If you missed my recent post about the ‘Invisible Work’ and how it helps you charge more for your services, you can check it out here so you know what this whole concept is about.
So in a nutshell, we’re talking about the value of showcasing the things you do that people don’t know about – the so-called invisible work or ‘perceived hard work’.
For instance, you’ve seen these aggregator sites where their server ‘works hard’ for a few moments, getting offers from various travel sites for instance, then presents the results in dramatic fashion.
A.k.a. it does the heavy lifting for you. Or that’s the perception you’re supposed to have, anyway.
In reality, some of these sites actually prolong the search times so it seems it’s working extra hard to get the hard-to-get info for something that’s essentially just retrieved from a database!
At any rate, doing something to highlight your invisible work is definitely something you should do, so you can easily quote and charge higher rates.
Let’s take another quick example, from the perspective of a copywriting service provider. A freelancer, agency owner, what have you.
What Your Copywriting Client Typically Sees
The main goal of copy discussed and decided (direct sales, lead generation, audience building, etc.)
A simple order placed for the copywriting project or service
A bunch of questions answered and relevant material provided, as requested
“Something happens” for a long time while they’re waiting, and waiting some more…
The copy finally arrives, perhaps with instructions to lay it out and run it
What Your Copywriting Client
Typically Does NOT See
- Typically, a good 50% of the copywriter’s work involves deep research. You cannot build a house without the proper materials and tools procured and at hand.
- All of the personal interviews, customer interviews, peer interviews, competitor interviews required to get the inside scoop and point of view
- Reading through all of the relevant information sources online and offline, and finding them in the first place
- Getting to know the product itself, the business supporting it, and doing the same with the competition’s products
- Doing many, many revisions before the first draft even sees the light of day… much less the customer’s desk
- Often creating not just one version per each copy element, but maybe 15… or 35… or even 50! before settling on the final copy to be run
- Constant reshuffling of the copy components to get the effect ‘just right’…
- Creating an actual flow from all of the individually written parts
- Resting the copy using myself, using test subjects, using the client, using their customers… or just random test audiences who are verified to be ‘in the market’
- Doing tons of groundwork and preparatory legwork with mere paper and pen in hand… making lists of stuff, ‘gathering the ammo’
- Talking the copy out loud to make sure it sounds natural and relevant to the people in the market