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Pitching your writing services (like the Web copywriting I mentioned in Top 3 Ways to Quickly Make Money Writing) to prospective clients is really more of an art than a science. In every blind pitch I make, however, I make sure these are included:

• A list of how my service will benefit the prospect. It doesn’t really have to be a list; the point is, I try to speak “client benefits” not “service features.” They don’t, for example, give a hoot that you’ll “write 1,000 word copy.” But “1,000 words that will attract more customers” or “optimized for higher search engine rankings” may pique their interest.

• Evidence! Nothing “sells” your services to prospects better than having them see exactly what kind of work you can deliver to and have working for them.

If you’re pitching Web copywriting, show them Web copywriting. Brochure? Ad copy? Sales letter? Show them a brochure, ad, and sales letter. Only the laziest will show prospects, say, a blog post if that has nothing even remotely to do with what you’re trying to get clients to pay you to do.

Yup, the laziest. That’s actually a clue as to how newbs can demonstrate skills to prospects, even if they’ve never done projects for anyone ever: Just produce examples as needed.

Even better: When possible, show them a before-and-after.

Take that Web copywriting idea I mentioned in the previous post. Go find a really dismally written site, give it your magic touch, then show both to your prospect. It’ll be black and white. Sold!

NOTE: Even though it may seem like a good idea to do this before-and-after thing with the prospect’s actual material (e.g., his website copy), I say nope… wait until you’re hired before doing any “work” for the prospect. Ignore this advice at your own risk.

Of course, don’t misrepresent your examples as actual paid work. Tell them exactly what you did; why should they care?

For those of you offering editing and/or proofreading services, check out free article sites like EzineArticles.com for pieces you can rework and use as before-and-after material. No shortage of articles there that need fixing up. If you really want a challenge, the business and technical categories will give you hours of fun.

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