#180: How to Crush Your Fear of Self-Promotion and Get Clients Now, with C.J. Hayden

Today’s guest is Kelly McSweeney, a content marketing writer. Kelly works from her home office in Massachusetts with a small dog by her side. She has been a self-employed writer for nearly eight years, with clients that include research institutions, big tech companies and marketing agencies. Kelly explains cutting-edge science and emerging technology to intelligent, curious audiences. In recent years, she has added writing video scripts and moderating webinars to her services, which is today’s topic. In this episode, we talk about:  The micro services freelancers can provide as a part of the video creation package.  How Kelly learned the unique style of writing video scripts.  How script writing is more collaborative and creative than writing articles. The length of projects and time involved.  The different types of videos.  Working with a video producer (whether freelance or from an agency).  How to charge and the challenge with a longer pay cycle.  What to consider when creating the scope of work.  How to find clients.  What moderating webinars entails.  The qualities a good moderator needs.  How generative artificial intelligence is affecting content marketing. Biz Bite: Use mind mapping to brainstorm.  Resources: Support Deliberate Freelancer at Buy Me a Coffee Deliberate Freelancer Facebook group Kelly’s website Kelly on LinkedIn Episode #106 of Deliberate Freelancer: How to Use Video to Connect with Your Audience, with Anita Kwan Connect with Melanie on Threads @MelEdits_DC Connect with Melanie on LinkedIn

Today’s guest is Annemie Tonken. Annemie lives in Chapel Hill, North Carolina. She has been a professional photographer since 2010 and is the owner of Megapixie Photography. She also teaches creative entrepreneurs how to run profitable, sustainable businesses they love, by focusing on how they can develop helpful business systems and strategies. And, she’s the host of a business podcast for photographers called This Can’t Be That Hard and the creator of the Simple Sales System, which is used by thousands of photographers worldwide to create in-person sales-level income and service in an automated way.  In this episode, we talk about:  How she became a photographer and later focused on family photography.  How a surgery left her income and business vulnerable — and she vowed to change that.  Her lightbulb moment that led to her membership program.  Why we should think creatively about the business side — and not just the creative services we provide.  The importance of listening to the challenges many of your clients continue to have.  Tips on how to set up and sell your own membership program.  Why this is a good model for branding photographers and writers, too.  How to adopt this model to service businesses beyond photography.  What freelance photographers struggle with and how Annemie responds.  The three phases of business Annemie thinks about.  Biz Bite: Conduct an audit of your business systems — with the goals of automation and outsourcing.  Resources: Support Deliberate Freelancer at Buy Me a Coffee Deliberate Freelancer Facebook group Annemie’s This Can’t Be That Hard website, podcast and courses Annemie’s This Can’t Be That Hard Instagram account Annemie’s photography website Connect with Melanie on Threads @MelEdits_DC Connect with Melanie on LinkedIn

Today’s guest is Abby Nieten. Abby lives in the Indianapolis, Indiana, area, with her husband and three sons. A year ago she launched her freelance business, Shining Waters Editorial, where she is a copy editor and proofreader specializing in business content and nonfiction manuscripts.  Abby also recently launched a monthly newsletter called Stream of Confidence, which is for authors, writers and other business professionals who want to create and publish content that impacts other humans. It offers a steady stream of encouragement, inspiration, connection and quality assurance tips to help you publish your work with confidence.  In today’s episode, Abby and I talk about: How a layoff led to her freelancing career.  Feeling undervalued and burnt out in the corporate world.  How she prepared for freelancing while still working full time.  How she’s getting clients. Trying to figure out pricing.  Four pivotal lessons she’s learned over the past year.  Why she wishes she had taken a break between being an employee and starting her freelance business.  Just do it — you don’t have to wait until you build the perfect structure and business plan before you start freelancing.  The challenge of finding the right client mix to provide more stability.  The importance of keeping a “sunshine folder” of evidence of your good work.  Biz Bite: Explore the technology you’re already paying for before buying the new “shiny object.”   Resources: Support Deliberate Freelancer at Buy Me a Coffee Deliberate Freelancer Facebook group Abby’s website: ShiningWatersEditorial.com Abby’s Stream of Confidence newsletter Abby on LinkedIn  Connect with Melanie on Threads @MelEdits_DC Connect with Melanie on LinkedIn

