How Good of a Salesperson Are You?

No, you aren’t applying for a job in a retail store. But to be a successful freelance writer, you do have to be a good salesperson—as good as anyone who sells in a high pressure environment. You need to develop selling skills on a par with the best traveling salesmen.

Many beginning freelance writers are so consumed with the act of writing that they forget about selling their work after they’ve finished writing it. But writing and selling should go hand-in-hand. You need to do both jobs equally to be a success. So before you even begin to work on a project, have an idea of where you’ll potentially sell it.

The best salespeople begin their sales campaigns by developing a list of prospects. They glean names from whatever source they can, building a list of people to contact. Though over time you’ll amass a list of people you can count on to help with research, you also need to begin a list of potential markets—and not just markets but personal contacts in those markets. You can achieve this by sending out queries for projects or sending material out on speculation that some editors will begin to buy. Once you have your foot in the door, insert a doorstop and keep that door open.

After a top salesperson has a short list of contacts, they’ll sort through it to find the best-sounding prospects so they'll save time and money by avoiding blind alleys. They make their initial contacts, then review what happened, noting all reactions. Then they use these notes for follow-ups. They’re constantly looking to expand their markets. And you should, too.

While you may tackle the first step—creating a partial list—you probably don’t follow up on the remaining ones because, let’s face it, most freelance writers are lousy salespeople. While creative burnout and procrastination often plaque their writing, the same thing happens when they're trying to sell their work. In order to expand your freelance writing business, you have to avoid this. Remind yourself that at times freelancing may be 50 percent writing and 50 percent selling. And while large businesses have sales departments to handle selling their products, you don’t.

Be realistic about your markets. Remember, there’s loads of competition—a recent statistic puts the number of freelance writers in the U.S. at nearly 70,000. To get anywhere, you have to stand out from the crowd. Your material and your presentation of it have to offer editors the best and more of it than others can provide.

The first step is developing your prospect list. You’ll need to study the market and learn the possibilities so well that the market seems to evolve by itself. And don’t start at the top. You’re sure to fail. Begin at the bottom and work your way up. Start with the easiest markets, which most likely will also not be the highest paying. But the easier ones have less strict requirements and demand less work overall than the highest paying ones. Plus, you’ll have a much better opportunity to get published in them. But remember that you’ll only be working with them for a while to build up your credibility as a writer.

If you’ve already begin to publish your work, review your original markets. If you're working well with them, negotiate with the editors for higher pay or perhaps ask if can become a contributing editor. As such, you won’t get any more pay, and you won’t be doing any editing. But you will have your name on the magazine’s masthead, which will impress other editors higher up the pay chain.

When the same bland renewal notice for a magazine subscription arrives in the mail, you usually toss it in the trash. If you intend to renew, you most likely don’t do so on the first notice, but two or three later. The same goes for the reaction by an editor to the same presentation. If you want to renew an editor's interest in your material or build up assignments on a higher level than in the past, think about upgrading your presentation. How well does it sell your ideas? Is your timing and the sequence of your ideas logical? Is the market holding you back or are you holding yourself back through lack of expertise, timidity, or just plain fear?

Today, freelance writers have all sorts of sales tools at their disposal—Email marketing, Web sites, social networking, etc. But just like regular advertising, you also have mass mailing. Have you ever thought about designing a brochure showcasing your work and sending it along with your queries? Can you do the same digitally and send it along with Email queries? Have you given any thought to developing your own Web site. Not a personal one, but a professional business site that’s aimed at editors?

Remember, some of the nation’s top freelancers spend as much as three or four hours a day on the phone and the Internet keeping in touch with publishers and editors. Start making the time to do the same if you want to become a success in this business.

Keeping Your Writing Style Up to Date

Have you kept up to date with your writing skills? Unfortunately, after most people leave school–high school, college, or graduate school–they rarely brush up on their writing skills. And while their skills have stayed the same, writing has continued to evolve.

Writing changes about every five years. While most people don’t notice these subtle changes, they’re there, nonetheless. Sometimes, it’s a change in the way people use punctuation while for others these changes may manifest themselves in certain forms of sentence structure.

Probably the way writers use punctuation has changed the most. Take semicolons, for instance. Back when teachers taught that writing was a more formal affair, people used semicolons extensively. Today, many writers use them rarely, as they tend to slow the reading down. Instead, they substitute a period for the semicolon and begin a separate but related sentence immediately following it. Are you one of those who’s still using semicolons?

Another form of punctuation that has seen more frequent use is the dash or more specifically the “em dash,” the longer of the two forms of dashes. This form of punctuation creates a visual separation that readers can easily see at a glance. Also, today’s writers are using commas less frequently.

