How do you handle copywriting clients who want freebies?

If clients want freebies, I write advertisements giving their products away for free. Look, I don't get much repeat business from this approach. But repeat freebies don't keep the wine fridge fully stocked.

When I get a direct request for writing services I have a pretty standard reply. Wow! Thanks so much for reaching out. I charge on a per project basis, and on a sliding scale. I only work with folks that have or are willing to have a contract in place, even low or no pay gigs. If these conditions fit within the culture of your organization, I’d love to chat about your project!

Giving is always part of the process. Although in copywriting it is much better that less is more and this principle filters out more profitable clients and those to whom you provide more value. Preferable one that pays you for 10 and takes what you give to 100 clients, than attracting and wasting a lot of time with thousands who want everything for free. The economy of the gift always comes first, and if they go beyond that it is because they want the transformation that only you offer.

Offer to do a paid sample or initial project, as a way to respect your time/experience and their vetting process. Alternatively, you could share references too, to give them peace of mind.

I always respond with a few quick details of how I would approach the project, and I show the client a short document that outlines the process I follow. This shows them the value they're getting right away. Often I can see a "blind spot" or something they could do better right at the beginning, and I can build goodwill by offering this free insight. Finally, I provide relevant samples if the client asks for them, and I include testimonials whether they ask for these or not. I have samples, testimonials, and pre-written message templates organized in folders, so a typical response only takes 5-10 minutes of work.

This is becoming more frequent for me as more clients discover AI. "Why should I pay someone when I can whip out something myself with AI?" Fair question, and those aren't the clients for me. I remind them they are free to make their own business decisions, and wish them well.

It's important to underscore the option of saying "No, I do not provide free services" and leaving it at that. Clients who attempt to guilt trip, threaten, or bad-mouth me are shown the door immediately. Full stop. Boundaries are beautiful, folks. Establish them early and often.

In the immortal words of the Joker: "If you're good at something, never do it for free." If any client refuses to take a polite "no" for an answer, that's a BIG red flag and a sign that it's time to exit the agreement ASAP. I recall one memorable conversation years ago where I asked a client when they last walked into a Starbucks and demanded a free latte (the response was, "never") and why they felt it was acceptable to demand free work from me? I terminated the contract shortly thereafter and haven't looked back since.

Depends on the situation. I had return clients who needed multiple projects completed on a tight budget. They showed me the entire scope of their needs and we agreed on a project rate respectful of my time. Transparency and honesty sealed mutual commitment. Another time I was approached by a “prospect” who needed marketing for a new LED-tech panel. They liked my portfolio and wanted “test pieces”. After a custom full page wasn’t enough, I offered to edit a half page of existing copy. They requested a five page custom branded brochure with promise of payment “after they sell a package to the construction developer“… I politely declined. They’re increasingly interested but don’t believe in your value? Trust your gut. No regrets.

While the above guidance is intended to protect your practice and your bandwidth, knowing when to break these rules is also a valuable mindset, especially in the beginning of a new client relationship. Freebies can be an easy way to provide additional value to an existing assignment or sell-in other ideas that can lead to new business opportunities. Consider the time it would take you to accomplish the ask and the doors it could open for you. Balance that with the goodwill it creates with your client, then trust your gut and write — or don't. The choice, dear writer, is always yours.

I navigate this territory with grace and assertiveness. See, it's not about shutting doors; it's about setting boundaries. "While I absolutely understand the appeal of freebies," I'd say, "it's essential to recognize that professional services come with professional fees. Value delivered is value deserved." But, I won't leave them empty-handed. I assure them that they'll receive a service imbued with dedication, quality, and an understanding of their unique needs. As an incentive, I might offer a free consultation or a discounted rate on bundled servic