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Writing the Old Fashioned Way (GUEST POST)

Every so often, I will feature guest posts from writers who actually have important and interesting things to say. Irene Roth is a professional writer and writing coach, which means she really knows her stuff. When she offered an article on how to improve your writing with an unusual technique, I happily took her up on it.

The vast majority of writers seem to have a keyboard of some kind close by. Whether it is a tiny keyboard on our phone, tablet, laptop, or a desktop keyboard, we are quite comfortable with typing our thoughts out quickly and efficiently for later on. Typing on screens have become the new norm. Neither do we have to spend many hours retyping our material from longhand later on. We believe we can save time if we simply type our work right onto the computer screen.

So, let’s look at four ways that writing our manuscripts in longhand can actually boost our creative energies just by picking up a pen instead of typing on a screen.

1. We Will Remember What We Wrote

The act of writing longhand will help us remember more of what we’re taking notes on. This is crucially important when we’re doing research for our manuscripts. Typing is a far less neurologically complex process than writing. This is because typing is simply a mechanical movement. We don’t really seem to be engaged with our material as much when we are writing things down. Further, when we write, large parts of our brains light up, making the activity much more complex.

2. It Beats Writer’s Block

Most writers struggle with writer’s block some time in their careers. We all have different ways of dealing with this difficulty. However, one of the best ways to consistently overcome writer’s block is to change the way we write. So, for instance, if we typically write on the computer screen, we should switch to writing longhand. And from my years of coaching, I have discovered that writers believe that writing in longhand is the solution to the problem.

This is probably because writing activates different parts of the brain. Therefore, it can short-circuit a case of writer’s block quite quickly. After all, we are using different muscles in our brain to write longhand. This can potentially trigger a positive array of interconnected thoughts, ideas and memories which can reduce or eliminate writer’s block.

3. We Will Write More Clearly

Irene S. Roth, author of Writing the Old-Fashioned WayBecause writing by hand is slower than typing, it also feels more labor-intensive. Because of this, writing by hand is actually a great tool to learn how to write more concisely and effectively. We will be more aware of extra words that we use or if we used a wrong word. In addition, the amount of focus that it takes to put pen to paper also helps us create more complete sentences with better and more vivid scenes. When we’re typing on the computer, we will be much more distracted than when we write by hand.

We Will Revise Better

Revising is by far the hardest part of writing. Just because we completed a first draft of our manuscript doesn’t mean that we’re done. In fact, it’s usually the opposite. The editing process has only just begun. We are usually way too close to our writing, so it may be hard to be objective about our writing, making editing difficult. Because we’ll need to transcribe our handwritten pages to a typed manuscript, we get the opportunity to review every word we’ve written as we type it. This can also help us detach from our work. By the time we finish typing up our manuscript, we can rework passages of our work so that they are smoother and more precise.

Given all of these benefits, it is important for writers to try to write in longhand as often as possible. Not only will they enjoy the overall creative process, think more clearly, and write better quality manuscripts, they will enjoy writing and will look forward to coming back to their writing the next day. Who knows, we may just fall in love with it too.

Irene S. Roth has a Master’s Degree in Philosophy and Psychology from York University and is currently using her expertise to write for kids about empowerment and self-esteem. She has published ten nonfiction books for kids and teens and sixty-five books for adults as well as 2,000 articles and book reviews both online and in print. She has been running workshops at Savvy Authors on many different topics for writers. She also leads a very successful mentoring program for writers on Savvy Authors that is in its fourth year.

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How to Work With a Ghostwriter

I’ve been a ghostwriter for over 10 years, working on blog articles and even books with people who have a story to tell. I’ve worked with dozens of clients and have written over 3,500 articles in that time, as well as eight books, including my new novel, Mackinac Island Nation.

My clients have ranged from CEOs of Fortune 500 companies to entrepreneurs running one-person operations, both in the United States and overseas, in a staggering variety of industries. I’ve been able to learn from all of them, and — I hope — they’ve been able to learn from me.

For those of you who are thinking about working with a ghostwriter, whether it’s for corporate blog articles or even your own memoirs, there are a few things you need to realize before you start.

It’s going to cost money.

