When I started as a copywriter, charging anything felt like I was ripping people off. I had no experience and a few samples I had dashed off in a day.
How could I ask for copywriting fees at that level?
Hell, how could I take money at all? I’m just writing, right?
Of course, copywriting is more than writing. When done right, it’s a valuable service.
However, some business owners feel guilty about going out and selling to people.
Even if they hold to their rates, the owner may have some internal “I don’t wanna be a slimy salesman” conflict going on. Makes them reluctant to sell, slowing down growth and revenue.
I’ve got a little mindset trick that might help out a little bit. Keep reading.
Step 1: Do You Believe In Your Solution?
Selling your offer is much easier if you truly believe it can help people solve their problems.
After all, you’re ultimately helping people fix some burning issue.
You know your product or service works. You have a firm belief in its ability to solve the problem it solves.
Why would you feel like a bad person for trying to bring a working solution to people?
It just isn’t logical.
These things are emotional, I know, but if you reframe in this manner, it helps. It would be like thinking of yourself in a negative light because you let your neighbor jump their car.
Now, selling is only scummy and scammy when your solution doesn’t work, and you know it.
For example, if you sold a course on how to become a millionaire in 30 days — and it doesn’t involve a singular lesson titled “Lesson 1: Inherit $1 million” — you don’t believe in your product.
You can’t because that’s an outlandish claim. Of course you’re going to feel sleazy.
Of course, that doesn’t stop people from doing it, but I digress. Deep down, those people probably feel sleazy anyways.
Step 1.5: Social Proof
Still a bit shaky in your self-belief? That’s understandable — that’s why you look to any social proof you have.
Case studies, testimonials, reviews, etc. These offer external proof that your stuff works.
Seeing happy customers gush over your solutions is sure to make you feel like your product brings value.
What if you lack social proof, though? You’re new to the game and don’t have any feedback from happy customers.
If your solution is something that helped you personally, start there. You know it works because it worked for you.
For example, I’ve written in the financial/trading niche before. The traders may not have had social proof available when they just launched their services, but they developed their trading strategies on their own and made a great living with them.
Thus, they had a firm belief in their trading system and had no qualms about selling it to others — in a niche where some people try to take people’s money and run.
Step 2: Do You Know Your Customer?
Belief in your solution is a vital first step. But you have to know who needs it.
Your product works for one type of person. Trying to sell it to someone else without the problem can be scammy.
Even if the customers are similar in industry or niche.
For example, selling small, simple accounting software to a massive corporation that needs something a bit more advanced might feel scummy. You’re trying to get an easy sale from a company with a bottomless budget.
Likewise, trying to sell enterprise-level accounting software to the mom & pop down the street in the same industry is not the best idea. That software might cost as much as their profits. They can’t afford that, nor does it suit their needs.
In either case, you’ll feel out of place.
But if you sold that simple software to the mom & pop store that’s struggling to track their expenses, you’re quite literally solving a problem.
You’re providing them value. You’re making the world a better place!
(The money they pay you is simply a collection of tokens representing that value.)
All you have to do at that point is say the right words (or write copy) that acknowledges the burning, infuriating, stressful problems they have…
Shows them your solution
…And demonstrates how it can help.
Nothing wrong with helping people!
Selling is Virtuous… When Done Right
Ultimately, selling is a net good for society…
As long as you firmly believe your product works (especially if you have evidence to back it up) and know who it works for.
There’s nothing bad about providing solutions to people with problems, so get out there and sell to the right people without feeling bad about it!
And if you need help doing that in written form (aka copywriting),