Q: All my life I’ve been told that I was a great writer. I’ve gotten tons of feedback over the years from people all across the spectrum, though little of my writing has been for pay. I truly do feel I have a natural gift for the written word. That said, after reading your book, I’m just not sure I have what it takes. I’m not very good in negotiating situations, and often get flustered when put on the spot, and it seems that I might find myself in plenty of both in this field.
A: On p. 70 of TWFW: Back For Seconds is this quote from a budding writer that sounds awfully familiar…;) “I’ve written for years – columns, articles, book reviews – so knew I could write. But, there wasn’t a lot of money involved in that writing.” I’ve heard this many times before: when there’s little at stake financially, the pressure isn’t on. But when suddenly, someone’s willing to pay top dollar (or even medium dollar…) for your work, all one’s anxieties show up. We’re happy to virtually or actually give away our talent for free in return to not have to worry about how good it is. After all, if it’s not good enough, so what? They didn’t pay anything for it, so what can they really expect? But with competitive payment comes expectations.
Well, let me share something. For starters, you’ll only wrestle with that a few times and once you get the same kudos from people paying you well, you’ll realize that your talent is real. And secondly, no matter how long you do this, chances are, you’ll feel a twinge of doubt in your abilities at the beginning of EVERY project you do. After 13 years, I still do. Talk about irrational. And then, I get into it, the ideas start coming, and the feeling passes.
And I’m not sure what you’re imagining this field is like, but there are precious few times when you’re put on the spot and forced to come up with JUST the right reply. Most meetings are information-gathering sessions. No one asks you to brainstorm some idea on the spot (unless that’s the stated purpose of the meeting, in which case, there are a bunch of people in the room, the focus ISN’T on you, and it’s fun and interesting experience; AND if you don’t think you’d do well in a situation like that, then steer clear of them. I’d LOVE to do more work like that (getting paid your hourly rate to sit around a brainstorm is very cool), but truth is, I’ve probably done it less than 5 times in my career).
And if someone does ask in a meeting for your to come up with an idea, you just say, “I’m afraid it doesn’t work that way. I need to go home and percolate on this awhile.” All you need to do in most meetings is get all your questions answered.
Not to mention that I can’t remember the last time I had to “negotiate” a fee. I tell them what it is (usually by email, but sometimes by phone) and they either say yes or no. And if they say no, sometimes we alter the parameters of the project a bit so it’s acceptable. But, it’s NEVER some white-knuckled, showdown-at-the-OK-corral high-stakes poker game. And if someone, in a meeting, or on the phone, asks you point blank what you would charge, you say, “Let me crunch the numbers for a bit, and I’ll get right back to you,” and tell them when you will. Totally acceptable, understandable, and I’d go so far as to say, expected reply.
If you’re really concerned about your work being up to snuff, then work your way up slowly. Start charging $25 an hour (tell them you’re starting out, your normal rate will be $75-80, or whatever, but that you’re trying to get established and build a portfolio, etc.) and grow from there.