A photo of hands over an old Compaq keyboard, like a ghostwriter.
You can tell this is an old photo (from 2004) just by the Compaq logo in the bottom corner.
Writers need to eat. We have to pay our mortgages. We have to take care of our families. We don’t write for the promise of royalties or the exposure. This is not a hobby, this is our job. And just like any skilled position, the better the writer is, the more it’s going to cost. Things will get done faster and they’ll be done better than if you go with the less expensive option.

So while many people who want to write a book have a fascinating story to tell, a good writer is not going to want to spend 3 – 6 months working on your book in the hopes that they’ll get something from your efforts. It’s impolite to even ask, so if this is your plan for paying them, either save up your money or start writing it yourself.

Typically, a ghostwriter will ask for half up front and half at the end, but my practice has been to ask for half of the fee up front, one-fourth when we reach the halfway mark, and the remaining fourth when the final chapter is delivered and/or the manuscript has gone through one or two rounds of edits. For corporate ghost blogging clients, I typically work on a retainer basis where there will be a set number of articles written each month, and the client is invoiced on the 1st.

Be prepared for some give and take.

This is a collaborative process, and the manuscript will be evolving and changing. When the ghostwriter gives you the first draft, that’s so you can make the big changes, like rearranging sections, clarifying details, and rewriting problem sentences. This isn’t the finished product, so don’t get upset that your writer just handed you a pile of garbage. Your job now is to go back and read it and make sure everything is correct and you’re satisfied with the direction this is going.

That first stage is also not the time for fixing typos and punctuation or spelling errors. That will come later. Like I tell my clients, there’s no point in polishing a turd, let’s make it a not-turd first. Make all the major revisions and changes before you start fixing the tiny errors.

Similarly, you will have to call it done at some point. Yes, you want this to be perfect, and you want it to be polished to a high sheen, but that’s not always going to be your ghostwriter’s strong suit. Their job is to write the manuscript, make some revisions, and get it to a reasonable state where a copyeditor could take it over.

So be sure to work out in advance how many revisions and changes you can ask for. No writer wants to spend 12 months polishing and changing your manuscript, so save your revisions for one major passthrough rather than trickling them in. Typically, you should be able to get to the copyediting stage with no more than two revisions. If you’re not getting there, then one or both of you are the problem.

Leave the mechanics to your writer

There’s a very good chance that you’re good at punctuation and grammar, but there’s a very good chance that your ghostwriter is a nerd about it. That means that they know whether the grammar rules we learned in school are totally bogus..

For example, I was working with a client who tried — rather smugly, I thought — to correct me on a preposition I had used at the end of a sentence. So I explained to him:

This is a rule that should never have been in existence in the first place, but it had been created by an 18th-century Latin scholar named Robert Lowth in his book, A Short Guide to English Grammar. Lowth had read a similar admonition in a commentary by a 17th-century poet and scholar named John Dryden.

The problem was Dryden and Lowth were applying Latin rules to English, even though English didn’t actually need a few of those particular rules. It has been unnecessary for centuries, and most grammar nerds will never expect someone to contort their sentences just to follow that rule.

I could tell by the reaction from the client that he hadn’t expected any of that.

“Oh,” was all he said, and he never brought up grammar issues again.

The moral of the story: When someone starts spouting 400-year-old grammar history knowledge, he probably knows when you can break the rules.

So let him.

Don’t feel guilty that you’re working with a ghostwriter

Look, if you could write, you’d be a writer. If you had the time, you could do this yourself. But chances are, you’re working with a ghostwriter because either writing is not your forte or you just don’t have the hours and hours to put in the work.

This is the same reason you don’t change your own oil, fix your own leaky plumbing, re-roof your own house, or do your own taxes. You want a professional who’s good at what they do so you can look great at what you do.

Once, when I was ghostwriting a speech for a client, they felt embarrassed to have someone writing for them, like they weren’t important enough to need a speechwriter. I told them it wasn’t a question of being important, it was a question not having the time.

“Do you have four hours to devote to this project?” I asked.

“No, I barely have four hours to do anything,” said the client.

“Well, I do,” I said. “This doesn’t make you too big for your britches, it keeps you from looking unprepared when you give this speech.”

