If you want to have a career as a freelance writer, you need to view it as a business.

Freelance writing involves making sales. Being a salesperson means risking rejection.

There will always be better writers than you, and there will always be writers who are worse than you but make more money. Concentrate on your own career.

Create an environment that you can work comfortably in. Consider anything that makes it easier to accomplish your job to be an investment.

If you need privacy to work, find a way to get it. There are plenty of portable tools for writers (laptops, PDAs, notebooks, pencils) so go where you need to go and leave the phone behind if you have to.

Create a writing schedule that works for you and stick to it.

Learn how to write a good query letter. It is an important sales tool.

Learn how to properly format your submissions and do it every time, even for clients you have worked with before. Always write a professional cover letter to go with your submission.

Don’t promise work you can’t deliver. Don’t make agreements you can’t follow and always follow the agreements that you make.

Take the time to research and understand the publishing industry and every market you plan to pursue.

Don’t waste research. If you need to learn about a topic for one project, look for ways you can use that information for other projects.

Don’t send identical queries to different markets. Always take the time to rework your query or submission so that it is customized for each market.

Always wait for the check to clear before you spend the money.

Even when you have plenty of work, take the time to market your services. Never let a week go by without spending some time on promotion and sales.

Create a network of writing and freelancing friends with whom you can share advice, leads, sympathy and work.

Once you establish success with a client, don’t be afraid to negotiate a better deal for your next project. They may say no, but they may say yes.

Keep records of all of your submissions, transactions and clients.

Freelance writers have special tax needs. Take the time to research your tax liability and if you are getting a lot of work, consider using an accountant.

Keep cash reserves for the lean times. Good financial planning is a key to long-term success as a freelance writer.

Create a resume and a portfolio of your work. Send it out with each query to a new market.

Know the Publication’s Guidelines

The easiest way to find out what a publication wants is to let them tell you. Many publications post their writer’s guidelines on their web site. If you can’t find the guidelines on the web, contact one of the editors and ask for them to email or snail mail you the guidelines. don’t be afraid to call or email for more information.

A publication directory such as Writer’s Market can be helpful for your initial search, but don’t rely on them for all of your information. Any number of things can change between the publication of those listings and the day you decide to send your query.

Not only do writer’ guidelines tend to address content issues, but they can also tell you what format the publication prefers their submissions in. One publication may want you to email them a text file, another might want you to send a paper copy and a third may want you to upload a Microsoft Word file. You won’t know if you don’t do the research.

Sample Guidelines:
Clarkesworld
The Writer
Smithsonian

Know who the publication’s editors are

Knowing the right person to send your query to is one of the little details that can make a big difference when you are trying to make a sale. If you query the wrong person, any of a number of bad things can happen. The person who receives it might dismiss your query and throw it away because it isn’t what they are looking for. The person who receives it may know who should get it and plan to give it to them, but never get around to doing so. If your query does finally get to the right person, they may hold the fact that it was addressed to the wrong person against you.

Always take the time to find out who the right recipient for your query is. Check the publication’s masthead (a listing of editors and other staff) for the latest information.  Don’t be afraid to call or email to confirm your choice.

Sample mastheads:
Boston Magazine
Seventeen
Cosmopolitan

Know the publication’s editorial calendar

In addition to writer’s guidelines, many publications have an editorial calendar that covers such things as publication lead times, deadlines for holiday or seasonal items and upcoming special editions or subject focuses.

Many publications dedicate issues to a single topic or maintain an ongoing series for several issues. Knowing what a publication is looking for and when they are looking for it can give you a serious advantage over the competition. When you request submission guidelines, be sure to request the editorial calendar as well.

Sample Editorial Calendars
Alaska Airlines
Chicago Magazine
Bass Angler

Know the publication, front to back

Don’t assume you know what a publication wants just because you have read their writer’s guidelines. The proper way to research a publication is to read it. Get your hands on a copy of the publication (the more copies the better). Check the publication’s website.

You don’t have to read every word of every article, but take the time to get familiar with the different sections and the general writing style. Writing styles can vary widely from one publication to the next. Be sure that what you are proposing fits in well with the publication’s approach to content and style.

Know how to write a query letter

Your query letter needs to demonstrate both the quality of your idea and the quality of your writing. Additionally, it should demonstrate that you know how to follow the publication’s submission guidelines. Many editors receive dozens of queries each month. For major publishers, the number of queries can climb into the hundreds.

This may seem intimidating, but the number of queries that are actually well-written and well thought out is quite small. Most queries are terrible. They are badly written, inappropriate or fail to follow the publication’s guidelines. It is easy to rise above the crowd if you know what you are doing and you are willing to make a genuine effort to create quality query.

Helpful Articles:

• How to write a query letter
• Why did I get Rejected?
• Successful Freelance Writers Don’t Let Fear Stop Them
• The Holy Grail of Getting Published Big
• Top Five Mistakes Authors Make in Proposals
• Five Tips To a More Effective E-Cover Letter
• This Query Sucks (or how to fail and still succeed)
• 7 Rules to Pitching a Glossy Magazine
• How One Query Letter Got $6,000 in Assignments
• 9 Tips For Reading & Using A Market Listing
• Seven Tips for Submission Success
• Seven Tips for Submitting

By Annagail Lynes

The Christian market is booming with new opportunities every day.

