This article with traps freelancers must avoid is by Julie Barlow, author of GOING SOLO: Everything You Need to Start Your Business and Succeed as Your Own Boss (with Jean-Benoît Nadeau).
Things got off to a great start when I began my freelance writing career three decades ago. I quickly found myself with enough assignments to keep me busy all week long. I was writing so hard I made a classic freelance error. I forgot to take time out to do “sales,” to pitch ideas and find new clients. When one of my editors changed jobs and another magazine closed, my work dried up overnight and I feared it would never come back….
Experience taught me the hard way that even when your business is up and running, you can’t slack off sales. It’s just one of many “myths” or misconceptions both beginners and seasoned freelancers face over their careers. And there are many others.
Here are 13 freelance traps that every creator should avoid to stay confident and keep your business running smoothly
1. “I’m just starting out, so I should charge less”
Absolutely not. Your prices should be based on industry standards for whatever you are producing, and your costs. If you were an employee, lack of experience might translate into a lower salary, but it doesn’t work that way for freelancers. You “earn less” when you are inexperienced because it takes you longer to produce, so don’t charge less to begin with!
2. “I’m good with just one steady client”
No, you’re not. From a business perspective, you should never put all your eggs in one basket. You should always have at least a few clients. If you lose your main client, you need other customers to fall back on. Also, from a tax perspective, having one client means you run the risk of being considered an employee and could have your tax advantages removed.
3. “My clients are friends”
No, they are not. Clients are not your friends. You are in a business relationship with them, and you need to treat them accordingly. Working for friends, or thinking of clients as buddies, makes us ready to compromise, and hesitate to ask for fair pay and working conditions. It’s OK to be friendly with your clients, but when they fail to pay, be ready to confront them, drop them, even if you like them. Business is business.
4. “Once my business is up and running, I won’t have to spend as much time doing sales”
Yes, you will. As I learned from experience, even when you have enough work to keep you busy for a year, keep offering your services and looking for new markets and clients. It’s always easier to sell when things are going well. This will help you avoid costly and demoralizing slumps.
5. “I can’t afford to be unpleasant”
Yes, you can. Problems with clients never “solve themselves.” If a client is late in paying, expecting too much from you, asking you to do extra work without paying for it, changing the terms of your contract when it’s started—and these are just some examples—you can’t afford to be nice about it.
6. “The customer is always right”
No, the customer is often wrong. Sometimes they are wrong when you are negotiating with them. They are definitely wrong when they pay late. They can be acting in good faith and still wrong.
Remember, the boss is always right: and you’re the boss.
7. “I always have to say yes to work”
No, you don’t. If the work doesn’t interest you, or if you have too much on your plate to complete it, it’s better to take a pass. It’s a good idea to know other people in your business so that you can share work with when you have too much. Clients appreciate this and will probably come back to you knowing you will always find a solution for them.
8. “Clients will always take advantage of me”
No, they won’t. Your client isn’t “the enemy.” Yes, they want you to do your best work, but if you start thinking that customers have it in for you, you won’t get far. Talk openly to clients about problems you are having as soon as they pop up. If you hide the truth about your concerns, your clients will lose confidence in you.
9. “I have to do everything myself”
Not at all. You hire professionals to fix plumbing or electrical problems in your home. Why not do the same for work with bookkeeping, accounting, website security or even invoicing? If business is booming, you will need to hire outsiders to keep on top of things. Consultants, fees-based contractors, and interns can also help you get your business off the ground.
10. “I can handle the stress”
Maybe, but probably not. So, why take the risk? In small doses, stress is like exercise—vital and necessary. But when it becomes frequent and intense, it can wreck you physically and mentally. Freelancers must pace themselves. Stress makes us neglect details and become irritable with clients. Stressed-out workers don’t negotiate well, and don’t produce well. So, make sure you take breaks and vacations. It will pay off.
11. “Things will take off, eventually”
Not necessarily. No matter how determined and hard-working you are, if your business isn’t taking off, you can’t keep financing it forever. But this doesn’t mean you are doomed. You might be going about your business the wrong way. So take the time to ask, is my idea good? Is my timing bad? What’s the competition doing better than I am? You can put the question to your top 10 customers: ask them to tell you honestly if your idea, project, or product stands out. They’ll tell you.
12. “I have to spend a lot of money to get things going”
No, you don’t. Your business can fail because you didn’t invest enough, say, to buy good computers or software. But there’s a limit. Study your needs carefully every time they arise. Think about your business plan. Make sure you are buying something that will help you reach your goals, not something you think you need because other people have it.
13. “I am doing a favour for a friend”
Not a good idea. If you spend your time making exceptions for people, you will never develop your specialty and make a living selling it. You wanted to turn your skill into a business because you love doing what you do, and because you wanted to earn income from it. Bending the rules for friends will sabotage that.
What other traps should freelancers be warned about? Let us know in the comments!
Also on Story Board from Julie Barlow
- How to avoid bad clients: 8 tips for self-employed workers
- Eight ways to keep things simple for freelance writers
- 16 ways to say no as a freelance writer (and why you would need to)
- 8 strategic tips for taking time off as a solopreneur