This is true whether you need a speechwriter, blog writer, or book writer. It’s not a question of whether you’re too important or have more money than sense. It’s a matter of helping you present your best story, whether it’s in a book, your company blog, or even a speech.

You need a professional who understands the subtleties and nuances of language, can tell your story in a clear and compelling way, and can do it in a timely manner.

So if you ever need to work with a ghostwriter, be clear and upfront with your expectations, and ask your ghostwriter to do the same with you. Don’t get bogged down in the process and let them do their job, while you do yours.

Photo credit: hobvias sudoneighm (Flickr, Creative Commons 2.0)

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Understanding Freytag’s Pyramid for Content Marketing

Fiction writers and playwrights use storytelling structures to build their story arcs. As someone who has feet planted in both the fiction writing world and the content marketing world, I try to bring these two worlds together. So for the next few months, I’m going to examine the different storytelling structures and determine how they can be used in a content marketing setting.

Among storytelling structures, Freytag’s Pyramid is one of the most common and easiest to understand. If you took any literature classes in school, you may have even heard of this one.

Based on the work of German playwright Gustav Freytag, Freytag’s Pyramid is applied to a typical 5-act play. (Sort of the Romans’ “new and improved” followup to Aristotle’s original 3-act story.)
Freytag's Pyramid
The idea, said Gustav, is the traditional 5-act structure can be broken down like this:

  • Exposition: Important background information is laid out: characters, setting, previous events. It can be conveyed through dialogue, flashbacks, and narrative exposition. In Macbeth, the titular protagonist and his friends are visited by the Three Witches, who prophesy that Macbeth shall be king, and Banquo shall father a line of kings.
  • Rising action: A series of events that build to the climax. This is where the instigating event happens, which drives the protagonist to pursue his or her course of action. Macbeth and Lady Macbeth kill the king, frame the servants, murder the guards, and drive off King Duncan’s sons, Malcolm and Donalbain, all in their mad pursuit of power.
  • Climax: Not necessarily the final battle, but this is the point on which the play/story pivots. This is the turning point that changes the protagonist’s fate. If the play is a comedy, things were going badly for the protagonist, but now they turn around. If it’s a tragedy, then it’s the reverse. In Macbeth — a tragedy if there ever was one — things were going swimmingly for Macbeth: he and his wife were killing people willy-nilly, becoming the King and Queen of Scotland until, in Act III, Macbeth had Banquo murdered, and Banquo’s ghost showed up and went all Tell-Tale Heart on Macbeth. (You can see a great animated video of The Tell-Tale Heart here.)
  • Falling action: In a tragedy, the conflict between the protagonist and antagonist increases and this becomes the focus of the play. In a comedy, the protagonist wins, in a tragedy, they lose. In Macbeth, things start going downhill for our king. He feels uneasy and starts to think maybe he shouldn’t have been such a murdering bastard after all. But, in for a penny, in for a pound; after Macduff flees, Macbeth orders his castle seized and his household murdered, including Mrs. Macduff and Macduff Junior.
  • Dénouement: Pronounced DAY-noo-mohn (from the French dénouer, or “to untie”), this is the resolution of the story. Conflicts are resolved, there’s a release of tension, and everything goes back to normal/a new normal is established. In a comedy, the plan comes together, the hero gets the girl/guy, and everyone is happy. In the tragedy, the protagonist often dies, and everyone says “Whew! I’m glad that’s over!” But, there’s always some glimpse of the new order or a new hope. For Macbeth, things went increasingly poorly for him. His wife yelled at the dog (“Out, out, damn Spot!”) and committed suicide, and Macbeth was beheaded by Macduff. Malcolm, son of King Duncan, is crowned king, and he promises to be less killy than the last guy.

      • See how it all fits together? Nearly all of Shakespeare’s plays fit within this structure, although it’s important to note that stories will fit into more than one storytelling structure. There’s no right or wrong one.

      For example, The Hobbit is often considered a Hero’s Journey story, it can also be mapped out in a five act structure:

      1. Bilbo meets Gandalf and the dwarves.
      2. They have adventures on the way to the Lonely Mountain.
      3. They fight Smaug; Smaug dies. But this is not the end of the story!
      4. The Battle of the Five Armies, and the eagles save the day again.
      5. Relationships are mended, Thorin is buried, Bilbo returns home.

