Another Great Tip for Landing Clients

The following question was asked of Bob Bly from an AWAI student participating in the new Getting Clients teleconferences with Bob…

QUESTION: I've received a DM letter from a national organization and I know I can do much better. How do I approach them?

BOB'S ANSWER: The letter tells you that they use direct marketing, so contact the marketing manager. Ask her if she uses freelance copywriters. Then ask her, "What would it take for me to be considered for a copywriting project for you?" That will begin the conversation that leads to learning her needs and how you can help them.

Do NOT reference the mailing you got or say that it is bad. She is probably the person responsible for it and might take it as an insult.

Once you know a client and have been dealing with them for a while, it's OK to drop them a line and say, "Saw your XYZ mailing. How's it working?" (I just got a $5,000 assignment to write an insert by using this technique…)

[As part of Bob Bly's new "Selling Yourself" program, students get to email him directly and ask him questions like the one above. For more information about the program, call Barbara or Scott toll-free at 866/879-2924.

The Professional Writers’ Alliance

The Professional Writers’ Alliance

At last, a professional organization that caters to the needs of direct-response industry writers. Find out how membership can change the course of your career. Learn More »


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Published: April 7, 2003

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