I never thought that I would be a Christian writer. I always I dreamed of being a novelist, getting up every morning at ten, dressed in my ratty old robe, drinking coffee as I sat down at my computer to type out my latest novel.

I had been writing short stories since I was thirteen–everything from romances to mysteries. I sent out my work to various magazines, took many fiction-writing classes, but always hit rejection. Then, I discovered a place on the Internet called Writer’s Gallery, a showcase of amateur writers, where I became very popular. Only problem was I wasn’t being paid. You can’t put food on the table with complimentary copies.

That’s when I tried my hand at non-fiction, which I told myself was just a means to pay for my bills until my fiction took off. Little did I know how much I would enjoy writing non-fiction.

I was surfing the Internet one night, reading messages in a dreams newsgroup when a message caught my eye. Columnist Needed, the subject said. I decided to take a risk and wrote up a movie review based on a movie I had recently seen and e-mailed it to the author of the message.

A few days later I received an e-mail message, congratulating me on being APT Publications’ newest columnist. Okay, it was only a column that ran in thirty apartment newsletters, but it was a start. It was also my first paying writing job–$l0/a column. Hardly anything to quit my day job over.

With published credits to my name, I started pitching ideas to magazine editors through query letters. I kept getting rejected until You Magazines’ editor e-mailed me, saying “I like your idea, but” and gave me some suggestions on where he thought the article should go, and gave me a date he wanted it completed by. Again, though, I worked for complimentary copies.

This time when I sent out queries, I said I had been published in You! Magazine. Christian Home and School agreed to look at one of my manuscripts. They wanted to see an article written on what volunteers did in the Christian schools and provided me with a list of Arizona schools they wanted me to work with. Unfortunately, those schools didn’t want to work with me, so I jumped on the Internet on found the complete list of schools affiliated with the magazine. I contacted schools in California, Nevada and Colorado.

I was never so glad when I saw that article in print and the check for $150.

Now when I sent out query letters, I get fewer rejections because I only send to those in the Christian market. By focusing my queries to a certain market, I have better chances of acceptance.

Einstein said that success was 1% inspiration, 99% perspiration. What is similar about writing is that it is not the most talented that succeed; it is those that are persistent. The more you write, the better you become. You do, however, need to have a grasp of the English language, grammar and spelling. Writing is not about who can use the biggest words but about describing complex concepts in simple terms.

I would tell those who want to become Christian writers to go to the local Christian bookstore and leaf through the magazines. Choose a couple to buy, so that you can read the magazines to get a feel for the kind of articles they publish. After you have studied the magazines, find an empty notebook and start filling it with ideas you’d like to pitch to the editors. It would be wise to visit the library to look up the magazines in the Writers Market, which will give you what the magazine is looking for in a manuscript. Also pick up the book, How to Write Irresistible Query Letters by Lisa Coollier Cool. This book will instruct you on how to form a query letter, so an editor won’t reject your letter before he reads it. If writing is your dream, stick with it no matter how many rejection letters you receive. When you do receive a rejection letter, don’t quit. Go out to dinner, burn the rejection letter and polish off another query letter to a different editor. Also don’t be afraid to write for free at first, just to be published. Who knows where that one published article might lead?

Every time I tell people I am a Christian writer, they flood me with questions. The most popular question seems to be “Does it pay?” I respond, “yes, it pays if you’re persistent.”

Written By Jenna Glatzer

The Big Article Idea

Okay. So you’ve figured out that you would like to write. Unfortunately, so have about eight gazillion other people on this planet. Therefore, you have to stand out from the crowd. You have to sparkle. How do you do this? Simple. It all starts with “The Big Idea.” The first secret you must learn in this funny business is that you don’t actually have to write the whole article/story/editorial/etc. to get a job. In fact, only bright green novices attempt to write the whole thing before selling it. What you do need, however, is the IDEA for the great story. You will use this great idea to convince editors to pay you exorbitant amounts of money via a proposal letter (called a “query letter.” But you’ll learn about that in a minute.)

So, where will you find this Big Idea? Well, you’ve heard that wise old adage, “write what you know.” That’s a wonderful mantra for finding your jumping-off point. You don’t need to stick to “what you know” for the specific focus of your story, but tap into your already huge vat of knowledge to find the story’s basis. This is how you will become an expert. Experts are in demand. People with “stories” aren’t. What you have to do is sneak your stories into your areas of expertise. Example: let’s say your hobbies and interests include fishing, watching talk shows, and traveling. Good! You are a potential expert in those areas. Jot these things down. Now comes the fun part: brainstorming.

The biggest mistake you can make in pitching your story is being too general. Never, ever send a letter to the editor suggesting “an article about fishing.” Not even “an article about fishing in Florida.” This vagueness is not appropriate for short writing. In general, you will be expected to write somewhere between 800 and 2000 words on your topic. You couldn’t possibly tell us “all about fishing” in 2000 words. What you could do, however, is give us “a comparison of twelve different lures used to catch sailfish.” Or “the pros and cons of joining a fishing club.” Or even “how the moon can tell you if it’ll be a good fishing day.”

