The one word that saved my freelance career
No, I’m not going to tell you what it is just yet. Let me begin by asking you a simple question: Do words have power? When you think of it, aren’t they just letters in a certain order? Or are there words in our language that are so potent, that they have the potential to transform our life and our livelihood?
Now, before you think that I’ve gone all philosophical again instead of practical, just STOP for a moment and think about it…
In the past few days I’ve asked some of my friends about words they feel have had (and still have) a profound impact on their professional lives. Here are some of the words they came up with:
- Faith
- Fear
- Confidence
- Creativity
- Luck
- Love
- Play
- Passion
As for me, the one word that has been my guiding light in the past 25 years as a freelancer, is neither grand nor deep. Yet, I believe it to be one of the most powerful words in our vocabulary. Without it, my career certainly wouldn’t be where it is today. It consists of two letters.
It is the word NO.
NO is the ultimate reflection of where I draw the line in life; the line between what I am willing to accept and what I must reject. Right now I can honestly say that I owe most of my success as an independent contractor to this word. It’s quite simple:
In order to give yourself a leg up, you sometimes have to put your foot down.
Today I am offering you seven suggestions for shaping your freelance career by using the power of what William Ury calls a “Positive No”.
1. SAY NO TO MOST FREELANCE JOBS
In this recession it seems that many freelancers function in survival mode and operate out of fear. They jump on every job opportunity that presents itself, because “you never know what tomorrow will bring”. They’re like a batsman who’s hitting at everything the pitcher’s throwing at him.
Although you might consider yourself to be a versatile voice-over pro, web designer or copywriter, even the famous Swiss Army knife has its limitations. It is humanly impossible to be everything to everyone. Like a batsman, you have to wait for the perfect moment where preparation meets opportunity, to hit that ball out of the park.
KNOW when to say NO. It’s early in the day as I am writing this article, but I’ve already said NO to at least fifteen jobs that didn’t meet my criteria. Why waste time applying for work I’m not totally qualified for?
I could get really ticked off by colleagues who subscribe to the “more is more strategy,” telling me: “It’s a numbers game. The more I try, the more chances I have to land a job.” Even though it might look that way sometimes, it is not a lottery. It is a business.
And why am I not ticked off? Well, we all have our life lessons to learn, and some people just prefer to learn things the hard way. And because they can’t…
2. SAY NO TO DIY
If you’re running your own business, it’s probably safe to say that you’re wearing many hats: CEO, CFO, COO, Head of HR, Advertising, Acquisition, Marketing, PR, IT, R & D, Quality Control, Social Media Manipulation… Are you tired yet? And guess who’s delivering the goods?
Just because you’re self-employed, doesn’t mean that you must do everything yourself. You shouldn’t, because you’ll burn out before you’ve even lit up the place.
KNOW your strengths. A realtor decided to shoot his own real estate video tours to save some money. As he was taking his shaky camera through a million dollar property, I could hear him do his own narration. The result was cheap, unprofessional and embarrassing. When he read my paper on video tours and voice-overs, he decided that he was not going to be the new host of House Hunters. Thank goodness for that!
So, here’s your assignment of the day. Ask yourself: What is the number one thing in my business that:
- Is an essential part of my job
- I’m not good at
- I hate to do
- Takes up way too much time
Now ask yourself two questions:
- How much more productive would I be, if I would outsource this to an expert?
- How much more profitable would I be, if I would outsource this work, especially if I…
3. SAY NO TO LOW RATES
In a society where most of us still equate value and quality with price, low rates are the trademark of an amateur. This strategy might bring you a few short term gains, but you’ll end up a long-term loser.
If you need nine more reasons why you shouldn’t sell yourself short, read my article: The secret to landing any freelance job.
KNOW the value of your work and the effect of your pricing on your bottom line and on your market. Then take the next step and…
4. SAY NO TO LOW STANDARDS
The Greek philosopher Mediocrates gave us the Law of Averages:
“Average standards lead to average results”
Look around you. Despite all the self-help hoopla that is sold as the “psychology of excellence,” the best most can hope for is mediocrity. Otherwise, “average” wouldn’t be the most common denominator and Walmart would have no customers.
KNOW that as an independent contractor you have the privilege of not having to live by other people’s rules. Look at your role models. Did they achieve success by following other people’s standards, or by setting their own? Become a non-conformist. Be utterly un-average and totally inimitable. Be younique and…
5. SAY NO TO BLAME
The Law of Causality deals with the relationship between an event and the consequence of that event. This interplay of Cause and Effect is reflected in our language as in: “My business isn’t doing so well because….”