      (And if you start hollering about spoilers, the book is 80 years old. You should have read it by now.)

      It’s important to note that Freytag’s Pyamid is not ideally suited for modern stories, which can have 8 acts or even just a strung-together series of scenes. Can you imagine how terrible Avengers 2 would be if the Avengers defeated Ultron at the 1-hour mark? Then we’ve got 1:22 of the Avengers rebuilding stuff and talking about their feelings and shit. Plus, most modern stories have a few climactic scenes, like any Marvel movie. (That structure is called The Fichtean Curve, and I’ll cover it in a week or so.)

      However, Herr Freytag’s construct is a little more forgiving in a content marketing setting, because it doesn’t always have to focus on two characters, like the Hero’s Journey. There, you’re either the Hero or the Mentor.

      Freytag’s Pyramid still follows the exploits of a protagonist and an antagonist, but there are a couple of important differences. First of all, victory is not always guaranteed. Second, we can learn from these failures and use them as a cautionary tale. Third, we can learn about any follow-up and fallout from the climactic pivot point.

      In my next post, I’ll discuss how you can actually use Freytag’s Pyramid for content marketing.

      Photo credit: BrokenSegue (Wikimedia Commons, Public Domain)

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How to Use the Hero’s Journey in Content Marketing

Fiction writers and playwrights use storytelling structures to build their story arcs. As someone who has feet planted in both the fiction writing world and the content marketing world, I try to bring these two worlds together. So for the next few months, I’m going to examine the different storytelling structures and determine how they can be used in a content marketing setting.

Years ago, one of my first clients was a small mystery shopping agency. There were only four people on staff (one was part-time), and they had roughly $750,000 in sales per year. They’d been around for a few years, but it was a hand-to-mouth existence, and they were an average size company for their industry.

They needed help with blogging and social media, so we set to work. Their top goal was to rank high on Google for a few key industry search terms.

We started blogging on a half-time basis, publishing four articles per month and hitting those keywords hard. Within six months, they were generating enough leads that they tripled their sales (and grew appropriately), so we began publishing eight posts per month.

We taught the president how to do social media, helped her become a thought leader in her industry, and she was even asked to join the board of directors of her national trade association. She was sought out because of her expertise, and she was landing large clients. While we may have helped her generate the leads, she was traveling around the country, landing large corporate clients.

We increased their search rank even further, generated more leads, and they tripled in sales again. Then they landed a 7-figure contract with a national brand. And then tripled their sales one more time, growing to a staff of 27 people, all in a matter of three years.

That story? That’s a basic, pared down example of the Hero’s Journey, a storytelling structure used primarily in novels and movies.

In the Hero’s Journey, a young person is plucked out of their ordinary existence, challenged by an evil force, is mentored by a wise figure, and learns to triumph over their foe. (That’s simplifying it a lot. If you want to learn more, read last week’s article on the subject.)

In this story, my client is the Hero, we are the wise mentor, and we helped her get the skills needed to overcome her foe, Stagnation.

Can the Hero’s Journey Work in Content Marketing?

The Hero's Journey, adapted from Michael Brizeli's Monomyth mobile application.
The Hero’s Journey, adapted from Michael Brizeli’s Monomyth mobile application.
You’ve heard over and over that content marketing is just storytelling. The Hero’s Journey is just that: a storytelling structure. And while there are many ways to use the Hero’s Journey in novel writing and movie making, there are only a limited number of ways to tell this particular story, and they all usually involve the business leader, or sometimes the mentor.

Luke is plucked off the moisture farm on Tatooine and defeats the Empire. Harry is plucked from under the stairs and defeats Voldemort. Diana is plucked from beautiful, sunny Themyscira, defeats Ares, and can never return home.

A company owner turns her small company of 3.5 people to 27 people. A cubicle jockey goes on a personal fitness quest with a trainer, loses 100 pounds in a year, and runs a marathon. A young woman moves away from home to go to college, learns new skills, finds inner strength, and graduates at the top of her class.

Of course, as popular as the Hero’s Journey is, there are only a couple ways we can use it in a business setting, and most of them involve the case study.