So, here’s your first assignment. Get out your trusty notebook. (If you don’t have one, stop reading and get one. Right now.) On the first page, write down a list of any and all topics that interest you. It’s okay to be general here. Need some ideas to get you started?

Think through your whole day. Don’t neglect anything. What do you do from the moment you wake up until the moment you fall asleep? You turn off your alarm clock. (An article about alarm clocks disrupting valuable sleep stages! Or waking up to music versus waking up to that annoying beeping sound. Or the optimal number of times to press the “snooze” button.) You brush your teeth. (Article: “What all those touted ingredients (flouride, peroxide, baking soda) really do for your teeth.”) You take a shower. Maybe with your significant other. Lucky you. (Romantic showers for two.)

Moving on. You go to work. This is the most obvious area of expertise. Let’s say you’re a secretary. “How ergonomic office equipment can save you from Carpal Tunnel Syndrome, an achy back, and a stiff neck.” “How to avoid screaming at your boss when he’s a total idiot.” “Five couples (or ex-couples) share their wisdom about dating in the office.” Think about what cover story would entice you to pay three dollars for a magazine. You don’t have to have the knowledge to actually write the article yet. You just have to know you can get this information later.

Next, you come home. What happens? Do you have kids? Great! A wealth of article ideas. You could write about childcare agencies, potty training, decoding teenage slang, teaching table manners — you’re getting the idea now, right? Run with it!

Write at least one page of general topics that interest you, then weed out the most interesting ones. Narrow it down to three or four. Then write those three or four topics on top of brand new pages. Now fill up those pages with specific article angles. Just write. Don’t edit yourself. Don’t judge. Just write whatever pops into your head. If you need motivation, play it like a game of “Scattergories.” Set a timer for ten minutes. See how many ideas you can jot down before the timer sounds.

Keep in mind that there are markets for almost any conceivable topic. Don’t limit yourself to the headlines you’d read in “Vogue” and “Good Housekeeping.” Between newspapers, consumer magazines, trade magazines, e-zines, tabloids, literary journals, and more, you’re bound to find an appropriate publication for your Big Idea.

You want to know more about these markets? Read on!

Researching Freelance Markets

First, you’ll need a few definitions:

Consumer Magazines: These typically pay the best. These are the types of magazines you might find in a grocery store check-out line, convenience store, in your airplane seat pocket, or your doctor’s office. Types of consumer mags: men’s, women’s, special interest, inflight, teen’s, school/career, travel, health, ethnic/minority, political, entertainment, romance, religious, etc. This is the area most writers try to break into.

Literary Magazines: These don’t pay much, if at all. However, what they lack in moolah, they make up for in prestige. If you’re looking to jump-start your career as a fiction writer or poet, your best chance at recognition may come in the form of one of these small publications. Often published by colleges and universities, their circulation is usually regional and low. They generally seek scholarly essays, intellectually challenging prose, poetry, and book reviews. Publishers will be impressed if you succeed in placing your work in one of the more prominent journals (Cimarron Review, Ploughshares, and Story, for example.)

Trade Journals: Pay varies greatly. Any publication that focuses on a particular occupation/industry falls into this category. This is where your expertise can shine. There are trade journals for almost every line of work, from art dealers to truck drivers. In general, your written eloquence is not as important as your research and timely knowledge for these publications.

E-Zines: Pay varies greatly. Simply put, e-zines are simply magazines on the Internet. The only major difference is that articles for e-zines can usually run longer than print magazines. (No printing costs, so space isn’t as important an issue for e-zine editors.) Most e-zines don’t pay (except by means of a byline,) but this trend is changing. The most popular sites (Word and Wired, for example) pay quite well. Topics stretch as wide as your imagination.

Now that you know, learn how to contact them!

There are tons of ways to find markets that are open to freelancers. If you were paying attention, you might notice that this very website is looking for writers! Finding places to submit your work is easy if you know where to look.

First, the most important tool in a freelancer’s toolbox is The Writer’s Market. Available at any major bookstore, this is an annual compilation of over 2,000 magazines, 1,000 book publishers, and even specialized markets like greeting cards, script writing, and syndicates.

The next best tools are online. Lucky you! They’re free. Writer’s Digest (http://www.writersdigest.com) has a great, searchable database of markets. Inscriptions (http://come.to/Inscriptions) has a super monthly newsletter that lists ads placed by editors on the Internet. The new and promising Freelance Writing site (http://www.freelancewriting.com) hosts a bi-weekly newsletter, plus articles and writers’ guidelines. Oh, yeah! And there’s always my site, too. (Grin.)

You can even run a search for “freelance writers” on any major search engine, and you’re likely to come up with tons of listings. Try specifying if possible; add words that fit your needs. (Example: paying markets, romance, teen magazines.)

So, your next assignment is this: go back to your trusty notebook and pick out your very favorite idea. That will now be known as your Big Idea. Pick the markets that best fit your idea. Choose several. Find out if you can get a free or discounted sample copy. (Writers often can, if you specify that you would like to query them in the future.) Request writers’ guidelines if available. It’s considered poor form to query publications that you’ve never read, or know nothing about. Do your best to read at least one copy of whatever magazine or journal you plan to query. Check your library for copies if you prefer not to go broke researching.