Lots of things influence changes in writing style, but none more so than the creation and appearance of electronic text, both on the Internet and in E-mail. Instead of writing in a longer, more formal style, writers today use a more concise approach. Writing is tighter and less flowery with fewer longer, more sophisticated words that many readers may not know.

There are lots of ways to keep your writing style up to date. The easiest method is to read more contemporary writing—writing done yesterday not even 10 years ago. And if you really want to improve your writing style, avoid most literature, except the modern variety written after 1930 or so.

You can also enroll in writing classes. Professional dancers constantly take classes to improve their technique and writers should, too. You don't have to enroll in college-level writing courses.  These can be expensive and more time consuming than you need. However, many colleges offer continuing education courses that are just right. Most of these target a particular kind of writing—novels, short stories, articles, etc.  They usually last only a few weeks and don’t have the added pressure of grades that you’ll find with credit courses.

Another alternative is to attend a writing conference. Here, classes are short and intense, usually  lasting only one to three days. These conferences also offer you a chance to learn from other professionals who are experts in their fields.  Do a search for "writing conferences and your area" to find one near you.
                   
Whatever you choose to do, improving your skills will give your writing a boost. 




       

Do E-queries Work?

Not long ago, freelance writers had visions of no stamps, no self-addressed stamped envelopes, and no prepaid reply postcards. They also wished that someday they wouldn’t have to use 25 percent rag-content ivory stock for your query, contained on a single page surrounded by one-inch margins. Their dreams came true with the advent of electronic mail, commonly known as Email.

Email had the potential of liberating freelance writers from these hallowed but time-consuming and expensive procedures. Though the majority of queries still arrived  by regular mail, the electronic query would soon become standard.

But just as Email has done nothing to elevate the art of direct-to-consumer advertising, neither has it made queries any better. If anything, bad E-queries are even more annoying to editors than bad paper queries. If you do anything with Email, you know how aggravating spam can be in your own inbox, so you know how editors feel about inappropriate queries.

First rule of E-queries is not to send them unless you know the editor wants them. Believe it or not, an editor of an online e-zine refused to accept E-queries. Now how ridiculous is that? Don’t assume that all editors are fine with E-queries. If they’re under 30, they probably are, but those over 30 have the same problem as everyone else in that age category—they learned about computers after they were set in their ways. So check marketing directories to find out which editors are okay with E-queries before you send them.

Even if an editor accepts E-queries, it won’t be through his or her personal Email address. Search out their business Email or, better yet, find out if the publication has a special address just for E-queries. Do a search on Google for the publication’s name and go to their site for explicit instructions.

So what should an E-query contain? If you’ve sent paper queries by regular mail, you already know. What most people, especially writers, don’t realize is that the “electronic” in Email refers to the delivery system, not the format or content. In fact, you could send a copy of a one-page query you did previously, and an editor would receive it in exactly the same way. In either case, the editor looks at the content to see if he or she has recently run an article on this topic and then replies to let you know if you should send it.

The abbreviated message most often seen in Emails got its start with college students who saw Email as a way to defy the rules of letter writing and composition. So over time, everyone adopted this form and consequently some messages became almost unintelligible. Remember, an E-query is an electronic form of a business letter and must be professionally written and formatted.

Start by placing the proposed title of your article in the subject line. Then place your name, address, and phone number—both home and cell—in the upper right corner. Be sure to only use initial capitals, as anything else will be viewed as spam. The body of your Email query should be exactly the same as the body of your paper one, including the date, salutation and signature. It’s okay to just type your name in the signature line, but if you can create a signature using a script font in your word processing program, you can use it. Create this once and save it for future use

Keep the length of your E-query the same as your paper query. In fact, you may find it easier to write your query in your word processor, then copy and paste it into your Email. Remember, your main points still need to include why this topic will interest the publication’s readers, why you're the best person to write about it, how you'll develop the article, and when you'll be able to deliver it and with what kind of artwork or photography.

As with paper queries, use a block paragraph format and close by asking the editor if he or she is interested.

Response times tend to be faster with E-queries than with paper ones, because it's easier to respond. Some publications will acknowledge receipt of your E-query within a day. If you haven't heard back within a month, you should feel free to make a politely-worded inquiry as to whether the editor received your query and include a copy in case it wasn't.

The main difference between a paper query and an E-query is how you handle clips. While you would include copies of recent clips with your paper query, you’ll have to send them as attachments with your E-query. Scan each clip, saving it as a JPEG image file. Be sure the image is large enough for the editor to read. Then attach it to your E-query. Don’t send more than three clips as attachments. Be selective and send your best ones that are on the same topic as your proposed article or a related one.

Lastly, just as with paper queries, keep a record of the E-queries you have out, including the date sent and to whom, so that you can follow up on ones that for which you haven’t received replies.

