How to Blow It with the Client
I had an experience today with a vendor that I just had to share. I have a monthly trade newsletter that publishes market analysis and articles from the top execs in the industry. If I named names, you’d know at least four out of five of these companies. In order to fill the pages with usable content, I send queries out to the industry asking for contributed articles. Mind you, most vendors in nearly any industry understand that contributed articles imply no payment. The reasons are myriad, but the big one for me is the moment you start compensating an advertiser or even a non-advertiser for an article, your reputation is sullied. Vendors want to push their products and services. Even though the articles I publish must be “advertorial free”, there’s always the chance that someone’s going to take offense to a vendor being compensated for what amounts to free publicity.
So today’s email brings a note from a vendor who had inquired about the typical things – circulation, audience and payment. I had told him that vendor articles were not compensated.
Maybe it was because I had other things blowing up around me when his note came in, but I have since reread it, and still I believe he wasn’t happy. He thanked me for my offer to let him write for me (score one good point there – he was courteous), but declined due to the lack of compensation. No biggie – it’s a free country. However, he went on to give me his background. Honestly, after reading his venom-laced delivery of his expertise to me, I can’t help but think that this man is more than a little insulted and annoyed. He told me how in demand he was, how he offers what no other author offers – a money-back guarantee that his advice is golden. That’s great, but is this really the way to win me over? As I read, I could see his arms crossed and his lower lip out in full pout.
Sadly, he hadn’t done what my contributing writer had done two years ago. That guy knows how to approach it. He convinced me, by using sheer talent and frankly by simply asking, to pay him a small stipend per article. Way back then, when I had informed him that the articles weren’t compensated, he’d thanked me and offered a deal – he’d take only $100 per article and in exchange I’d let him point folks from his website to my website where his articles are housed. When he later asked to post his articles on his site, you can bet I said yes. Why? Because this guy acted professionally. Instead of writing to me in a snit about how special he is, he came up with an alternative solution. I like him and his work so much, I’ve given him the title of contributing writer.
I’m a huge advocate of paying writers what they’re worth. However, when the writer is a vendor with an agenda to push and doesn’t seem to grasp even the simplest of industry protocol (vendors receiving payment for articles, unbiased or not, is a big no-no), not only is payment not forthcoming – neither is the assignment.
Lori, you are such a shining example of great ethics in this business. Good work.
Kristen