We all know people who aren’t where they want to be in life, and they’re absolutely convinced that it is someone else’s fault. If only all the other people on this planet would change, they’d be so much happier! Those are the folks who blame the fast food industry for the obesity crisis and the tobacco industry for turning them into helpless, brainwashed chain smokers.
Blame makes people lame and seemingly dependent on things they have little or no control over. Mind you, I am not denying the devastating role some external circumstances can play in someone’s life. Neither am I trying to guilt-trip people for having been dealt some terrible cards.
I am talking about people who –rather than take responsibility for the things they have control over, expect others to fix them for them. Those are the people who’d rather complain about something than do something about it.
KNOW the difference between making things happen and letting things happen. It’s fine to subscribe to an on-line job search service. However, if you adopt a wait-and-see approach and blame the website when you’re not landing gigs within a week, you’re giving them way too much credit and you have effectively disempowered yourself.
I firmly believe that we’re not helpless leaves in the wind. I believe that we can harness the power of the wind and adjust our sails by the virtue of the choices we make. One of those choices we can make is to…
6. SAY NO TO UNCONTROLLED SPENDING
Why did the New York Times write that “one of the world’s most successful photographers essentially pawned every snap of the shutter she had made or will make until her loans are paid off”?
The Times cited as one of the reasons, that Annie Leibovitz has had a “long history of less than careful financial dealings“.
In the ideal world, you always have a pipeline full of projects. In reality, work can come in waves. When you finally hit that freelance jackpot and you’re starting to make some serious money, nothing is more tempting than to go on a spending spree. After all, you deserve it, don’t you?
Yes, you totally deserve to reap the rewards of your labor, today, tomorrow…. and in a few months when that big project is done and the money is no more. It’s not fun to be brilliant but broke.
KNOW that when it rains it probably pours, and when it doesn’t, you must set money aside for… a rainy day. Your bills don’t care whether or not you were lucky to get a nice chunk of cash in June. There’s always July, August and -dare I mention it- the day you hope to retire.
The book “The Millionaire Next Door” is not about big spenders. It is about people like you and me who live well below their means. Those folks are likely to…
7. SAY NO TO TAKING INSTEAD OF GIVING
“What’s in it for me? I want it for free!” seems to be the mantra of the new millennium. This narrow focus on personal gain, often at the expense of others and our planet, is an egotistical and eco-destructive philosophy.
Yet, some self-styled entrepreneurs have made the following three words the cornerstone of their business: Gimme, gimme, gimme.
With the rise of social media, this new group of predators is all about ‘getting’ instead of ‘giving’. They want to befriend you in order to milk your network, so they can slam your contacts with overt or covert product- and self-promotion.
These vampires seldom contribute to a discussion, and when they do, it’s mainly to get their contact information in the comment field. They ask for referrals. They don’t give referrals. They want a sample of your work… and run away with it.
KNOW that the way to grow a freelance business is to become a contributor; by giving back. Over the years, countless people have given me their time and expertise free of charge, just because they wanted to help.
PAY IT FORWARD
The best way to honor the gifts they have given me, is by passing them on to someone else. That’s one of the reasons why I started this blog, and that’s why you might find me answering someone else’s questions on a networking site.
When you start paying it forward, amazing things will happen. Do you have time for three examples?
* A few months ago, Shelley Cryan, a brilliant freelance photographer and real estate videographer, asked for recommendations for a voice-over microphone on an on-line forum. I happened to read her request and gave her some suggestions. A few weeks later, Shelley asked me if I’d be interested in narrating one of her virtual home tours. I just completed my third narration for her.
* Earlier this year, master narrator John Pruden wrote an excellent article for VoiceoverXtra. After I had left a comment, John got in touch with me and we exchanged a few emails. Recently, he told me about an audio book project that might be a good fit because I’m a multi-linguist. He recommended me to the client and to cut a long story short: after an audition they offered me the job.
* In April, David Rosenthal -the enthusiastic driving force behind Internet Voice Coach- wrote me an email in which he told me how much he enjoyed my blog. Not so long ago he asked me if I would like to join his team of contributors at Internet Voice Coach as the “expert on all things international”. I couldn’t be happier!
Over the weekend, my IVC “department” opened its doors and it now features exclusive interviews with Bodalgo’s Armin Hierstetter and Arabic blogger/voice-over Mahmoud Taji (who recently published a free e-book called “The Modern Voiceoverist’s Guide to the Online Universe & Other Stories”).
I’m not telling you these things to impress you. I’m sharing these examples to impress upon you that wonderful and unexpected things can happen as a result of being attentive to opportunities to help and contribute.