Think about your basic case study:

Company A had a problem. They were losing money because of [outdated processes/lack of innovation/low morale/pirates]. So Consultant X helped Company A identify their problem through [interviews/research/data analysis/necromancy]. She identified three problem areas, and recommended that Company A take action. Within the first 12 months, they [revamped their processes/held team building retreats/restructured the organization/killed the evil wizard], and their profitability increased by 60 percent.

Even in a business setting, it still fits the Hero’s Journey:

  1. Call to Adventure:: The business recognizes the problem and takes steps to fix it.
  2. Meeting the Mentor: The consultant arrives and identifies the problem.
  3. The Ordeal: The business uses what the mentor has taught, and fights for its life. The company faces its enemies: stagnation, low morale, stiff competition, and so on.
  4. Resurrection: Victory! Although it’s a short time in a case study, this can take months and years. But it means the company has repaired itself and is on its way to recovery and getting back to normal.

But using the Hero’s Journey in this way means you can only have two viewpoints, the Hero’s or the Mentor’s. The business executive’s or the consultant’s.

Part of the reason is because everyone is the hero of their own story. Imagine your life as a movie: is it about you or a complete stranger? Are you the protagonist, trying to do good in the world? Or are you the wise mentor, providing wisdom to others so they can do good in the world?

Even stories about inventions are often Hero’s Journey stories.

The Hero’s Journey Doesn’t Always Work in Content Marketing

As you probably figured out, the Hero’s Journey is actually not a great story structure for content marketing, because it’s limited in its viewpoints — the Hero or the Mentor. Think of how boring a story would be if it were told from the POV of the plucky young sidekick. And how boring would a case study be if it were told from the POV of, say, their accountant.

“For months, I wasn’t very busy. Then some guy came to the office, talked to them for a while, and my days got busier. The end.”

However, when you’re writing these case studies, using the Hero’s Journey framework can make your story exciting, interesting, and will keep people reading all the way to the end.

Photo credit: Michael Brizeli (Wikimedia Commons, Public Domain)

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Four Hacks to Writing Faster

The first time I was ever hired to write a press release, I charged $100 for an hour’s work.

The problem was, it only took me 20 minutes to write the thing.

I felt so guilty that I just sat and stared at my computer for the next 40 minutes, looking for errors, changing a word here and there, but mostly just making sure I worked the entire hour.

I finally realized — with five minutes remaining — that the client hadn’t hired me to work for an hour. They hired me because I had the ability to produce a press release in an hour or less.

I just never told them it took me 20 minutes.

It turns out, that’s pretty fast. I know people who take a few hours to write a press release. It takes them a few hours to write anything, in fact. They dread writing, they dread the blank page or the empty screen, and they don’t know how to fill it up.
A stopwatch is not necessarily going to help you write faster. Don't time yourself for a writing hack.
Copywriter extraordinaire Henneke Duistermaat recently wrote about 12 productivity hacks to help you write faster, which can help the non-writer and beginning writer snap out of the “I can’t do it!” funk and actually get some words down on the page.

(She also created a really cool sketch for her article, and I’m totally jealous.)

With tips like “write when groggy” and “slow down,” Henneke’s advice can help even the most resistant non-writers into passable scribblers.

But there are a few other writer-y things professional writers do so we can write much faster than non-writers. And if you want to speed up your writing time, here are four tips for writing faster for you to try.

1. Always put ideas in a notebook

If you don’t have one, get yourself a nice little notebook. Either a Moleskine or Field Notes. Something durable and simple, and small enough to fit into a pocket or purse.

Don’t get one of those gorgeous leather-bound things that looks like it came from Elvish Hobby Lobby. You’ll be too afraid to write in it, and it will be too clunky to carry around.

If you have an idea that pops into your head, write it down. It gets the idea out of your head so a new one can take its place. Otherwise, it will keep rattling around up there, and you’ll keep churning it around in your brain.

Don’t put it in your phone though. You need to go through the physical act of writing, because it helps us remember things better, which is going to help us with writer hack number 2.

Next, come up with three main points — write out full sentences — that you think would best explain this topic. If you can come up with more, write them down too. But make sure you have at least three.