Today’s guest is Brionna Ned, a former big-law lawyer and in-house counsel for tech companies. She is now a legal educator and a writer. Her company, The Everyday Lawyer, is a legal education and consulting service for small business owners that provides you with the legal knowledge you need to create solid foundations in your business. She also has a course: Contract Foundations for Freelancers. In this episode, we talk about:  How Brionna went from lawyer to owning a legal education business.  What she loves about her business. The basics of contracts. Why all service providers need a contract — and the reason is probably not what you think.  How to put boundaries in your contract.  Why it’s important to customize your contract and be sure you understand what it says.  What to do if you — or your client — doesn’t want to use a contract.  What to look for in a contract that a client sends you.  How to explain to a client (and really, their lawyer) why certain contract provisions don’t apply to you and should be deleted.  Why indemnification clauses are harmful and how to try to get them removed from a contract. If you can’t get indemnification clauses removed, know how to suggest changes to limit them in a scope.  Don’t sign a non-compete clause.  The difference between a non-disclosure agreement and a confidentiality agreement.  How to be proactive in ensuring you will be paid and paid on time.  What to do when you are not getting paid on time.  Biz Bite: Not all money is good money. (Trust your instincts!)  Resources: Deliberate Freelancer Facebook group The Everyday Lawyer website Brionna’s Contract Foundations for Freelancers course Brionna on Threads Brionna on Instagram Support Deliberate Freelancer at Buy Me a Coffee Connect with Melanie on Threads @MelEdits_DC Connect with Melanie on LinkedIn

On today’s show, I discuss the current state of freelancing, which includes massive layoffs and shuttered clients in the media and tech world. But even if that isn’t affecting you — maybe you’re even having your best year yet — you need to be prepared for the lean times and to set up your business to lessen the risk of feast-or-famine. That includes setting yourself apart, diversifying, always marketing, and more.  Here’s what I share with you in this episode: The number of layoffs in the media industry in the past year.  The hits in the tech industry.  The number of freelancers in the U.S. — the highest number in history.  Should you panic — or investigate and embrace opportunities?  How to be a “futurist” for your industry and why that’s important.  Reflecting on whether your skills need to improve.  How to set yourself apart from the competition.  How to “bridge” to new projects and services.  Why setting and tracking monthly income goals is crucial.  At least 10 marketing ideas to try right now.  When to raise your rates.  Biz Bite: Organize your tasks into front stage and back stage. The Bookshelf: “Nightwatching” by Tracy Sierra Resources: Support Deliberate Freelancer at Buy Me a Coffee Join the discussion in the Deliberate Freelancer Facebook group Episode #64 of Deliberate Freelancer: Using a “freakout” protocol to get work now, with Austin Church Episode #180 of Deliberate Freelancer: How to Crush Your Fear of Self-Promotion and Get Clients Now, with C.J. Hayden Episode #116 of Deliberate Freelancer: How to Create Case Studies to Land New Clients, with Emma Siemasko Episode #160 of Deliberate Freelancer: The Dreaded Feast or Famine! Episode #54 of Deliberate Freelancer: Think Digital First and Other Ways to Make Money Now Episode #53 of Deliberate Freelancer: Pivoting and Finding Resilience C.J. Hayden blog post “Avoiding the Feast or Famine Trap for Your Business” MBO Partners “State of Independence in America 2023” report “New Study Reveals Surge in Six-Figure Earners” Connect with Melanie on Threads @MelEdits_DC Connect with Melanie on LinkedIn

Today’s guest is Jenni Gritters, from Oregon. She is a business coach for freelancers and creators. She’s also a former journalist, and a current writer who runs a small content and community agency called The Riverwoods Media Group. Jenni is the former co-host of The Writer’s Co-op podcast and workshops.  Be sure to check out Jenni’s group coaching program for freelancers, called SUSTAIN. In today’s episode, Jenni shares how she made a massive shift in her business, going from a freelancer; then part-time freelancer while raising two young kids, while her husband was a critical care nurse; then being the primary income earner while her husband took on the primary household and kid duties (and joined Jenni’s business). We talk about all that, but we also talk a lot about building a successful business, from Jenni’s coaching perspective, which I really appreciated and learned from.  In this episode, we talk about:  The many pivots and iterations of Jenni’s business. How, as a freelancer, she carried over the same negative work patterns she had as an employee.  Going from reactive to proactive in our business.  The decision for her husband to quit his nursing career and Jenni to become the primary income earner.  Splitting her business between coaching and a content agency.  How she structures her week — and why she takes Fridays off.  How she makes money as a coach.  How she switched from sole proprietor to an LLC to an S-Corp. Addressing the pushback against six-figure freelancers.  How your identity as a journalist may be holding you back.  How to evaluate and reflect on your business through a business audit.  How to make micro changes to gradually change the structure of your business.  Many freelance writers are experiencing a downturn — tips to find more work in this weird season.  Biz Bite: Defining your “needle movers” every Monday  Resources: Support Deliberate Freelancer at Buy Me a Coffee Deliberate Freelancer Facebook group Jenni’s group coaching program for freelancers: SUSTAIN. Jenni’s website Jenni on Instagram Jenni on Twitter Subscribe to Jenni’s “Mindset Mastery” free Substack newsletter Download Jenni’s free business planning workbook Gusto online payroll tool