Got it now? You have your idea, and you’ve found places to submit it? Great! Then you’ll need to learn proper protocol for writing and submitting the Killer Query.

The Killer Query Letter

The job of the query letter is to entice an editor to say, “Hey! I’d be interested in learning more about that.” Therefore, you don’t want to spill all your secrets and research yet. You want to tease and tantalize. Now that you’ve got your fabulous Big Idea, your job is to condense (or expand) that idea into two to three paragraphs.

To illustrate the components of a killer query, here is an example of one of mine (using fictitious contact info — sorry!) that landed me the assignment:

Jenna Glatzer
(Always use proper formal letter format)
123 My Address
My City, State, Zip Code
(555) 555-5555

Mr. Joe Shmoe
(Make SURE to get a name of the appropriate department College Life 101 editor. Never address a letter to “editor” or “submissions.”)
123 Their Address
Their City, State, Zip Code

Today’s Date, 1999

Dear Mr. Shmoe:
(Colons are used in formal letters. Commas are used in friendly letters.)

Think company cars, expense accounts, and a spacious office with bay windows. Who do you picture running a business this successful?

(Start the letter with a zinger that captures the essence of your proposed article/story. Raise a question that will cause the reader to think, or give a visual image — anything that will make him/her want to read on and find out what you’re talking about.)

Think again. This company was the brainchild of three Boston University sophomores whose ambitions led them to thriving careers before they had diplomas to hang on the wall.

(The rest of the first paragraph should give a concise description of the focus of your proposed article. Remember to tell why it’s appropriate to the publication you’re querying. In this case, I was targeting a college magazine, so I made sure to emphasize the relevance to their subject matter early in the letter.)

Net One, an Internet Service Provider, is run by Charles Strader, Richard Skelton, and Pablo Mondal. The three met in the freshmen dorms, then moved into an apartment together. Opportunity knocked when Strader, who worked for the university’s computer center, took a phone call from the owner of a hair salon. She sought help designing a website; Strader volunteered, and Net One was born.

(Again, concisely, get a little deeper into the content of the article. What is special about your story? In this case, I wanted to emphasize that these guys were college buddies who started a booming business by branching out from their humble beginning.)

“Working closely with friends to build something we believe in” is Mondal’s favorite perk. Skelton agrees. “We have great trust in each other, and feel that we’re all in this together.”

(Quotes aren’t necessary in a query, but it’s nice to give something specific to show that you have done some research into your topic, and that you have access to resources that will enable you to write the article well. I wanted to show that I had already spoken to these guys, they happen to be friends of mine, and that they would be upbeat and inspirational people to interview. You can accomplish the same effect by including a few quirky facts or survey results you’ve found out about your topic.)

Considering that their only capital was a computer and a small loan from Strader’s father, the guys feel very successful. “We’re not millionaires, but we have goals, and we’re following them,” says Skelton. “I think that’s true success.” By any definition, Net One’s roster of over 50 clients ranging from colleges to Fortune 500 companies attests to their hard work and talent.

(Look, editor. These guys are big up-and-comers! Notice I mentioned “Fortune 500 companies.” This lets the editor know quickly that these college guys aren’t small potatoes. It neatly ties up the opening sentence, which promised an article about guys who have a spacious office, expense accounts, and company car. Now the editor has a reason to believe that these guys actually are that successful.)

I propose a 1,000 word profile for your “Students At Work” section.

(Great. Shows I’ve researched their magazine. I know which section this should fit, and I’ve read their guidelines to determine an appropriate word count.)

I am a full-time freelance writer, and my works have been recently featured in such publications as 201 Magazine, College Bound (Notice I mention the most relevant magazines first. Anything you’ve had published that might relate to the content, tone, or audience of the proposed publication belongs here.) Bliss!, Working Women, and Video Librarian. Clips are enclosed.

(If you’ve never had anything published, don’t distress. Just shut up about it. Do NOT tell anyone, “Though I’ve never been published yet, I’m a real go-getter.” Less is more. If you keep quiet, they may not even think about the fact that you didn’t mention your credits. Also, do not get into a diatribe describing how you edited your high school newspaper. Just a quick list of relevant writing background. See below for info about clips.)

I can provide documentation and interview notes for easy fact-checking, and could submit the completed article within two weeks.

(Optional. Some people like to suggest a time frame, others let the editor do it. In general, the editor will tell you when the article is due, regardless of your preferences. It’s a nice touch to mention how you will research your article. Mine was primarily dependent on interviews, but you may wish to include the names of journals/experts you plan to quote or use for information.)

I look forward to your response.

(Obligatory polite ending. Use any variation you wish. No pleading. If you dare type, “I promise to write a reallllly, realllly good article! Please hire me!,” you will incur my wrath. I will hunt you down and yell at you. A lot. Just a simple, dignified ending requesting a response.)

Regards,
Jenna Glatzer

(Oh. Substitute your name and preferred signature ending. Unless you feel like sending your paycheck to me, in which case, you can feel free to use my name. Grin.)

Finally, clips! If you’ve had anything published — or even if you haven’t, but you have a few good writing samples appropriate for this type of market include them. These samples are called clips, and they are used to show the editor that you are an intelligent, insightful, funny, clever, and/or excellent writer. Photocopying straight from the publication is okay. Just 2-3 clips.