Structure Your E-mail Messages for Maximum Impact

Today, Email is an essential part of doing business. People use it to communicate daily. Some organizations have policies in place that treat E-mail as a business asset, not a personal asset. Thus, from a legal perspective, E-mail is admissible in court. Therefore, it should be given the same attention as traditional forms of correspondence. Let’s face it, for many business people Email has replaced traditional correspondence.

As a writer, it’s important for you to treat all your outgoing messages as if you're writing professional correspondence. Everyone judges you on how you write to them. They expect you, as a professional writer, to uphold the standards of grammar and sentence structure, no matter what the subject of the message.

And when you’re writing to a client or editor, it’s even more important. In most cases, the only way editors get an impression of you is through your Email messages.

Previously, freelance writers sent queries and text by regular mail, then sat back and waited for a reply. Today, using Email, replies come a lot faster. And while an editor may take a few days to reply to a query, it beats waiting weeks or even months for it. However, there are a few editors out there that still cling to the old ways. One editor of an online magazine insisted writers still send quieries and manuscripts by regular mail.

Follow these tips to make your Email messages communicate clearly:

    1. Address one topic per E-mail message.
        Many people reply to E-mail as they read it, so it’s easier to respond if you discuss only one topic per message. If you introduce several topics, they may postpone responding until they can address all the topics covered.
   
    2. Write an informative subject line.
        Phrase the subject line so that it tells the reader what to do in addition to what the message is about. A subject line may read "Send a copy of your  latest issue." A precise subject line can prompt a reader to read your message before others.
   
    3. Avoid long messages.
        Organize your message so that the most important information fits on the first screen. Try to avoid having the receiver scroll to read the remainder of the message.

    4. Make it easy for your reader to respond.
        Word your message so that the reader can get back to you with a "yes/no" answer or a short response. Where possible, use questions instead of statements. Instead of saying, "Let me know your thoughts on my article," ask "Are you going to publish my article?"
   
    5. Include the context of a message in your reply.
        Even if you read a message and respond to it quickly, your colleague may not read your response immediately. The topic may no longer be fresh in his or her mind. The "reply" feature on most e-mail systems allows you to reply to a message and attach the original document. OR, if it’s a longer message, copy section at a time and include your answer directly below it.
   
    6. Change the subject line to reflect a new topic when sending a new message from an old one. 
        Your Email program will automatically include “RE:” in the subject line of your reply. Should you click on a person’s previous message to send a new message, be sure to change the subject line to reflect the new topic. There’s nothing worse than going round and round with multiple “RE:’s” from previous messages. Changing the subject line to reflect a new subject also will help you and your receiver to catalog your messages.

    7. Don’t forget to follow-up if you receive no reply.
        Sometimes E-mail does get lost or dumped into an anti-spam folder and deleted. Allow a reasonable time to pass–hours or days–then send a second message, including a copy of the first message (forward your first message and add a brief note before the message. This is particularly important with time-sensitive material.

Communications for the 21st Century

Times have changed. Technology has changed. Communication has changed. And that means a lot to a writer since communication is the focus of any writing business. However, even though writers write to communicate with their readers, some find it hard to know which form of communication to use when communicating with their editors and clients.

For years, the only forms of communication were the telephone and the letter. Both worked well but they had their limitations. Then came fax, which allowed you to send documents and contracts over phone lines.  Businesses embraced fax as a way to send documents instantly.

When Email first appeared along with the Internet, it was basic—used for short messages between researchers. Students embraced Email as a way to exchange cryptic messages. They thought it cool to be able to communicate with one another in a language on they understood. But this wasn’t the way to communicate as a business owner.

Phone communication, while still a talking medium, has now become a text messaging medium. And while you can use this for personal communication with friends and family, you shouldn’t use text messaging for business communications. Cell phones now give you the ability to call anyone from anywhere. They also enable people to call you any time, anywhere. With cell phones dawned the era of instant communication. So how do you take control of phone communications.

Remember, you don’t have to answer the phone just because it rings—no matter how tempting. Voice mail, caller ID, and answering machines allow you to take control of your incoming calls.  In just about any business, Mondays are the busiest days for incoming calls.

Prospective clients shopping for services may choose whomever they reach on the phone, so you might miss an opportunity by not calling back. That thought is brought about by the convenience of a cell phone. You carry your cell phone on your person—it’s instantaneous. And while you may have the urge to answer every call, doing so will seriously eat into your writing productivity.

Also, answering every call no matter where you are at the time will seriously interrupt your life, as well as put you in potential danger if you do it while driving your vehicle.

