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Nationals Will Use Zimmerman As Spring DH - RealGM Wiretap

The Nationals are planning to use Ryan Zimmerman as a designated hitter
during parts of Spring Training.

The third baseman is recovering from offseason shoulder surgery.

Zimmerman had arthroscopic surgery on his right shoulder in late October with
a timetable of six weeks set for recovery.

Chad Qualls Returns To Astros - RealGM Wiretap

Relief pitcher Chad Qualls ,
who was drafted by the Astros and was a key piece of their bullpen during their
playoff runs in 2004-05, signed a two-year deal, with a club option for the 2016
season, Saturday to return to Houston.

The deal is worth a reported $6M over the first two years, with a $3.5M
option, according to an MLB report.

Bichette Wants Rockies To Focus On Offense - RealGM Wiretap

Dante Bichette, the team's new hitting coach, wants to see the Rockies start
becoming more of an offensive power.

For 20 seasons, the franchise has feasted in Denver's altitude and languished
on the road.

"It was always a challenge that I took on and tried to figure it out,"
Bichette said.

"It was a bummer when people said I was a creation of Coors Field. I knew
that my numbers weren't going to be as good as at Coors no matter where I played
my home games. But if I played somewhere else, my numbers on the road would have
been better. I just decided that it would all come out in the wash."

? When we first start out as a freelancer ,
there's a tendency to "aim low" on the theory that since we're just starting
out, we should start at the bottom, servicing small businesses, and eventually
work our way up to bigger businesses. Right?

Wrong. Small businesses very
often don't have the kind of money a smart and talented consultant deserves to
be paid. And very often, a small business doesn't have the knowledge and
resources to implement the consultant's solution properly, often leading to
disappointing results.

And it's the results you's the stories
about how you solved a problem, what kind of returns you brought, how you cut
costs, or increased productivity...these are the things the mid-size and big
companies want to hear before hiring you.

So the first rule in
consulting...whether you're an IT pro, human resources expert, or copywriter
like to start prospecting somewhat higher than the very small business.
And yes ,
you should also have the really big guys on your list, the global enterprises.

Even though your chances of landing the IBMs might be small now, you
should have a certain number of enterprise-level names on your list (within your
niche), because if they're not on your list now, they won't know you later when
you're ready for them, and they're ready for you.

So the first rule in
freelancing to the corporate decision-maker is to target high enough.

before we move on, let me point out that there is one very important exception
to this rule...

...and that is that you CAN work successfully for small
business IF you offer a "full solution."

For instance, you'll have a
hard time surviving on small business accounts if you ONLY sell copywriting

However, if you handle ALL aspects of their marketing...the
strategy, ad buys, project management ,
creative, other words, if you handle the whole ball of wax as
their "one-person marketing agency," you can make working for small business a
VERY profitable niche.

We'll go into the realities of working for small
business an upcoming article, but for now, let's finish our focus on what it
takes to land the big accounts.

So if the first rule of landing big
accounts is to aim high enough with regards to size, then the second rule is to
have a solid "value proposition." This is a statement that does more than
differentiate also shows, in specific terms, what your value is to the

Here's an example of a value proposition taken from Jill
Konrath's outstanding book, "Selling to Big Companies," slightly modified...

"After working with [me] ,
one well-known retailer saw a 54 percent increase in sales conversions and a 25
percent increase in order size from their online sales. My clients typically see
40 percent to 150 percent improvements in key operating metrics such as profit
margins, rates, and cost savings."

A strong value proposition like this
one, with numbers and benefit statements, has a lot to do with getting you in
with the high-quality, high-paying clients.

It's the metrics that make
the difference, and it's been my experience as a copywriter that gaining strong
metrics is easier when you work with companies with sophisticated marketing

And what if you don't have any metrics you can use in your
value proposition?

Simply use your Unique Selling Proposition (USP) for
now, being sure to state not only what sets you apart from your competition, but
what it means to the client. (Your benefit statement, what you mean to the
client, is the most important
part of your USP.)

So whatever work you
do ,
and whoever you do it for, one of your primary concerns is getting your hands on
the results of your work. I put it right into my fee agreement so the client
can't blow me off later when I come asking for results data and work

Here's what's worked well for me for years, and I encourage you
to add it to your own contractfee agreement:

"In order to promote my
business it is essential that I receive samples of my work as well as any
information on the performance of the work. Your sharing of samples, response
rates, and any other measurement data is very important, and you understand that
I may use these samples in the promotion of my business. Tha.

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