Interviews and Profiles

I know, you feel weird about this one, right? You’re uncomfortable calling someone or visiting a business to ask a professional to take precious time out of their day to help you research your article.

Well, buck up, little camper, because most professionals absolutely love to be interviewed. They jump at the chance, for a few reasons. These are the reasons to keep in mind when you feel small and silly for asking:

-It shows you respect their opinion and/or job.
-It gives them opportunities for publicity of their business.
-It gives them the chance to brag to friends that they are quoted in a magazine.
-It gives them something to frame and show clients.
-Finally, someone is recognizing their genius and taking an interest in their work.
-They’re usually wannabe writers, anyway, and they will be just as happy to pick your brain to find out how you got the job.

Before you approach experts:

Make sure you already have your questions mapped out, at least briefly. What exactly do you need to know from this person? What could this person tell you that no one else can? Avoid “yes” or “no” questions. Ask open-ended questions that could lead to lengthy responses chock full of great quotes. Also, have a synopsis of your planned article ready, so you can tell your expert what you’re writing and how they can supplement your knowledge.

How to approach experts:

Get on the phone. Have your idea condensed into 2-3 sentences, so you can quickly explain yourself to whomever answers the phone.

“Hello. My name is Jenna, and I’m writing an article about the rise in vegetarianism among young women in Nevada for Youth In Nevada Magazine. I know Dr. Spuds is a well-respected nutritionist, and I’m hoping she would be willing to answer a few questions on this subject.”

At this point, the secretary will say, “Hold,” and make you listen to elevator musak while she summons the boss. Or she’ll take down your number and have Dr. Spuds call you back. Or it will be Dr. Spuds herself, and she’ll say, “What do you want to know?”

Your options at this point are (1) Ask questions over the phone, right then and there. Make sure you check to make sure your expert is not pressed for time before you begin. (2) Set up a “phone date” to conduct the interview. (3) Ask if you can meet in person. This is good, almost necessary, if the person will be the focus of your article. If the person is being used just to add a few quotes, you don,t have to meet in person, because it,s unlikely you,ll ever need to write, “Dr. Spuds wrinkled her brow and stared into her pea soup as she explained that young women are becoming more health-conscious.” (4) Trade e-mail addresses and send over a list of questions. This approach isn’t usually the best, because it doesn’t allow you to react to, and build from, information you gain in answers to previous questions. However, if the publication will not reimburse you for long distance phone calls, and you have to conduct a lengthy interview, e-mail exchanges are acceptable. Just make sure you specify a “due date” for the responses. Be reasonable — try to give the expert a week to answer all your questions.

The Sales

Okay, you sent out your killer query, and you got a phone call from an editor with the big news: you got the assignment! Congratulations, you! Go on and do a little dance of joy, then crash back to reality with your new mantra: “GET IT IN WRITING.” Make sure the editor tells you that a written contract is forthcoming in the near future.

If you’ve researched your market, you probably already have an idea of the pay rate, but be sure to cover this ground in that initial phone call if the editor fails to mention it. Important things to remember:

On Publication vs. On Acceptance

You not only need to know how much you’ll be paid, but also, when you’ll be paid. Many markets want to pay you “on publication.” This can be a problem, because many magazines and journals have long lead times. (Translation: a long time between when they assign you the article and when it actually ends up in print.) If you write an article in January, and it doesn’t get published until November, you probably won’t see a check until December. Do you want to wait a year to get paid? Can you wait that long? This is a point you absolutely can negotiate. Ask for payment on acceptance. If this is refused, it gives you a little leverage to work with on the other “issues,” which are:

Kill Fees

If you get the assignment, and, for whatever reason, an editor decides not to print your article, you can negotiate for a kill fee. This is a percentage of the sale price. If you are offered $200 to write an article, you may get a $50 kill fee. It’s a well known fact that big publications “kill” articles all the time. Some editors admit to assigning 10-20% more than they could ever fit in the magazine. They do this so they can pick and choose from the final products, or so they can see how things fit once the layout is complete. Some articles will be pushed back to other issues, and some will just be trashed.

Bylines

We like them. Those are the little blurbs that often follow an article, giving short biographical information about the writer, and sometimes an e-mail address or phone number. Ask for one if you can.

Sidebars and Photos

Those are the little “factoids” or columns that rest next to the main article. For example, in an article about exercise, you’ll often see a little chart on the side that tells how many calories are burned by doing specific exercises (riding a bike, climbing a hill, etc.) If you can suggest sidebars, you can often get extra pay. Same goes for photos. If you’ve got a decent camera and a good eye, offer photos for a few extra bucks.

To Spec or Not To Spec

Especially as a novice writer, you’ll sometimes get asked to write an article on speculation. This means that you’ll have to write the whole article and submit it without a contract, or any promise of payment. It’s a bone of contention among professional writers, because almost no other field works this way. It’s never “do the job, and then I’ll decide if I feel like paying you.” Only in this crazy business. Harumph.

That said, I advise you to take spec assignments in the beginning. Once you’re established, you shouldn’t need to do this, but in order to build up your resume and your clips, you need to get published. So go ahead and submit on spec, and go ahead and do a few free/nearly free pieces for the experience.