When you talk to new callers, be sure to get their direct-dial number so you can save time going through the whole series of numbers for different departments—press one for this, press two for that—if you have to call them back.

Your outgoing message on your voice mail or answering machine should be your calling card to everyone who calls you. Make a good impression and elicit important information from your callers with a “power message.” This is a message you script, rehearse, and deliver with enthusiasm. Type up all the messages you use and keep them in a folder in your computer, then they’ll be available whenever you need to record a new message.

Finally, call editors when it’s absolutely necessary. They’re busy people. If you don’t hear from an editor in a reasonable amount of time or if your situation has changed and you can’t get the job done by your deadline, then do call your editor. Don’t send an Email since your editor may not read it in time. Another trick is to call during the lunch hour when your editor may be out. This way you can leave a detailed message that he or she will get when they return but not take up their valuable time.

Next Week: I’ll be taking a look at Email and electronic communications and how they fit into today’s business communications.

Go With the Flow

Now that you hopefully are on your way to a better organized work space, you need to take a moment to analyze how you spend your time in your writing space—and better yet how writing fits into your daily routine.

Whether you're driving your car to go pick up the kids from school or shooting a few hoops on an afternoon break, churning out an article or researching a book, the ability to get in the groove so that you're working with time instead of against it is the key to increasing your productivity. Psychologists call this transcendent marriage between time and the mind flow, and when you get flow. you're good to go.

But first you have to find your flow taking control of your time and eliminating the interruptions and time wasters that waste so much of it during your day. Be prepared for good news and bad. The bad news is that unless you're practicing good time management or are a very organized person—most people aren’t—you probably waste a lot of time. The good news is that once you find that time, you can reclaim it. The extra minutes and hours are a gift, something you shouldn’t squander.

Keep track of everything you do in an average work day. Jot down each activity. Then take a red pen and circle anything that was, in light of your values and goals. a waste of time, even a phone call to a friend. How can you get these time wasters out of your day? Or at least take better control of them. For instance, you could talk to your friend after dinner.

Most people spend their time on things according to their priorities. How about you? Does anything stand out? Too much time texting on your smartphone? Too little time for yourself or with your family or friends or on your current writing project?

And don’t forget procrastination (We’ll take a look at that next week.) How much time did you spend procrastinating? How many interruptions did you have? What kind? Who were they with? Are there things you shouldn't have been doing because the activities could have been delegated or you simply should have simply said, "No"?

If you spend much of your time complaining about not having enough time to get things done, then perhaps you’re not doing those last two things—delegating and just saying no. By the way, that phrase just doesn’t have to do with drugs.

Look to see if you can bundle certain activities together? With the high price of gas, many people are grouping their errands by location so as not to be running all over the place. Try consolidating some tasks. Is it possible to get all your paperwork out of the way at once? Can you set aside a morning to take care of marketing calls and Emails?

And speaking of Email, how many times a day do you check it? For the average person, looking over and replying to their mail can take up to an hour each time. If you check your mail four times a day, that’s four hours you’re spending reading and corresponding. And if you’re constantly checking messages on your smartphone, who knows how much time you spend on your mail.

To find out how you actually spend your time, you’ll need to keep a Time Log—a record of all the time you spend on every little thing, from the moment you rise in the morning until you put your head down on the pillow at night. A Time Log is a powerful tool for discovering how you allocate the minutes and hours of your life. Sounds tedious, but once you do it, you’ll be able to take better control of your time.

To start your Time Log, take a sheet of ruled paper. In the left-hand margin, note the time you change activities, and on the line to the right list exactly what you're doing: getting ready for work or bed, projects or paperwork, making calls, talking to visitors, attending meetings, reading mail, making or eating meals, walking the dog, watching TV, and so on. Also note who else may have been involved so you can later determine how relevant each activity was to your goals and who tends to take up your time the most.

If your more computer savvy, you can create a spreadsheet, making each row on the sheet represent a 15-minute time block. Many people find this easier because the blocks remind them to log what they were doing. Accounting for time accurately on the computer spreadsheet can be harder, however, because not all activities neatly fall into 15-minute blocks. Whether you log an entire week including a weekend is up to you.

And, yes, keeping a Time Log, even for a couple weeks is a hassle, but it’s a hassle worth considering.

Boy, Have Times—and Technology—Changed

NOTE: Normally, I write this blog in the second person to connect directly with you, the writers who need help in getting started with your careers and those who need any tips they can get to prolong theirs. But this week I’m writing about a situation that I’m going through at the moment that has a lot to do with both my professional life and my office.

When I started out writing nearly 40 years ago (I’m not that ancient, really), I began in a world without computers, without email, without tablets, FIOS, and an Internet that has brought the world into my life. I didn’t realize just how different that all was and how it affected me until I discovered that I had a major structural problem with the floor of my office back in May and would need to deconstruct the last 30 years of my full-time career.