In today’s episode, I am turning the microphone over to some of you, the listeners. Last fall I asked listeners to share their successful marketing tactics that landed them new clients. Today, eight listeners share their marketing wins with you.  While each unique to the freelancer, there are a few themes. Often, the win originated from something simple, something that might not even have felt like marketing … and yet it paid off.  Building relationships — which I talk about all the time — is also a theme here, as are staying curious and always looking for the opportunities in front of you.  Here are the eight listeners sharing their success stories: Randy Ford Jonna Michelle Anja Lordanić Mustać Cat DiStasio Angela Myers Belinda Grace Fischer Nancy Keaton Pete Croatto Biz Bite: Do an energy audit The Bookshelf: “Northwoods” by Amy Pease Resources: Support Deliberate Freelancer at Buy Me a Coffee Episode #180 of Deliberate Freelancer: How to Crush Your Fear of Self-Promotion and Get Clients Now, with C.J. Hayden Connect with Melanie on Threads @MelEdits_DC Connect with Melanie on LinkedIn Deliberate Freelancer Facebook group

Today’s guest is business coach and author C.J. Hayden, who lives in Philadelphia, Pennsylvania.  C.J. Hayden is the author of seven books and hundreds of blog posts, articles, and courses on marketing, self-employment, and productivity. Her bestselling book “Get Clients Now! A 28-Day Marketing Program for Professionals, Consultants and Coaches” has become the marketing bible for thousands of self-employed professionals and freelancers.  C.J. has been a business coach for several decades now, helping self-employed professionals and creatives thrive. Her newest book is “Overcoming the Fear of Self-Promotion.” Other books include “The One-Person Marketing Plan Workbook” and “50 Ways Coaches Can Change the World.” In this episode, we talk about:  How C.J. helps her coaching clients by being a “thinking partner” How the pandemic changed how we connect with clients Why referrals are the best way to land clients — and how to cultivate a referral network How introverts and shy people can prepare for networking conversations and build business relationships Marketing mistakes people make when trying to land new clients Consistent tactics — and creating a marketing routine —to get new clients Why tracking your follow-ups is important — and how to do it  7 types of fears we may have when it comes to self-promotion How to discover which fears you have and learn how to overcome them How the fear of success might be holding you back Biz Bite: Shut Up & Write! (a community to help you get your writing done) Resources: Donate $5-$50 to support Deliberate Freelancer at Buy Me a Coffee Join the Deliberate Freelancer Facebook group Connect with C.J. at https://cjhayden.com Download C.J.’s free “Blueprint for a Thriving Mission-Based Business” ebook Episode #173 of Deliberate Freelancer: How to Rethink — and Land More — Anchor Clients, with Wudan Yan Episode #167 of Deliberate Freelancer: How to Use a “Cornerstone” Piece to Build a Content Marketing Plan, with Cassandra Le Episode #164 of Deliberate Freelancer: Using a “freakout” protocol to get work now, with Austin Church Episode #61 of Deliberate Freelancer: Getting Very Specific on Who Your Perfect Clients Are, with Eman Ismail Connect with Melanie on Threads Connect with Melanie on LinkedIn