2. Ponder your ideas

Okay, I stole this one. Henneke says to “take advantage of percolation.”

When you aren’t writing, your brain still continues thinking about your content. It’s called the diffuse mode of thinking—when you let your mind wander freely.

But I want you to do more than just letting your mind wander freely. You’re going to focus on this idea, you’re going to imagine yourself in different scenarios, and you’re going to work it and work it, like a baker kneading her dough.

Any time you can find time to concentrate, I want you to imagine and visualize the subject of your article/blog post/white paper/story. This percolation is actually where you’re going to do the real writing, creating and fleshing out your ideas. The act of putting it down on the computer is just typing; for now, you’re going to write in your head.

Whenever you’re going to drive somewhere, ride the train home, go for a run, putter around in the garage, or do yoga, look at your idea before you start. Open up your notebook, study your great idea and main points, and then ponder them as you’re running, driving, puttering, yoga-ing.

Really mull it over and grind it between your teeth. Use this non-computer time to come up with different thoughts, ideas, phrasing, and so on. As those ideas start to develop, that should lead you into hack number three.

3. Imagine yourself giving this as a talk

Picture yourself giving a talk on this subject to a roomful of people. (If it helps, imagine they’re adoring fans hanging on your every word.) What would you say? How would you explain this? You want to explain the subject logically, so it flows in a natural, easy-to-understand way. Think about a couple of stories you could add in there, and even a few jokes.

Do this visualization whenever you’ve got the time — driving, commuting, walking, in the shower, before you go to bed, and so on. This is more of Henneke’s percolating and it’s where your best writing is going to happen.

Finally, you’re ready for the last hack.

4. Write an email to your mom.

I always like to say, “If you’re writing about something difficult, put it an email to your mom.”

Seriously. Start out with, “Dear Mom, let me tell you something I learned today.”

Now, our moms love us, but they don’t quite get what they do. For the longest time, my mom knew I “sold things on the Internet,” but that’s about as far as she got. (And she was a financial aid consultant with PeopleSoft for a lot of years!)

So we have to explain things in language that our moms understand, and in a tone we would normally talk to our moms in. In other words, keep it simple AND CONVERSATIONAL, but don’t talk down to her.

(You remember what happened the last time you talked down to your mom, right?)

When you’re done explaining the topic to your mom, go back and delete that first line, “Dear Mom, let me tell you . . .” And there’s your blog post.

Do it this way, because it’s easier to write emails to the people we love and who love us. (Unless we’re writing about our relationships with those people. That’s hard. Save that for the holidays when the nieces and nephews won’t shut up, and everyone’s frustrated and half-drunk.)

In the end, the best way to start writing faster is to practice, practice, practice. Read a lot about your subject (books, not blog posts), and talk to people about the subject. Even the act of explaining your ideas will help you write them better, because you have to organize your thoughts just to explain them.

Photo credit: William Warby (Flickr, Creative Commons 2.0)

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What Are You Best At?

I was at a networking luncheon recently where a sales trainer was giving a talk about how companies often race to the bottom when it comes to their pricing.

“Over 51 percent of customers say they buy on price first,” he said. “So what do salespeople do? They lower their price to grab the sale.” That means more than half your potential customers are not interested in whether you’re the best person for the job, they want you to be the cheapest.

“The problem,” a promotional products salesperson said to me later, “is that those clients will turn around and dump you for a dime.” She told me about a nonprofit she had been working with for five years, and she recently lost them in a carousel of marketing coordinators and the old “you have to get three proposals” shuffle.

Never mind she had given them decent pricing for the past five years. Never mind that she had bent over backward to meet frantic deadlines (thanks to their own bad planning), or made deliveries herself to ensure they had what they needed just in time for some event or other.

There was a new marketing coordinator she didn’t have a relationship with, and she was gone. (My friend is determined to win them back though, without compromising on price.)

That got me to thinking about how I do what I do, and why I charge what I charge. I started thinking about what I’m “best at.” Which of my skills are more defined and developed than any of my others. And which of those skills I can offer to potential clients as a premium and not a “me too” service.

For those of us in the service business, especially freelancers, the one thing we have to offer is our “Best At,” that thing we do better than anyone else.