Before submitting anything, though, make sure you know in advance what the terms will be if the editor does use your piece. How much will you be paid? What rights will they buy?

Even many of the big markets have adopted the practice of requesting pieces on spec. They do this because they can get away with it. Because there are thousands of wannabe writers out there who will beg, borrow, and steal for the chance to be published. So, if you want to compete, sometimes you’ll have to suck it up and accept this. Once the publication accepts one of your spec pieces, you’ll be a much more likely candidate for an outright assignment next time.

Rights to Write

There are several kinds of rights a publication may buy:

First North American Serial Rights: The newspaper or magazine has the right to publish this piece for the first time in any periodical. All other rights belong to the writer.

One-Time Rights: The publication buys the nonexclusive right to publish the piece once. The writer can sell the same article to other publications simultaneously.

Second Serial Rights (or Reprint Rights): Also nonexclusive. Gives the publication the right to reprint an article that has appeared elsewhere.

Electronic Rights: Becoming popular due to the Internet. Covers multimedia (CD-ROMs, e-zines, website content, games, etc.) Get in writing which electronic rights are specified.

All Rights: Pretty self-explanatory. You can never sell this piece to anyone else again. Try to avoid this one. Most publications ask for First Serial Rights.

TV/Motion Picture Rights: Also self-explanatory. Almost always exclusive.

Recycling Your Big Ideas

This is the bread and butter of freelance writing. It’s also called re-slanting. Once you’ve got the Big Idea, don’t waste it by only using it once. Use the information you’ve gathered and come up with off-shoot ideas. Slant it to appeal to different markets.

You’re afraid because of the issue of “rights” that we just discussed, right? (No pun intended.) Well, you have nothing to fear, provided the new article is sufficiently different in content and intended audience. If you’ve managed to sell your article to a major national magazine, it is considered poor form to try to sell a re-slanted version to another national magazine. However, if you’re dealing with regional, specialized, or small publications, there should be very little overlap of intended audience. Therefore, an editor from Alabama Aristocrats would probably never know if you sold a re-slanted version of your piece to Guitarists Today. Even if they did know, they almost certainly would not care.

It is standard and accepted practice, for the simple reason that it is darn difficult to make a living as a writer. If you have the choice between making $100 for selling your piece to one small publication, or making $1000 by selling altered versions to eight different small publications, which would you choose?

Re-slanting an article is easy, since you’ve already done the bulk of the research. Scrounge up a few new quotes, and use the information you left out of the first article. Focus it on the new desired market.

For example, I could sell an article about the health benefits of meditation to a fitness magazine. A few alterations, and that same article becomes “Religions Encouraging Meditation” for my local newspaper’s “Society” pages. Then it becomes “Meditation Makes You Smarter” for the college market. Then, “Meditate Your Stress Away” for a working woman’s magazine. And I didn’t even mention all those new age/holistic publications. What a field day!

With just a few more questions posed to your trusted “experts,” you’ve got a whole new article. And, look! You’re becoming an expert yourself. This is how you begin to find your niche: a few specific subjects that you feel comfortable writing about. Ah, soon those journalists will be coming to YOU with their questions.

“The Extras”

Once you’ve gotten a few assignments, and feel that you’ve really embarked on this as a potential career (or just a part-time income-booster,) you’ll want to think about the little extras.

A nice touch: get yourself some nice letterhead. Splurge a little with your second or third paycheck and invest in professionally printed letterhead. Presentation does count when submitting your correspondence to an editor.

Also, an invoice. You should always include an invoice with your completed article. Often, the person you submit the story to is not the same person in charge of sending you a paycheck. By including an invoice, you can be reasonably assured that the billing department will have a record of what terms were agreed upon, and when they are supposed to pay you.

Receipts: Hold onto your postage receipts and your writing-related supplies. If writing is your profession, then these can be tax write-offs. Also, if you are able to negotiate it, editors will often reimburse you for any expenses you incur while on assignment once you are an established writer. Submit your phone bill (with the reimbursable call/s circled,) your book receipts, your travel expense receipts, etc. along with your invoice. Make sure these terms are specified in your contract.

You’re ready? Good! Get out there and get ‘em, slugger. Good luck!

Contact her at jenna@absolutewrite.com

Visit her site at www.absolutewrite.com

You wouldn’t think that writers would want to make editors hate them. Unfortunately, judging by terrible submissions writers keep sending in, that must be the goal. Always one to give guidance, even when it is bad guidance, I offer this short guide to making editors hate you.

Don’t get to the point. Editors are very busy. When they read a query letter or a submission cover, what they really want to know is what you are proposing and how it fits their needs. The longer you can keep yourself from telling them that, the better your chances of getting an editor to hate you.

Don’t use enough postage. Guess what? No one is going to pay the mailman just to see your submission. If you really want to aggravate an editor, send your submissions via certified mail and make them sign for it.

Get the editor’s name wrong. There’s no quicker way to get on an editor’s bad side than to misspell their name. This is a great way to get your query letter thrown away before it even gets opened. While you’re at it, get their title wrong too. That should ensure a quick trip to the garbage can.

Ignore the editor’s needs. Send the editor of an arts journal an article about ways to avoid a hangover. Send your proposal for a microwave recipe book to a publisher specializing in historical fiction. It may not quite make the editor hate you, but it will certainly be good for a laugh.