As we wrap up 2023, please consider donating $25 to this podcast. With more than 175 episodes and almost five years of content, I’m sure you’ve received at least one nugget of information or tactic that has helped your business. If so, please consider donating at Buy Me a Coffee. It really helps offset the costs of producing this show. In today’s episode, I’m counting down my top 10 books of the year — 8 were published in 2023. I’ll start with a few of my reading statistics, share my top 10 and a few superlatives, and give you a heads-up about a few books coming out in 2024. Please enjoy, my fellow bookworms!  And join us in the Deliberate Freelancer Facebook group, where we’ll be talking about our best and worst books of 2023!  I don’t want to spoil where my top 10 books fell in the list, so the following books are ones I recommended during this episode, plus superlatives and upcoming releases. Books mentioned in this episode: Nonfiction: What the Dead Know: Learning About Life as a New York City Death Investigator by Barbara Butcher The Heat Will Kill You First: Life and Death on a Scorched Planet by Jeff Goodell Fiction: The Light Pirate by Lily Brooks-Dalton Tomorrow, and Tomorrow, and Tomorrow by Gabrielle Zevin All the Sinners Bleed by S.A. Cosby Demon Copperhead by Barbara Kingsolver  Bright Young Women by Jessica Knoll Strange Sally Diamond by Liz Nugent Wandering Souls by Cecile Pin Go as a River by Shelley Read Beyond That, the Sea by Laura Spence-Ash The Night Shift by Alex Finlay  Every Last Fear by Alex Finlay Falling by T.J. Newman The Nightingale by Kristin Hannah The Great Alone by Kristin Hannah The Four Winds by Kristin Hannah Firefly Lane by Kristin Hannah Never Saw Me Coming by Vera Kurian The Sun Down Motel by Simone St. James The Book of Cold Cases by Simone St. James Superlatives: Most deserving of the hype: Tomorrow, and Tomorrow, and Tomorrow by Gabrielle Zevin Least deserving of the hype: Happiness Falls by Angie Kim Hyped books that didn’t work for me and that I DNFed: Wellness by Nathan Hill; Shark Heart by Emily Habeck; Upgrade by Blake Crouch; The Quiet Tenant by Clemence Michallon; and In Memoriam by Alice Winn Most disappointing books: Hello Beautiful by Ann Napolitano and What Have We Done by Alex Finlay WORST book: Silver Alert by Lee Smith Most unputdownable and tense book: Drowning by T.J. Newman Romances that made me like romances: Nora Goes Off Script by Annabelle Monaghan; The Last Love Note by Emma Grey; Three Holidays and a Wedding by Uzma Jalaluddin and Marissa Stapley A 2023 book I still want to read: The Berry Pickers by Amanda Peters My anticipated 2024 books: The Storm We Made by Vanessa Chan, publishes January 2 No One Can Know by Kate Alice Marshall, publishes January 23 (mystery/thriller) Radiant Heat by Sarah-Jane Collins, publishes January 23 (for Jane Harper fans) The Women by Kristin Hannah, publishes February 6 (about Vietnam war) A Step Past Darkness by Vera Kurian, publishes February 20 (mystery/thriller) Murder Road by Simone St. James, publishes March 5 (mystery/ghost story) Still See You Everywhere by Lisa Gardner, publishes March 12 (Book 3 in Frankie Elkin mystery series) The Husbands by Holly Gramazio, publishes April 2 (rom-com with magical realism ) Safe and Sound by Laura McHugh, publishes April 23 (mystery/thriller) If Something Happens to Me by Alex Finlay, publishes May 28 (mystery/thriller) Resources: Support Deliberate Freelancer at Buy Me a Coffee My admin status is back! Join us in the Deliberate Freelancer Facebook group Episode #151 of Deliberate Freelancer: My Best Books of 2022 Episode #122 of Deliberate Freelancer: My Best Books of 2021 (and Anticipated 2022 Releases) Episode #87 of Deliberate Freelancer: My Most Anticipated 2021 Books (and Fave 2020 Books) Connect with Melanie on Threads @MelEdits_DC Connect with Melanie on LinkedIn

It’s the end of the year! On today’s show, I give a recap of my fourth quarter (hint: things are looking up!) and then a recap of my entire 2023. What goals are you setting for yourself? Do you set an annual income goal or a word of the year? What are you most excited about for 2024 in your business? And what do you need to work on? Join me and fellow listeners in the Deliberate Freelancer Facebook group to share your plans and ideas with each other!  This is the last business-focused episode of 2023. Next week will be my Top 10 books of the year for all you bookworms. I’ll also give a few superlative awards to books I read this year and list some fiction and business books coming out in 2024.  Then, I’ll be on hiatus in January. I plan to return with new episodes in February.  Here’s what I share with you in this episode: How much I earned in Q4 My big win for Q4 How many hours I worked each week on average in Q4 How much I earned in 2023, compared to my goal The surprises I discovered when I evaluated who my clients were this year  My 2024 income goal  My 2024 word of the year  Biz Bite: Plan now for future you The Bookshelf: “No One Can Know” by Kate Alice Marshall Resources: Support Deliberate Freelancer at Buy Me a Coffee NEW! “Alternative Language to Harmful Indemnification Clauses in Contracts” shared by Melanie  My admin status is back! Join us in the Deliberate Freelancer Facebook group Episode #174 of Deliberate Freelancer: Wrap Up Your Year with These 5 Questions Episode #173 of Deliberate Freelancer: How to Rethink — and Land More — Anchor Clients, with Wudan Yan Connect with Melanie on Threads @MelEdits_DC Connect with Melanie on LinkedIn