As writers, we’re so intent on moving forwards that we seldom look backwards. Even later in life, I don’t dwell on the past. But deconstructing my office bit by tiny bit has shown me just how much I’ve accomplished in the last 30 years.

Assembling my office began when I started freelancing fulltime. Until then, I worked in various rooms of wherever I happened to be living at the time. But even then I began accumulating informational materials, books, and files that would stay with me until now. Believe me, you don’t realize just how much you’ll accumulate as a writer until you have to go through it all.

I haven’t moved since I started freelancing fulltime. And while being in one place has its advantages, it also has its disadvantages. One project led to another and to another, each with its own set of notes, files, and reference books. When I began writing books in earnest, that all got bumped up a couple of notches.

The reason I’m telling you all this is to strongly advise you to review what you’re accumulating from time to time. While some of you may naturally do this and not save much, others, like me, save everything. And rightly so.

By saving notes and references, I’ve made thousands of extra dollars spinning off material from many projects. As a non-fiction writer, I often created new articles from parts of main ones and from sidebars. I’ve sold many a piece as a reprint, bringing in extra money for practically no work. And the wealth of material gathered in writing 15 books has given me information to spin off into any number of other projects.

One of the ways I chose to add to my income was by teaching adult evening classes and giving lectures. The material for over 75 courses and lectures came from my articles and books and from my knowledge of writing, specifically for my writing classes. But I also created courses based on my specialty of writing about antiques, for which I also wrote two books.

Another facet of my work has been in photography. From the beginning, I’ve always billed myself as a writer/photographer. For the most part, I’ve illustrated most of my articles and several of my books. This, in itself, created a whole other section of my office. Notebooks filled with negatives, boxes of slides, and a complete darkroom filled over half the space. With the advent of digital photography, I store my photos—over 30,000 digital images alone—in my computer. But I still have several thousand slides and negatives that are still useful and can be digitized.

My advice to you all, based on what I’m going through right now, is to plan ahead. Plan your office for efficiency and make an effort to review and cull through your files and other materials periodically to keep from getting overwhelmed later. I teach my students in my digital photography classes to start an organizational scheme right away before they accumulate so many images that they won’t be able to find what they’re looking for.

Even with the best planned file system, the shear volume of files can prevent you from using them as efficiently as possible.

In my next blog, I’ll discuss what you need to keep and what you can safely throw away. Since my office will be completely torn apart in August, I’ll do my best to post a blog or two, but I won’t be able to do one a week until most likely mid-September. 

The Sounds of Silence

Simon and Garfunkel’s famous song, “Sounds of Silence,” sort of says it all. What role does silence play in your daily writing? In today’s maddening world, silence is often a precious commodity. Noise is all around us. Sometimes, it’s white noise that fills the background with steady soothing sounds like the whirr of a furnace motor on a cold day. At other times the sounds can be deafening like the sound of a T.V. in the den. Whatever sort of sounds you live with, you may find that the amount and volume can seriously affect your writing.

Younger people—those under 30—have grown up with lots of sounds all day long. Many do several things at the same time—listening to music on a set of earbuds, texting on a cell phone, watching a video on their computer, all while doing homework or work-related tasks. If they write, they carry on multitasking while writing, and their writing suffers because of it.

Highly successful writers surround themselves with silence if they can afford to. Some purchase  a house in the country and set up a study, often separate from the house, itself, in which to work.
   
Like many other writers of his day, playwright Eugene O’Neill need absolute quiet to work. He built a house on his ranch in California that had a study surrounded and cushioned by three empty rooms. It kept out all extraneous noise. And back then, O’Neill didn’t have the Internet and Email to distract him. Can you imagine how much more you can get finish if you banned all interruptions. But realistically, that may not be entirely possible.

For more writers, building a reclusive study away from their main residence is just a pipe dream. Most have to contend with disturbances from their spouses and children and perhaps from the family pet. Having your pet cat jump up on your lap may sound cozy, but it’s downright annoying when you’re writing a particularly difficult passage.

So what can you do to obtain silence in your writing workplace? For one thing, take a serious look at where you do your writing. If you’re writing at the kitchen or dining room table, then surely you’ll be hounded by distractions. For some writers who live in apartments, that may be the only place they can write.

Try to find a secluded place within your home in which to do your work—even if you write on a laptop. Using a laptop makes the whole process more portable, so you may be tempted to carry it to another location in the house that’s perhaps not as quiet.

Write when others aren’t around. Do your writing in the morning or late evening when everyone else is asleep. Or do it during the day when your spouse is at work and your kids are in school. It’s amazing how much easier it is to concentrate without continual distractions.