Insult other people’s work. The book you’re proposing? It’s way better than any other book in the genre and the editor should know that. Take the time to insult the competition. If you get lucky, you may just insult something the editor has worked on in the past. That should really tick them off.

Send the editor a letter that stinks. Chances are, your proposal will stink anyway. What I mean is send them one that smells bad. Smoke while you write it, or scent it with perfume. While you’re at it, use an obnoxious paper color like pink or orange. Make your query as unpleasant to smell as it is to read.

Talk money. Make it clear in the first few sentences that you expect a certain amount of money for your efforts and you will accept nothing less. Whether your demands are in the editor’s range or not doesn’t matter. Your demands will make them hate you either way.

Tell the editor how much your friends and family love your work. If you’re really out to convince the editor that you know next to nothing about the publishing industry, including the opinions of people the editor doesn’t know and has no reason to respect ought to do it.

Try to sound cocky and sarcastic. You know you’ve got the goods, why should you try to be polite and businesslike? This should make it clear to the editor just how big of a hassle it will be to work with you. Note: Feel free to use this article as a guide.

Use a cheap printer, or better yet, a typewriter. Nothing screams “not worth the effort to read” more than poorly printed, smudged text.

The first line of your query letter is the most important line you’ll write. If you capture the reader’s interest with the first line, your chances of selling your article will improve dramatically. Every writer should take at least a little time to study copywriting and sales letters, because a query letter is essentially a sales letter. You are attempting to sell an article by writing a custom sales letter to a single potential publisher.

The best way to start off a query letter is to treat the first line like it was the headline for your article. Center it above the rest of the text and make it as provocative as possible. Try to match the style of your target publication when you write the headline. Cosmopolitan and Woman’s Day are both publications aimed at women, but their style and content are different. In most cases, you would want to write a different headline for your query letter if you were pitching it to one magazine rather than the other.

Beyond being provocative, the headline should give the editor some idea of the format and style of your article. For example, “Ten Ways to Smash Christmas Debt” would clearly be a list article while, “Do You Blow Your Christmas Budget?” could be a list but sounds more like a quiz or a series of questions and answers. Here are some provocative headlines from recent articles on the web. Note that the style of headline matches the style of the publication. Also remember that I am discussing the headlines, not the content of the articles.

• Beat the Holiday or Financial Blues: 9 Tips for Making Yourself Happier in the Next 30 Minutes — Zen Habits
• How to Deal with Cranks, Flamers and Trolls — Men with Pens
• I Got Off My Ass and Did It –  Someday Syndrome
• What Freelancers Can Learn From The Dog Whisperer — Beyond the Rhetoric
• The 10 Free Resources Every Writer Needs — Write to Done
• When witnesses take over the news — BuzzMachine
• Doctors Observe First Known Case of Sleep E-Mailing — Techcult
• What Do Prostitutes and Rice Have in Common? — Freakonomics
• Social Media Bought My Car — Remarkablogger

After your headline, consider writing a subhead that provides additional information and clarity. A headline that is meant to attract attention is not always as informative as it is provocative. The subhead gives you a chance to explain the content of your proposed article. You want to capture the editor’s attention, and then you want to give them the essential flavor of your article before you move on to the meat of your query.

A good query letter can mean the difference between a rejection and a sale. In the days of email and web clients, many writers have lowered their standards. They dash out quick notes rather than make formal queries. They use casual language and give only brief explanations of what they plan to do. For some people, this works. Two dozen quick, badly written queries may be more cost effective than one well-crafted query. If you do care about quality though, and want to show that you are a quality writer with a solid idea, than this series is for you. Part one is all about getting to know your potential client. 

Look for submissions guidelines 

A magazine or web site’s submissions guidelines are the best advice you are going to get about how to approach the potential client. They may have a format they prefer, or they may let you know what topics they are looking for and what topics to avoid. They might also tell you what they pay, who the appropriate editors are, and what lengths are preferred. Some magazines may still prefer printed and mailed submissions over email. Whatever the case, the submissions guidelines are your first, bet advice about how to approach your potential client.

Read the articles 

You need to get to know your potential client. Read through their articles. For web sites, it is generally easy to find archives and review past articles. For a magazine without a web presence you may need to pick up several issues and examine them. You don’t have to read every word of every article, but you want to familiarize yourself with the writing style and the sorts of subjects they write about. You also want to be sure that your idea won’t be identical to something they have published recently. 

Figure out who is who 

You need to identify the appropriate person to receive your query. Sometimes you can get this information from the submissions guidelines, but in many cases you are going to have to actively look for the appropriate person. With magazines, there is generally a masthead somewhere in the publication. The masthead is a list of all the relevant people at a publication, from the publisher to the editors to the writers. You want to look for the editor that best seems to match your submission. For example, if you wanted to submit an interview with an artist to a regional publication, you would look for the arts editor or perhaps the lifestyle editor. 

When searching a web site for the appropriate person, the best places to check are the “about” page and the “contact” page. If you cannot find an appropriate person, it is acceptable to email the publication and ask for the name and title of the person who can review your submission. Using the correct title for a person is important. Identifying a person by the wrong title is bad. If you are unsure, just use their name.