If you can identify your Best At skills, you can work with the right clients all day, and never have to scrape bone for those price-focused clients. But if you focus on price because you can only offer the same general service as everyone else, you’re going to have a tough time finding lasting success and loyalty.

Freelancers, What’s Your ‘Best At’ Skill?

Paul D'Andrea shooting on location. One of the freelancers who has found his Best At skill.
Paul D’Andrea shooting on location.
For some freelancers, their Best At skill is photography, but not just photography. Their forte is art photography, or sports photography, or business headshots. For others, their Best At skill is accounting, but not just regular accounting. They specialize in small business accounting, or forensic accounting, or fast food franchise accounting.

If you can figure out what you’re Best At, you can define your niche. It’s not just your passion or that thing that speaker said at that seminar. It’s the thing that you can do better than anybody else, even if it’s just a tiny small difference from everyone else in your field. It’s the thing you practice and focus on, over and over, until you can do it in your sleep.

I’ve got a photographer friend whose top skill is shooting business headshots. He’s great at other photography, but very few people shoot business headshots as well as he does. As a result, he’s able to get work from area corporations and charge his professional rate. No one is trying to get him to drop his price in exchange for exposure. No one is telling him, “I have a digital camera that’s just as good.” No one is trying to nickel and dime him, asking for discounts in exchange for less work.

He has planted his flag on Headshot Hill and people are willing to pay his rate, because they know he’s the king of that hill.

Another friend specializes in long-form video with lots of visual effects. He’s hired by larger companies with larger budgets to produce long videos that tell their brand story. The companies that want someone to interview talking heads with an iPhone can’t afford him; the companies that can afford him want something more than talking heads and iMovie special effects. He’s planted his flag on his own hill, and people are willing to pay what he asks for, because he’s the king of that hill.

The Other 49%

Earlier, I mentioned that 51% of customers are focused on price first. That means a majority of your potential customers will throw you over just because they found a competitor that will do it for 5% less than you.

You don’t want these customers. Sure, they’re nice, because they’re a source of revenue, and we always need revenue. And if you need the work to feed your family, you should take every cheap client you can until you can find better ones.

But I’ve found that the price-driven customers will eke every little crumb out of your relationship, bleed you dry with feature creep, delayed payments, and demand the most attention while being the smallest portion of your revenue.

So don’t get attached to them, and never, ever try to build a business on being the lowest-priced vendor they’ve got. That just speeds you along the road to failure.

Instead, focus on the other 49% that care about craftsmanship and quality. Focus on the 49% that knows your work is going to be seen by the public, run their company, or make their lives easier.

If you’re an accountant, it’s your work that’s going to keep them out of trouble with the IRS and out of jail.

If you’re a digital marketer, it’s your work that’s going to drive their marketplace exposure and generate their revenue.

If you’re an IT professional, it’s your work that’s going to keep their network running and safe from cyber attacks.

These are jobs that should not be left to the lowest-priced provider. These are the people whose work can make or break a company. If clients buy these services on price, they’re going to get burned badly with damages and recovery costs that run 10 times as much money as they saved.

A couple months ago, a prospective client asked me to justify my pricing, given that some freelancers would write blog articles for only $5. So I shared my 20 year background, detailed my list of publications and the books I’ve co-authored, and explained my various specialties. I also pointed out that the $5 writers typically did not have a mastery of English, probably plagiarized or re-spun a lot of their work, and that she would spend so much time editing and rewriting their work, it would eat up all the money she had saved by buying the cheapest option.

And I stood firm on my price.

Of course, I never heard from her again, which was fine with me. I knew she would never be satisfied with my price unless I charged $4 per article. That’s the kind of customer I don’t need, and the kind I’ll never work for.

That’s because I know my Best At skill, and I work to get better at it every day. I read, I study, and I practice. I hone my Best At skills the same way a professional athlete works to keep in top shape for their job.

I don’t just want to be the best I can be, I want to be one of the best in my industry. That way, when someone comes to me and asks me to lower my price to be more in line with what less experienced writers are charging, I can say no.

Because I don’t want to be driven by price and spend my day chasing down client after client whose only concern is whether my writing is the cheapest they could find, with no concern of quality.

Photo credit: Erik Deckers