TEST
One last thing. Should you choose to adopt these seven suggestions and become a no-sayer, expect to be tested! We live in a culture of YES and instant gratification. People don’t want to hear the word no. They’d rather cut off their no’s to spite their face. When they’re putting pressure on you to cave in, remember this:
The best students usually get the most challenging tests!
So, stick to the program and keep on saying “yes” to NO.
Paul Strikwerda © 2010
www.nethervoice.com
PS What are some of the things you have said NO to as a freelancer, and how has that worked out for you?
PPS What’s the number one question colleagues keep on asking me, and how do I answer it? Find out here!
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Paul,
This is brilliant. Saying no is one of the biggest things we all have to learn—as business people and as human beings. This is a fine start down that road.
Joe & Denise
Thanks guys! This reminds me to add one resource to suggestion number six: Saying no to uncontrolled spending. If you need some no-nonsense guidance to get your freelance finances in order, you should read The Money Book for Freelancers, Part-Timers and the Self-Employed. More info at: http://www.feed-the-monkey.com/
Wonderful, Paul. Just wonderful.
What a wonderful article, Paul. Thanks so much for sharing that! All the best, — Jodi
Thanks Jodi and Bob! No’s the way to go!
Wow! Fantastic advice that I really needed to hear right now. Thank you so much!
~Cindy
Thank you Cindy. I just had to get it off my chest. Saying “no” is not a luxury. Sometimes it’s an absolute must!
Great stuff, as usual, Paul! Thanks for taking the time to put so much good stuff in one place!
Thanks for the wonderful article, Paul. Your insights always encourage me to think about my business in new ways. Cheers!
Justin
Thanks for sharing the positive side of negativity ;-> In my previous life as a computer programming freelancer, saying “yes” sometimes caused much more heartache than it was worth.
With V-O, I’ve been much more careful with my time. And saying “yes” to the El Cheapo work is in effect telling yourself “My talent and training aren’t really worth that much. I don’t deserve any better than this.” Just say NO!
Thanks so much, Paul. It takes a rare talent to turn the same old Song-and-Dance routine into a classical Noh play!
Awesome as usual, and great timing for me to hear it again too… And is that really true of Annie Liebovitz?
Finally, I guess this puts a new twist on an old saying, “There’s NO news… like NO news!”
Amy, Justin, Dale, Reuven and Rebecca… No blog gets anywhere without readers like you. Thanks for your kind comments. Now, keep on practising the seven suggestions and let me know how it goes!
(and yes, it’s true about Annie. You can read the full NYT story by clicking on the links)
I especially liked the no to DIY. I’ve watched several friends lose their businesses because they lost focus on their business while trying to learn computer database management.
…and the quote, “Average standards lead to average results” seems to require updating… My recent experiences seem to show that average standards lead to sub-standard results; someone moved the target out to 300 yards so you’ve got to aim higher.
The best to you, Paul.
Great advice, Paul. I was brought up to “be nice” by accommodating everyone if at all possible. Saying “No” when I have the ability to say “Yes” really goes against the grain.
I have learned that having the ability to accommodate does not bring obligation. One must keep in mind that one’s first obligation is to one’s family, not a prospective client looking for the cheapest price. With that in mind, it’s much easier to say “No”.
A really useful post, Paul. Thanks for sharing!
Steve H., I agree that it’s probably time to update ancient Greek wisdom. I’ll put in a call to Mediocrates!
Steve W., I have found that people with a strong external frame of reference have the hardest time setting boundaries. Their self-image greatly depends on the opinion and approval of others. People-pleasers want to be liked and -if they’re not careful- could end up becoming doormats because they’re saying YES all the time.
Thanks for adding the family circle to the discussion. In order to say NO, one has to have a clear concept of priorities, and family is certainly on the top of the list. The family is also the place where people either learn that it’s okay to be different, or where they’re punished for daring to have a dissenting opinion.
Hi Paul,
Wonderful advice. As you say, the temptation is often to say ‘yes’, particularly if you’re going through a tough patch when work isn’t exactly flooding in – and I guess we’ve all been there!
Recently, I said ‘no’ to a project that I felt uncomfortable with for a number of reasons. I emailed a polite refusal – and I just felt so good when I hit the ‘send’ button. It was regular, well-paid work, too, but there’s no point having principles if you’re not going to stick with ‘em, right?
Thanks for sharing the advice,
Dave
Well said, Dave. Or, as Groucho Marx put it, “These are my principles! If you don’t like ‘em,… I have others!”
Brilliant. Hard to follow (saying “no”), but brilliant. One to add, rein in “wanting.”
Saying “No” is actually very easy. Whenever we say “Yes” to something, we’re automatically saying “No” to other things (and it works the other way around too!). For some of us, it may require some practice to develop a spine.