A great article idea is the most important aspect of a good query letter, but it isn’t the only thing that matters. You don’t just need to sell the publication on your idea; you need to convince the publisher that you are the best person to write the article. Part of this process has to do with your overall writing style and the professionalism of your presentation. The other part is your discussion of your experience, writing credits and other qualifications. You need to show your potential publisher that you are a great writer. This is not the time to be humble. This is the time to brag a little about your abilities and experience.

Before I discuss what you should tell a potential publisher, I should make sure you know what you should NEVER tell them.

• Never tell them that you are a first time writer who is looking for a break
• Never tell them about your personal or money problems
• Never tell them you don’t know the subject well but are looking to learn more

Publications don’t care about your problems. They are looking for good writers. The last thing a publisher wants is to take a chance on someone who may not be able to deliver what they promise. Your goal should be to fill the publisher with confidence, not pity.

The best spot to discuss your qualifications is just before the concluding paragraph of your query letter. You don’t want to waste time or space, so limit the discussion of your qualifications to those that are most relevant to the article you are proposing. For example, if you are proposing an article about the financial impact of divorce, it is relevant to mention that you are a financial advisor and a divorcee, but those same facts would be irrelevant in a query for an article about living with chronic back pain.

You will want to mention a few of your past article credits. Again, they should be the most relevant credits you have. If you have nothing relevant, go with the most prestigious credits that you have, but relevancy trumps prestige. If you are employed as a writer for a particular publication, be sure to include that. If you have very few credits, just include the best that you have and don’t apologize for them. Just put them in and move on. Everyone has to start somewhere.

Here is a sample paragraph from a query letter:

I have been a professional investment counselor for the past fifteen years and was one of the earliest adopters of Internet trading. As a former state representative, I authored several investment fraud bills that are still on the Arizona law books. For the past two years I have written a weekly investment article for Phoenix Business Insider. I have also published investment-related articles in Worthwhile Investor, Smart Stock Analyst and Fund Advocate.

Finally, you should include, along with your query letter, from one to three writing samples. If you are emailing your query, it is acceptable to include links to articles, but if you are sending a query by regular mail, you need to include the actual articles. Remember that you want to include whatever samples are most relevant to your query.

When a potential publisher reads your query letter, you want to excite them, but don’t promise something you can’t deliver. Not only would this make it difficult for you if you did get the assignment, but a good editor can easily spot ideas that are too broad or unrealistic to make it into their publication. The best query ideas are specific and achievable. For example, if you were pitching an article for a men’s magazine, How To Make Any Woman Go Home with You is general and unrealistic (not to mention creepy) but Six Pickup Lines that Won’t Make You Look Like a Jerk is a little more specific and a little more realistic.

There are two advantages to pitching very specific subjects. The first is that it makes you look more knowledgeable. Specificity and knowledge go hand in hand. Anyone can pitch an idea about picking up women. Even “six pickup lines” is general. If you dig deeper, you might find a more unique perspective. For example, if you have studied linguistics, you might pitch, Why Your Pickup Lines Don’t Work, Six Tips from a Cunning Linguist. If you used to be a bartender you might pitch, The Bartender’s Guide to Picking up Women: Six lines that never work (and three that do).

The second advantage of specificity is that it reduces the risk of you pitching the same idea as someone else. The last thing you want is to pitch a topic your potential publisher has seen (or even published) before. There are limits to how much research a writer can do into the past topics at a magazine, especially if you want to spend more time writing articles than pitching them. Specificity gives you the best chance at originality.

Realistic ideas are the other side of that coin. If you don’t know anything about pickup lines, don’t pitch an article about them. Your query letter should start with some flash, but the body of your letter is going to have to back up that flash. You will need to give examples of what you intend to write about. You not only have to convince your potential publisher that your idea is perfect for them; you have to convince them that you can turn that idea into a great article. If you can’t convince them you are the right person to write the article, your great idea won’t help you.

The best way to convince a publication to purchase an article from you is to offer them something new and interesting. If you pitch them an article that sounds similar to a previous article in their publication, or something similar that ran in a rival publication, you probably aren’t going to make the sale. Most publications aren’t in the business of repeating the same material over and over again.

It can be difficult to come up with truly original ideas, especially when you are dealing with a publication that caters to a narrow topic. A magazine about model trains or a web site about search engine optimization doesn’t have much new ground to cover after a while. Still, if you consider yourself a knowledgeable writer about one of those subjects, you should be able to find a fresh approach to the material. You may not come up with an idea that has never been used before, but at least try to find a new way to present the material. Often, it is a good idea to get more specific. There may be many search engine optimization articles about using keywords, but if you take the time to discuss a small part of a specific technique, you might find some ground that has not been covered.

When you do have a new idea, or a new take on the subject, make sure that you emphasize that early in your query letter. The fact that you aren’t offering the same old story should be one of your key selling points in your query letter. Your goal is to stand apart from everyone else. It is worth spending a little extra time thinking about how to make your idea original. Another good way to do this is to add a little personal experience to your pitch or to pick an overriding metaphor that hasn’t been used before, such as comparing model train enthusiasts to politicians. No matter how you go about it, find something new to say if you want to make a sale.