for neighboring newspapers for dirt pay...I was able to collect my published articles and put them intoportfolio. Even now, six years later, I am able to state in my sales letter that I worked asnewspaper reporter. That title haslot of clout with clients. My clients expect short, tight copy --type of copy evidenced by my published newspaper clips."

Judith Corbishley (PR consultant/writer): "I started my so called 'freelancing' by catering my writing services to local organizations. You would not believedemand for freelance writing in organizations! Andreason why is that many [organizations] will not pay you, at leastnon-profit ones will not. I basically immersed myself in everything I could get my hands on. I wrote press releases, developed brochures, published fliers, you name it. Gradually, my specialty -- from having to handle many writing tasks -- emerged. I fell in love with PR, and now do it full-time, supporting myself with my writing. And it all started by contactingdirector oflocal non-profit computer education organization. You can dosame. Check your community newspaper or local bulletin board for volunteer help. Then call updirector or contact person. Ask if they need somebody for writing. Most likelyanswer will be yes! You'll be able to dowriting at home underflexible deadline. Whentime comes to produce your promotional material, you can listorganization as one of your clients. You are under no obligation to state that you've worked for free. Leave this information out. Go for it and good luck!"

Brian Konradt (copy writer/DTP publisher): "Years ago I had joinednational writers' group. I startednewsletter fororganization, out of my own expenses, and charged each member $three forcopy. I also wrotepress release to publicizenewsletter. My press release was published in three trade magazines. I never madeprofit -- in fact, I lost money on this endeavor. But I usednewsletter andpublished press releases as samples. Members also mailed me testimonials about how much they lovednewsletter and how professional it looked. This was my very first professional sample that I stuck in my portfolio, and possibly, I believe, persuaded my first client to invest in my services. You can do something similar."

Michelle O'Reilly (copy writer): "Network. Meet people. You got that? My first client came asresult of my being inright place atright time withstack of my bright white business cards tucked away infist of my hand. I had attendedmarketing seminar that was held bylocal business chapter. The seminar had attractedlarge gathering of business professionals, entrepreneurs, and other freelancers. There was time afterwards for networking -- and that's what I did. I handed out my business cards to anyone who sounded as if they'd be interested in my writing services. And somebody was interested! A few days later I receivedcall fromyoung entrepreneur who was looking forway to promotenew product. Was I interested in writingbrochure for him? I told him let's get started, I am ready, with not evenidea of what I was going to charge him. I only got paidfraction ofamount I demand now, but it helped me launch my career. Whenever there'ssocial gathering in your area, make sure you attend and network. Put your face in front ofcrowd. Let everyone know you exist and you have these great skills aswriter. Network. Remember it. It'sgreat way to get clients and referrals."

Andi Lipschein (technical writer): "If you want to get yourself samples, attendworkshop. It's how I got my first professional sample:technical manual, critiqued and corrected byinstructor, on how to operatepiece of equipment. My advice is attend as many workshops as you can in your area of specialty. They offer tremendous benefits: you increase your knowledge onsubject, you get trained byprofessional, you get hands-on experience, and you walk away with professional, critiqued samples for your portfolio. Many local community colleges and high schools offer writing workshops as part of their Continuing Education series. The information and samples you obtain will lastlifetime."

Rita Clayborne (PR writer): "I interned my way to success...My experience and skills came from interning for five different public relations firms in New York for two years. I gotlot of hands-on experience -- andlot of headaches, but I learned how to work with deadlines and how to deal with clients. I also got tremendous insight intofield, such as pricing my services competitively, how to tap into my market, and how to makebusiness succeed. This hadpositive impact onsuccess of my PR business today. You can intern part-time (a couple of days out ofweek), or full-time (five days out ofweek). I got paid for my work asintern, but do not always expect to get paid. Call up some PR firms in your area and speak withperson in charge. Ask if they offerinternship program; if not, ask if they'd be willing to accept you asintern. You can locate PR firms inYellow Pages. Alternatively, you can contactCooperative Education department of your local college and askdirector to help you in your search. Asintern, you will collect many professional samples, references and contacts!"

John Palmeri (graphic designer): "Whencompany I worked for was planning to donewsletter to celebrate its threezero years of service, I jumped atopportunity. I was onlystock clerk there, but I was attending college for my bachelor's degree in Communications Arts, and I had some skills aslayout artist. My boss agreed to let me producenewsletter, and boy, did I get excited. I did not get paid for doing it -- although there wasbigger Christmas bonus for me -- but it helped me produce my first sample with my name on it. At that time I was not planning to freelance -- but that changed downroad when I wanted to make more money doing what I love most: producing newsletters. To this day, I still produce newsletters forsame company I had worked for five years ago. The difference now is I get paid top dollar to produce it, and I am my own boss."

NOW WHAT? Once you have samples, you'll need to prepareportfolio, plusbrochure or sales letter or web site selling your services. Your promotional material should contain testimonials for hard-hitting power. Asbeginner, do not spendlot of money advertising your services. The time will eventually come when you'll turn "pro" and you'll spend at least twofive% of your earnings on promotion. For now, decide to placesmall classified ad in your local newspaper, tack up fliers onbulletin boards at your local supermarkets and libraries, or advertise your services on free job boards onInternet. See what types of responses you get. Be persistent in your search for clients. Most of all: Don't give up! The professional isamateur who had never quit infirst place.

When you get your first client, letclient do most oftalking. You will find that many clients will not even ask to see your samples -- so do not even bring it up. Many clients will accept you aswriter -- on your word alone -- and will work with you.

Work hard and good luck!

This article was posted on August twotwo, twozerozerothree