Set up a writing corner in a room in your home. This could be in a house, condo, or apartment. By doing so, you’ll have a place you can return to every day. It also allows you to stop writing and pick up where you left off the next day without having to pack everything up because dinner needs to be on the table.

During the warmer months, depending on where you live, you may want to take your laptop outdoors and write on the patio or perhaps take a ride to a nearby park and write on a picnic table, as long as there aren’t crowds of people around. The sounds of nature are particularly soothing, and the fresh air will help stimulate your mind.

Above all, learn to control distractions. Turn off Email announcements. Put your phone on an answering machine or voice mail. Refrain from watching T.V. or listening to music while you work. Encourage friends to call in your off hours. Tell them when you’ll be working and ask them to avoid calling you during that time. And gather your family for a meeting and politely explain to them that when you’re working, they should respect that and do their best not to disturb you. Studies have shown that even though people multitask, it’s seldom successful and whatever they’re working on suffers.

Yes, silence is golden. But the soothing ticking of a clock, for instance, gives a rhythm to background noise that can be quite soothing. So sit back and write and listen to your furnace hum and your clock tick.                                               










                               

Time is of the Essence

Time is an elusive thing. It can get away from you if you’re not careful. Before you know it, days disappear into weeks, weeks into months, months into years. And what have you accomplished? For many, the answer is not much. Well, it’s time to put your foot down and get something done—at least as far as your writing is concerned.

So how do you find time to write? Finding time to write in today’s busy world can be a real challenge. Ever since computers appeared on the scene, life hasn’t been quite the same. Now Facebook, Twitter, Instagram, Pinterest, and God knows what other social media happenings fill the hours between sunrise and sunset. And don’t forget about Email. Sending and especially answering electronic mail can take up a big chunk of your day.

And then there’s work, school, or whatever other endeavor you’re pursuing, plus the time necessary for basic necessities like eating and sleeping—oh, and don’t forget exercising. So where does writing fit in?

Everyone has the same amount of time every day. How you choose to use that time makes you successful at what you do. However, if you aren’t willing to devote some serious time to writing, then perhaps you should take some time to think about how you use your time.

Focusing is the key. You must focus your time so that you accomplish what you set out to do in writing, as well as some but not all of the other stuff. You need to decide what you want to do and what you can do without, so that you can write more—or forget it.

The choice isn’t between writing and doing something else that you don’t want to do. The choice is among a nearly overwhelming array of things that you enjoy doing, such as checking in with your friends on Facebook, reading for pleasure, or having people over for dinner. Then there’s going to the movies, watching T.V., and traveling. You may rather do the dishes, walk the dog, or do laundry than write. So faced with so many options, most beginning writers tend to choose too many and feel like they’re short of time.

While some people can fit little bits of writing or editing in between other chores, that’s just not being realistic. To get any major writing project done, you have to dedicate time to it. To get published requires a considerable effort, so little bits of time writing here and there just won’t cut it.

Writing productivity demands dedication. To get anything done and done right, you have to just do it. And that means intense concentration for the time you’ve chosen to allot for writing. Wanting to write—a dream a lot of people have—and actually writing are two different things. Writing every day produces not only more writing but also more ideas for future writing. But writing posts on Facebook or answering Emails doesn’t count. The type of writing you should be doing is the kind necessary to advance your writing career and improve your writing skills such as articles, short stories, and plays.

Writing, like exercising, is its own reward. When you don’t do it, you feel as if you’re cheating yourself. Successful writers don’t just sit around waiting for inspiration, they sit down and begin to write. At some point, inspiration usually strikes. This is much like runners who exercise in all types of weather, no matter how busy their schedule may be. Like physical exercise, writing is often not enjoyable while you’re doing it. And like exercise, it’s just a matter of discipline. If you aren’t a disciplined person, you can certainly become one.

Distractions are the bane of serious writing. They kill the flow. So turn off the Email reminder and your cell phone and let voice mail answer for you. Stay in flow. Focus on what you’re writing. This is especially important for big projects like books. Find a convenient spot to stop for the day or stop after your daily quota if you’re writing fiction. Don’t write until you get tired. You’ll only have to redo it.

To stay focused on your writing while fulfilling your daily responsibilities, including answering Email and catching up with Facebook, set aside an hour or so every day to write. Or at least set aside an hour three days a week, or even one day a week. The key is making this time a regular slot in your schedule. Don’t let anything deter you from it. And while you’re at it, write at the same time every day. And lastly, write no matter how you feel----even if you feel like you don’t feel like writing. If you want to be a writer, you must write.

