One of my copywriting colleagues, Susan Fantle, asked me for a discussion of the topic since she had recently encountered some difficulties with clients. In her own words:
"I've been in this business for 23 years and only in ncentive the rush the check. So I send a final Invoice "due and payable upon receipt," instructing the payment to be sent via regular mail.
Since I work directly with the client, this arrangement works well for me, however you may need to be more flexible depending on whom you work with, or what market you're working in. For instance, ad agencies may ask you to collect 100 percent at the back end, especially if the job is small and fast.
For very large jobs, paying in thirds is also common. And small businesses may prefer to pay in thirds if their budget is tight (and it usually is). And then, of course, there are those pay arrangements that include bonuses or royalties, which you will most often find in the business-to-consumer side of direct marketing, among very large mailers.
Does anyone ever get paid 100 percent up front? The answer is yes, but I've seen it rarely. Recently one of my coaching students was paid 100 percent up front for a very small job worth $300. And another student was paid in the four figures from an entrepreneur, who obviously understood that the copywriter realized the risk involved with working with a risk-taking marketer.
My advice is to try for 50 percent, and if the client balks, proceed very carefully if you proceed at all. If the client has problems paying you now, before you do the work, it's a red flag. You're better off to say no, and spend your time marketing yourself to find a better client.
A Quick List of What Should Be in Your Contract:
- A very detailed description of the job, listing virtually everything you will do - A deadline for the work to be completed - Revision terms - Payment terms - Late payment terms - A description of what will be included in your services - A description of what will not be included (interviewing and creating testimonials, for instance) - A policy on how change orders are handled (you charge more if they make a significant change after work has been done) - Ownership (you own the copyright until you've received full payment) - Indemnity (a legal disclaimer holding you harmless against any legal charges such as libel and copyright infringement; you don't need to add false advertising since you won't be doing that anyway) - An agreement for the client to share work samples and results (so you can use them in your promotions)
Don't be so anxious to get the work that you fail to get a signed Fee Agreement and payment up front. Getting payment up front is an effective screen, and evidence that you are a professional.
So, what can a business do to break through this noise and actually have their messages heard by their targeted customers?
Many businesses have just simply started to advertise more and louder…which simply compounds the overall problem. Some have tried gimmicks and sales. Still others have simply accepted a stagnant business growth model.
However, a few have begun to see huge success with a 2,000 year old tool that has none of the sexiness of a celebrity endorsement or the award winning graphics of a Madison Avenue Advertising firm. That tool is a simple handwritten note.
• A Midwestern restaurant owner sent out a series of handwritten notes to his customers and had a 20% response rate.
• A financial planner in the Northeast sent out just 80 handwritten notes to touch base with prospects and had 6 people call him and 2 set appointments.
• A non-profit was able to get 51 donations by simply sending a handwritten note to warm list of 100 people.
Why?
Handwritten notes are special. Clients cannot throw them away without reading them.
I dare you to try and throw out a handwritten note without reading it the next time you get one. Believe me, I’ve tried. I recently received a handwritten postcard from the hair studio that I had abandoned 6 months earlier for one closer to my home.
I knew it was probably just them asking me to come back as a client, but did I read it even though I knew it was a prospecting piece? Yes. There is a magnetic feeling that handwritten notes create that draws you in every single time.
Would I have read a prospecting form letter or an advertisement from the same studio? No.
So is it worth it to spend the time sitting down to write handwritten notes to your clients and prospects? When was the last time you have had a 6%, 20% or 50% response rate on a mailing?
Here are some tips on how to get a 50% response rate on your next handwritten note mailing:
1. Each piece should begin with your client or prospects name not a generic greeting 2. You should handwrite the piece yourself or utilize some of the technology now available that will duplicate your handwriting accurately and easily – Computer generated font, while easier, will NOT get you a 50% response rate 3. Give your client or prospect a reason to call you – “I just thought of an idea that might really cut your tax bill, give me a call so we can get together before you do your taxes this year! Talk to you, Mike" 4. Put it on a card that will get their attention – Cute, unusual, beautiful, historic, children, animals…they all work but use a picture that catches their eye 5. Hand address their address, Do NOT use labels – Labels tell them that you sent the same card to hundreds of other people. You have to keep it personal, even if you are sending it to hundreds of other people!
If you follow these few, simple and easy guidelines, you will be surprised at the huge response rate you will receive. It will also be the last time you’ll want to flush good money down the drain sending out generic form letters or invitations. A little elbow grease or a little smarts (using technology) will go a long way when it comes to direct mail response rates.
Both Chris Marlow & Michael Kaselnak are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.
Chris Marlow has sinced written about articles on various topics from Marketing, Ezine Articles and Certified Public Accountants. Marketing coach Chris Marlow publishes a free newsletter for freelancers who want to land the high-quality, high-value clients:. Chris Marlow's top article generates over 3600 views. to your Favourites.
Michael Kaselnak has sinced written about articles on various topics from Writing, Marketing. Direct Mail Strategist, Michael Kaselnak can help you get a 6%, 20% or even a 50% response rate on your next direct response mailing. As creator of the Hoard Client Marketing, Sales Lead and Referral Systems, he personally brought in over $33 million in n. Michael Kaselnak's top article generates over 9900 views. to your Favourites.