In a society filled with useless quick fixes and short-term programs, people expect immediate results. It takes time to develop some muscle and stand up for ourselves. No baby ever learned to walk overnight.
Some freelancers seem so desperate or overly eager to please, that they take on way more than they can handle for less than they deserve. Soon, they find out that because of that one “Yes,” they’re forced to say “No” to a whole lot of other things and they become resentful and start playing the blame game.
Why not nip it in the bud in the first place? I’m all for energy efficiency!
Hi I am a translator and a teacher and I loved what you said. “No” is a very good word especially when someone wants to pay you slave wages or tells you to hurry up because the work does not need to be of high standards. Also I am a teacher and no is a great word for kids who are trying to manipulate you
Stela, I can wholeheartedly say YES to that!
Wonderful article, Paul. Thank you so much for posting it. May I re-post on my website blog and on Facebook?
Wonderful post, Paul. May I repost on my agency blog and on our Facebook page, giving you credit, of course?
Hi, Paul.
Great article and advice. It’s difficult to be taken seriously as a freelancer if you don’t stick to your guns and follow your principles. Recently, I learned the hard way when I took an editing job from an old friend because he didn’t want to do it and because I wasn’t working at the time. It was a VERY bad deal (shame on me)—flat rate, no contract, and no clear vision. On top of that, he was playing the middle man so I had to rely on him to be clear in terms of what the client wanted. It was suppose to be a two-week project; however, after the second week passed and he was still asking for changes (and it was very clear it was going to take more than 3 weeks to complete), I had to set my foot down and say NO. Of course, he became upset and accused me of not trusting him (meaning, I had to trust him and make any changes he wanted without complaining because it was for “the good of the project”). It was then when I realized that no one would ever take me seriously as a professional if I don’t set high standards for myself and learn not be afraid to say NO when I need to. And sometimes that means not taking a project just because a friend needs help. I’m really glad I found your blog–it helped put everything into perspective!
Hi Audrey, it’s better to learn things the hard way than to not learn them at all. Here’s the funny thing: as soon as you increase your rates, people start taking you more seriously. I wonder why… Yes, you will definitely lose some clients, but those are the ones you don’t want anyway.
Make sure that you have your client sign off on your terms & conditions before you start any job. It’s better to be clear upfront than to have to re-negotiate during the project.
Glad my blog helped you out. I wish you continued success!
This was once explained to me as the one thing every 14 year old girl has already learned, “how to say no”. Thanks for this great article. I recently had to turn down a job that was so bad that even the person offering it to me characterized it as a; “set up for failure”. I needed the work badly, but not that badly.
Jay
That’s very true, Jay. Unfortunately, I believe that we’re living in a culture of YES; a culture of “I want it and I want it NOW.” For many, delayed gratification seems a hard pill to swallow. Just look around you and watch as parents turn to mush as soon as their child starts whining. It is learned behavior.
As I am typing these words, the ice cream truck is making its regular round through the neighborhood. You’d be surprised how many kids line up to buy the overpriced, chemical-tasting ice cream, sponsored by their loving moms and dads. This scene repeats itself night after night.
Elton John gave us “Sorry seems to be the hardest word.” I think that the word “NO” is even harder. Sorry, Elton.
Paul, I just wanted to add my “right on!” to all the others here. I have never had a problem saying “no” to low rates, but I saw myself in the taking vs. giving column. Too often I have benefited from the wisdom of people like you who freely share their experiences and life lessons without even saying thank you.
So, that behavior stops right now. Thank you for an eye-opener!
Hi Donna: Thanks for contributing to the growing number of comments! I just like to add that people can give back in many ways. Some budding voice-over colleagues have told me: “I just started in this business and I feel that I don’t have that much to contribute yet. There’s still so much to learn.”
From a more philosophical or spiritual point of view, I don’t think it matters where or how we make our contribution. The main thing is that we share something of ourselves whenever we see a need. That way, we pass on what we are and who we are: a blessing.
By the way, I love how you incorporated your last name into the design of your website. Keep me posted!
Mr. Strikwerda,
Thank you for your broad but concise insights about a modus operendi that should seem obvious but is often not the case; not so much “no” but an entire belief system radiating from the inside out.
In not making an honest effort to follow a self-respecting and decent code of conduct we hurt not only ourselves but others.
Presently it is unfortunately what I call a “job pimps’ market,” and many who are frightened by an economy that is an equal-opportunity unemployer often cave in, knowing there are many lined up right behind them willing to take the work and accept a litany of conditions they should say “no” to.
