Monthly Archives: April 2011

Speak Your Client’s Language

This simple title covers three topics.

Speak Your Client’s Business Language

Today I bid on a project at Freelancer. The project deals with writing copy for a web site for a particular type of business in a particular country. I fine-tuned my bid to highlight issues relevant to his business.

I could have used my standard bidding text for this type of work, but that did not deal with this client’s specific business. He may not have understood the jargon involved in copywriting for web sites. I hope he appreciates the effort to make my bid meaningful for his context.

Some people want to focus on deliverable items; others on time and schedule; yet others fixate on cost. Be sure you address the issues relevant to your client.

Speak Your Client’s Computer Language

Another client has sent two files by e-mail that my Microsoft PC could not read. He easily reformatted the “.pages” file into Word’s “.doc” format. However, I could not find a program to deal with a “.caf” file. After a cursory search, I told him it was a problem. He sent me a link to the official Apple site for a copy of Quicktime for Windows. After a download and installation, I now can listen to his audio message.

Let’s not argue about the fact that Google did not recommend Quicktime. I admit, I searched for a “conversion” program for “.caf” rather than a “player” program. From a business perspective, it is far better to support the client’s files than to complain about them.

Speak Your Client’s Human Language

This is either the most difficult or most obvious item in today’s list of tips. Obviously both of the above clients speak English.

But the first prospective customer is British as far as I know. I selected some words with that in mind. The other client is an American from the south, plain-spoken but well educated. I use a different “tone” as well as vocabulary when writing for people from these different countries.

Some nationalities expect more “polite” words, such as “if you please”. Others want to be brisk and brusque, so as to save time and maximize efficiency.

My First Affiliate Sale through Squidoo and Amazon

Here is a moment of shameless self-promotion and boasting. Some months ago I signed up with Squidoo to create web pages, or “Lenses” as Squidoo calls them. I now have exciting news:

“The DeHaan Lens for Coat Rack Stands” has racked up my first affiliate sale for an “Oak Finish Wood Hall Tree Coat Rack” via Amazon.

The Business Case to Write Squidoo Lenses

Squidoo is a pretty popular site. Its current Alexa rank is #186, meaning that Alexa figures it is the 186th-most-visited site on the Internet. It has a large number of categories, with many, many lenses in each.

Squidoo provides a “social blogging” site, with little editorial supervision. I suspect that they would disable lenses or disenfranchise members upon complaints of breaking rules. They do try to recognize high quality lenses. They encourage people to follow other members, to visit their lenses and vote for favourites.

Squidoo also provides serious tools to monetize one’s lenses. They actively promote adding Amazon modules, so a typical lens has many links to products featured in Amazon. Squidoo makes it clear that these affiliate sales, or pay-per-action (PPA) bring the most revenue to the author of a lens.

In addition, Squidoo shares revenue from other on-page advertising, both pay-per-clickthrough (PPC, where the visitor clicks through on an advertisement) and probably pay-per-1000-views  (PPM, where ‘M’ is the abbreviation for the Latin “Mille” or 1,000…should have been PPKV but the Great Squid isn’t used to the metric system) too.

Squidoo also offers other sales modules, including e-Bay auctions updated when the page is loaded.

In the past two months, I’ve earned just over 50 cents per month on 13 lenses, simply by being visited a bit. I had fallen into despair, thinking that I would never make a sale. Now, oh joy and rapture, someone has bought something.

As I understand Squidoo’s arrangement, they hold back any affiliate earnings for a month to ensure that the buyer does not cancel the purchase. So it may be late May or sometime in June before I see an actual dollar value assigned to this sale.

Of course Squidoo takes a cut of the commission from Amazon. That’s fine…I don’t think my self-branded blogs qualify for affiliate sales yet, based on low readership.

The Key Point for New Bloggers

The key point: Squidoo offers new bloggers a site with the instant opportunity to earn based on page views, click-throughs and  affiliate sales.

If only people would buy a Shaker coffee table or a 5-piece Mission style master bedroom set from my other lenses…

The Sincerest Form of Flattery

The old saying is “Imitation is the sincerest form of flattery”. I suspect that was stated by a copycat who needed to deflect someone’s anger at being imitated.

When I worked for a  firm as an I.T. consultant, I used to say that “Contract renewal is the sincerest form of flattery”. The most sincere “Thanks, well done” statement was followed by the question “Can you stay for the next project? We could use you”.

The sales and marketing advice is that it is easier to retain a customer than to create a new one. After all, an existing customer already knows you, your products or services, your style and your capabilities. A new customer may not even know you exist, let alone that you can meet their requirements.

As a freelancer, I still say that “Contract renewal is the sincerest form of flattery”, although that should probably be tweaked to reflect something more like “Repeat business…”. Today I was fortunate enough to have a second project from one client. It has happened before with others; hopefully it will again.

This advice still needs to be made more clear to be truly useful, or “actionable”. That sounds like a “tip” coming on.

TIP for Repeat Business:

Do good work, on time, within budget, with clear up-front and ongoing communication.

Your further suggestions would be welcome here: how should a freelancer work to encourage repeat business?

Read the Contract Twice

Today’s tidbit of advice to myself is: read the project description.

A recent client thanked me for my work and asked for the bill. Since this was contracted through a third-party website that normally has fixed-price projects, I replied “I had bid $X and would not try to ask for more”.

The polite reply was “I asked for a bid on the basis of #Y words, but it explicitly said that you would be paid proportionately for 500-word increments”.

Well, I was blushing as I re-read the project description. Yes, there it was, clear as day. Microsoft Word gave me the word count so I could send the invoice.

I know why I had forgotten that part of the project description: I had been overwhelmed by the amount of detail it needed. Besides, I lost several hours of sleep last night finishing the draft that was accepted.


Read the project description or contract, especially when you think the scope is creeping…or when you think everything is just fine.

Multi-Tasking, or Stirring All the Pots

This post will be brief, since I am fully engaged with one client’s work and also need to stir the other simmering pots.

That might be the best image for this post: a chef keeping several pots and pans cooking without scorching.

The inspiration for this article is something I see myself doing from time to time. I become very busy with one project, then get stuck with some niggling problem. Suddenly my productivity dives.

The solution seems to be to resume working on something else. Keep other activities going!

Clearly there is the danger of allowing small tasks to prevent the big one from getting done. It is important to do the most important things first. But eventually that will prevent anything else from being completed.


  1. If one task gets stuck, start another…rather than just taking a break.
  2. Regardless of tip #1, try to focus on the most important task.
  3. An alternative to tips 1 and 2 is: budget your time (2 hours for the top job; every other task gets 15 minutes).

I need to get back to my other tasks now…