On choosing not to be an underearner

Recently I opened up my schedule to people interested in a free mini coaching session with me. It’s a shot of quickie clarity—just enough time for you to describe one writing issue you’re struggling with and for me to offer some advice about the one next step to take.

A couple of people transitioning from other careers happened to ask me a variation on the same question: when can you start expecting to earn good rates for your published work?

The short answer: right now. When talking about what they wanted to write and who they wanted to write for, it emerged pretty quickly that they were confident in their ability to deliver the final goods. If their dream editor called up, they’d get that article done. But confidence in their ability to pitch and market themselves to get the work? Different story.

There’s a few reasons why I don’t think it’s a good idea to write for low or no pay. For example, in most situations, it doesn’t:

• Pay the bills
• Lead to higher paying work
• Improve your confidence.

What?! I can hear some of you swiping away right now. The second and third are commonly held beliefs, even if examples are thin on the ground.

All things being equal, the work you’re doing right now is likely to lead to more of the same kind of work. Same topics, same publications, same rates. If you want assignments that are quite different 90 days from now, that means intentional changes right now.

Is it possible to leverage a low-paying piece as part of a strategy to land higher-paying work? Yes.

But a better strategy for earning more is to target markets that pay well from the outset.

One writer lamented not having a digital portfolio to show to editors. She was planning to write for non-paying publications as a way to build clips for a portfolio, as a way of showing both an editor and herself that she was ready for a big feature assignment.

In reality, a fair number of editors aren’t going to ask to see samples of work. As soon as you have two or three clips, you’ll likely find that you still want more, newer, better ones, and that that quest may never end, no matter how many articles you write.

I don’t recommend you write for no or low pay because you think you have to do so to:

• Build your portfolio
• Pay your dues
• Impress an editor.

There are times where it does make a lot of sense to write for free. A few that come to mind:

• Self discovery in your journal.
• Love letters.
• Obituary for a friend or family member.
• Content as a volunteer for a cause you support. (I don’t suggest writing for non-profits at a reduced rate as it tends to breed resentment on both sides. Either charge your normal rate or volunteer).

But if what you have in mind is a reported article, my advice is nearly always going to be: write a pitch for a publication that pays well. Once it’s commissioned, report and write the piece.

If you’re pitching to places that pay peanuts because you don’t have the confidence to pitch places that pay well, those clips are unlikely to change how you feel. Now you’ll think something like, “They only took my piece because they can’t afford to be choosy.”

Let me underscore that the pay rate itself isn’t what impacts confidence. It’s what you make the money mean, and how much confidence and courage you felt when choosing where to pitch in the first place.

For example, a coaching client of mine publishes in newspapers and websites as a way to build his platform and get his ideas out. He has a full-time job. His organization pays him a very good salary to write thought leader pieces as a small part of his duties.

He wants to connect with as many of his target readers as possible, spread his message, and build his platform before his book is complete. Many people in his situation hire a ghostwriter. In his case, he’s a really persuasive writer, with endless stories from work in his field to share. For him, there’s no consideration of the fee. It’s a non-issue. When he writes for a prestigious newspaper, the low rate has no impact on his confidence (or his financial independence).

He has no interest in trying to make a living as a freelance writer, and the rate doesn’t impact his ability to do his best work.

But somebody who’s thinking at some level that they’re not worthy of being paid more is in an entirely different situation.

Rather than committing to underearning, you can build confidence by targeting your first-choice publication. Demonstrate to yourself that you go after your dreams, and have the resilience it takes to learn from any editorial response.

The pitching skill set is something that’s absolutely learnable. Next week I’m opening up my free mini course on pitching, Freelance Writer Breakthrough. I’ll teach you my go-to idea generation technique, how to write a pitch that sells, and sustainable strategies for earning more as a freelance writer.

Click here to register for the Breakthrough.