The Fate of Punctuation

This past week, the Merriam-Webster's Collegiate® Dictionary folks announced they had added over 150 new words, including hashtag and selfie—words increasingly used by many people in social networking—to the classic volume. Even though a word may have become popular in usage, it takes a while for it to make it to the big leagues and the dictionary. You might say this also applies to spelling. But the same doesn’t go for punctuation or English usage. Their acceptance comes from continued correct or incorrect usage. The more they’re used, the sooner their use becomes acceptable by the public. But the process can take a long time.

The French have their National Academy, which acts as a watchdog over their language. For anything, including punctuation, to be used in the French language, it must first be approved by the National Academy. Unfortunately, the United States doesn’t have any such watchdog institution.

Every profession has rules and writing is no different. To be successful at writing—and for many that means getting published—you need to know and follow the rules, and that includes the rules for punctuation.

Some beginning writers feel they need to ignore these as a way these as a way of developing their own style. But every artist, including writers, starts by learning the basics. The unique thing about writing is that it’s a language art. And in order for everyone to communicate clearly, every language has usage rules, including those for punctuation. While you may be communicating in English, the same would apply if you were writing in Spanish, French, German, or any other language.

However, many beginning writers are led astray by the blatant ignoring of basic rules by published professionals, all in the name of style. Many big name writers do this to attract attention to their work. And their publishers go along with it because these writers make lots of money for them. In these cases, ignoring the traditional rules of punctuation is profit based rather than language based.

What some famous writers don’t realize is the effect their work has on writers who look up to them. They don’t see that they have a responsibility to all those that follow them to present their work in the best possible light.

So how did all this miss-use start? Email seems to be the culprit in most cases. Since its inception, there have been no rules governing how anyone writes anything in their messages. Originally used by academics to exchange notes, Email quickly evolved into the message medium for college students, who saw this it as a way to defy the rules of the English language which they had to adhere to in their studies. Soon this ignoring of the rules spread downward to high school students. And the problem got worse since Email had no rules, communication with it became an “anything goes” concept. Even today, most people still aren’t sure if they should adhere to good English usage or just do whatever they want.

Punctuation—or the lack of it— soon became a problem in other types of writing. Some Email users used no punctuation while others wrote in phrases instead of coherent sentences. Both came about because student users and soon everyone viewed Email as a personal communication medium in which both the sender and receiver knew each other fairly well. Soon all users adopted a casual style to Email.

But then something began to happen. That same casual style used in Email messages began to appear in articles, stories, and even books. If a lot of people used this style in their Emails and in online forums, many writers assumed it was okay to use it in their work. But in many cases it isn’t okay because not using the right punctuation, for example, can prevent clarity and ease of reading. Good examples include using two forms of punctuation at the end of a sentence when only one will do (?!) or (!!!!!) or using punctuation marks incorrectly, such as using an ellipse (...) outside of quotation marks to trail off the end of a sentence. While the latter may not be confusing to the reader, the former certainly is.

Avoiding Deadends and Deadbeats

As you move forward in your freelance career, you’ll no doubt run into deadend markets and deadbeat editors. Perhaps the only problem you’ll have is to wait for the acceptance of your pieces. But chances are you’ll have many more negative experiences.

Editors are busy people. When an editor says he or she will send a reply to your query tomorrow, you can bet it will probably not arrive, at least not for a while. It pays to follow up with all your correspondence. Sending a polite reminder is good business, not hassling an editor.

Maybe you’ve been working with an editor for quite a while. You believe you have a good relationship. He’s told you that he likes your work. Then one day, you fail to get a response. It turns out that he moved on to a completely different type of publication—without telling you. You can try to track him down, but you’d be better off finding a new market.
                                         
In these uncertain economic times, it’s not unusual for a magazine to fold precipitously. You may have been waiting patiently to get paid, and it isn’t until several months later that you discover that the publisher went bankrupt.

Writers used to have to worry about whether the U.S. Postal Service delivered their manuscript. And even if your manuscript arrived it then got stuck in the mailroom. There seemed to be a definite relationship between how many floors a building had and how long your article sat in the mailroom. And if you sent your work to one of the higher paying periodicals, it most likely ended up in the slush pile where it may have sat for several weeks before an unpaid intern took a look at it.

Your article is accepted; you're jubilant. Then you get word from the editor that she had to kill your article. Even then you have to wait an unduly long time for the kill fee. Needless to say, the article's timeliness has been its undoing—the poor thing now is dead. You can’t even send it elsewhere.

And if you think that one or more of these may happen to you at various times, think again. It’s not uncommon in the freelance biz for nearly all of them to happen at the same time or at least one right after the other. It’s enough to drive a writer crazy.
                                               
Can you spot these possible disasters beforehand? In some cases, yes. But most of time, no. In fact, you may have no indication that a problem exists until the worst happens.

