Wanted to follow up on Diane’s post from yesterday, “8 secret reasons you hate marketing your writing.” More important, I wanted to echo her sentiments: It’s incredibly important for writers to break down the self-imposed barriers that can hold us back.
Sales gets a bad rap. Back in my editorial staff days, there was an extra measure of envy for the BMW-driving, expense-account abusing, exotic-traveling schmoozers.
But here’s the fact: They were the ones who paid the bills. Nowadays, that’s me.
So, to amplify Diane’s thoughts from yesterday, I came across an interesting post, “Reps Drop the Hard Sell and Discover How to be More Effective.” Dr. Robert Cialdini, whose site it appears on, is the author of several books about the power of influence and persuasion, all of which are worth reading. And the link to the Wall Street Journal article is a must as well. (It’s about pharmaceutical sales, but the same lessons apply.)
Bottom line, you don’t have to be a used-car salesman or a hard-charging drug rep. In fact, as the WSJ piece notes, it’s all about building relationships; and as the mp3 interview with Cialdini makes clear, that is a matter of establishing trust and authority. And, while we’re at it, a recent study in Nature concluded that overconfidence—not just confidence—has some counterintuitive benefits.
Indeed, we’ve got it much better than a used-car salesman. They’re selling lemons…We’re selling ourselves.
Contributing blogger Jake Poinier offers answers to your freelancing questions at DoctorFreelance.com. His most recent post was “Write like you’re rich.”
Photo courtesy of Hans Thoursie.
And selling ourselves is much easier on our reputations than selling lemons, I can tell you that much. Well, I suppose there are *some* writers who are selling ‘lemon’ articles that are plagiarized or something, but for the rest of us who are on the up and up, marketing ourselves is a lot easier.
Good point, Krysha. I’d like to believe the majority of Freelance-Zone readers are as you describe! Thanks for commenting.