That said, we have to look at ourselves in the mirror and know we are doing the best we can possibly do, and that means helping ourselves and helping others.
We can help one another by not “poisoning the well” and lowering our standards internally and externally — submitting those who prey on market conditions.
Great post.
Over the last year I have been working on some self-funded projects with long term clients in the hope that they would pay off down the track. None of the projects have panned out, and they have also resulted in me not being available to do other new work.
After looking through the financials for the year, I am going to be saying NO to alot more of these, no matter how long they have been clients.
Very nice Paul, I support your views 100%. I have been practicing many of these things for a while now , with very good results. It’s very important to me to go into each and every job, whether it’s a 30 second IVR message or the opening narration of a Hollywood film, with the right attitude. And this attitude I know will “show” in my voice.
So for this reason, ( and I’m sure it’s the same for copywriters, filmmakers, and anyone else who is freelance) it’s important to feel like you are being respected ( ie. being paid properly), and there are may ways to communicate these things to clients politely and constructively and positively -!
Anther thing we can do , which I do often, is when I see someone who posts on Craigslist criticising buyers who want things for nothing…I flag it as “Best of Craigslist”.
all the best to you.
Adam
Thanks, Adam. Your comments remind me of an earlier piece I wrote: http://www.nethervoice.com/nethervoice/2010/04/10/the-secret-to-landing-any-freelance-job/ It’s about those who practice predatory pricing and those who wish to get something for practically nothing. It’s disrespectful and it fosters resentment.
I am a firm believer in fairness and balance. Payment has to be a balanced exchange between seller and buyer for services rendered or products purchased. The other day I saw a voice-over job for a movie trailer advertised on one of the well-know on-line casting sights for a whopping a sum of $100. That must have been a home movie!
The right attitude you mentioned, is the result of beliefs and behavior. You have to know what you’re worth as a person, a talent as well as in the market place. You also have to be willing to stand up for what you believe to be fair and reasonable…. and accept that you’ll probably loose more jobs than you will land.
There are no silver bullets, but if you don’t stick to you guns, how can you ever give it your best shot?
Dear Paul,
Thank you for being upfront, honest, and oh so knowledgeable on preparing and sharing these tips. As a vo artist just starting out, I joined this forum to learn about the pitfalls so that I may navigate this industry efficiently and market my craft where it is a good match for good pay. That way, it’s a win-win situation $$ and not a no-no with regrets! I respect your posts and can’t wait to read up on previous articles as I prepare to infiltrate this industry.
Just Say No…got it.
You’re very welcome Marie, and best of luck to you. When you take some time to explore the list of colleagues on my blog roll, you will find many wonderful resources. I find the voice-over community to be very generous and helpful. Be sure to join a few of the voice-over groups on LinkedIn as well as http://www.vo-bb.com/phpBB2/
Last but not least, I highly recommend you check out Internet Voice Coach. As one of the contributors, I can honestly say that this is one of the best voiceover resources on the web!
Hi Paul, Just a few days ago I decided to go freelance after 25 year of pay check earning….and have been running around to find clients. A “Guru” in prefect Presentation, David Bloch, taught me two new rules. 1. Ask and listen in order to understand the client ad his/her wishes and 2. Go for the maximum price because there is only one -you -. One Eric with the skills and experiences in Livelihoods, Food Security and Natural Resource Management who understand Africa which nobody else has. So True. Starting up it will be hard to say – no – now, but it will help me focus, admit what you stand for (within limits because you need to pay the bills too) and to prevent me from chasing lizards…..
Eric in Johannesburg / RSA
David Bloch is not only a smart guy, he’s a wise man (and there’s a big difference between the two). I am privileged to call him my friend and it’s no surprise that we seem to be on the same page.
You’ve probably heard the joke about what the word G U R U stands for?
“Gee, You Are You”.
David is a master at helping people maximize their inner potential. In other words: he helps them discover and utilize what’s already inside, turning a piece of solid rock into a diamond.
In my article “Why you’re leaving money on the table,” I’ve summed up some of my guiding principles when it comes to pricing and dealing with clients.
I don’t have to tell you that South Africa is a gold mine in terms of resources, opportunities and in terms of talent. Sometimes you have to dig deep to find it, but once you’ve got it, you better make that mine yours!
It’s no coincidence that your last name is Schmidt (or Smith in English). A blacksmith takes the material given to him, and turns it into something useful. I’m sure you will hammer out some amazing stuff, Eric, as long as you use the fire that’s burning inside of you!
Freelance Folder contributor Laura Spencer wrote a an excellent and to-the-point article about How and When to say NO:
http://freelancefolder.com/how-and-when-to-say-no-to-a-client/
Powerful Indeed!