You can prevent some negative experiences from happening by taking a few precautions. Many writers refuse to do more than send a query to a new publication, then sit back and wait for the results. You’ll soon discover that there’s always a shakedown period at a new publication. You don't want to get caught in the fallout. Some magazines just don’t make it.

Magazines that pay on publication are notorious for creating problems. Publishers want to hang on to their money for as long as possible. Many times "pay on publication" means "several months or more after publication." But then, you may be trying to get into a new market. The number of publications paying on acceptance has dwindled with the recession. Do your homework and study the markets before you decide to send any work to them.

One tactic you might use is to wait the required time for an answer from a publisher or editor, then send a registered letter advising you're withdrawing your manuscript or query. You’ll then be free to submit it elsewhere.

To avoid problems once you get an assignment, you should make sure to immediately follow the conversation with a follow-up letter of assignment—sent by Email or regular mail—detailing the article topic, length, agreed-upon rates, delivery date, and expenses to be paid.

Lastly, save all Email messages from editors. When you do have a problem, you can then send forward the original message to the editor who may be denying what he or she said in the first place. It’s only then that you’ll exclaim, “Thank God for Email!”

Writing vs. Selling

Many beginning freelance writers are so consumed with the act of writing and producing material that they forget about selling their work until the last minute, after they’ve finished writing it. But writing and selling should go hand-in-hand. One job needs the other to be a success. So before you even begin to work on a project, have an idea of where you’ll potentially sell it.

The best salespeople begin their sales campaigns by developing a list of prospects. They glean names from whatever source they can, building a list of people to contact. Though over time you’ll amass a list of people you can count on to help with research, you also need to begin a list of potential markets—and not just markets but personal contacts in those markets. You can achieve this by sending out queries for projects or sending material out on speculation that some editors will begin to buy. Once you have your foot in the door, insert a doorstop and keep that door open.

After a top salesperson has a short list of contacts, they’ll sort through it to find the best-sounding prospects so they'll save time and money by avoiding blind alleys. They make their initial contacts, then review what happened, noting all reactions. Then they use these notes for follow-ups. They’re constantly looking to expand their market.

While many freelancers tackle the first step—creating a partial list—they fail on the remaining ones because, let’s face it, most freelance writers are lousy salespeople. While creative burnout and procrastination often plaque their writing, the same thing happens when they're trying to sell their work. In order to expand your freelance writing business, you have to avoid this. Remind yourself that at times freelancing may be 50 percent writing and 50 percent selling. And while large businesses have sales departments to handle selling their products, you don’t.

Be realistic about your markets. Remember, there’s loads of competition—a recent statistic puts the number of freelance writers in the U.S. at nearly 70,000. To get anywhere, you have to stand out from the crowd. Your material and your presentation of it have to offer editors the best and more of it than others can provide.

The first step is developing your prospect list. You’ll need to study the market and learn the possibilities so well that the market seems to evolve by itself. And don’t start at the top. You’re sure to fail. Begin at the bottom and work your way up. Start with the easiest markets, which most likely will also not be the highest paying. But the easier ones have less strict requirements and demand less work overall than the highest paying ones. Plus, you’ll have a much better opportunity to get published in them. But remember that you’ll only be working with them for a while to build up your credibility as a writer.

If you’ve already begin to publish your work, review your original markets. If you're working well with them, negotiate with the editors for higher pay or perhaps ask if can become a contributing editor. As such, you won’t get any more pay, and you won’t be doing any editing. But you will have your name on the magazine’s masthead, which will impress other editors higher up the pay chain.

When the same bland renewal notice for a magazine subscription arrives in the mail, you usually toss it in the trash. If you intend to renew, you most likely don’t do so on the first notice, but two or three later. The same goes for the reaction by an editor to the same presentation. If you want to renew an editor's interest in your material or build up assignments on a higher level than in the past, think about upgrading your presentation. How well does it sell your ideas? Is your timing and the sequence of your ideas logical? Is the market holding you back or are you holding yourself back through lack of expertise, timidity, or just plain fear?

Today, freelance writers have all sorts of sales tools at their disposal—Email marketing, Web sites, social networking, etc. But just like regular advertising, you also have mass mailing. Have you ever thought about designing a brochure showcasing your work and sending it along with your queries? Can you do the same digitally and send it along with Email queries? Have you given any thought to developing your own Web site. Not a personal one, but a professional business site that’s aimed at editors? (These and many other marketing topics will be appearing in future editions of this blog.)

Remember, some of the nation’s top freelancers spend as much as three or four hours a day on the phone and the Internet keeping in touch with publishers and editors. Start making the time to do the same if you want to become a success in this business.