Table of Contents
How business writing changed my life
Start easy
Think big
Listen
Research
Write concisely and conversationally
Learn new formats
Get referrals and testimonials
Make your clients more money
Are you tired of low-paying writing assignments and ready to move into better-paying freelance work? About five years ago, I was in the same position. After spending 12 years as a staff journalist and freelancing for regional and national publications, I was doing reasonably well—but I wanted to earn more.
I had a vague idea that businesses paid well for copywriting, but I had no clue how the industry worked. I also had a longtime reporter’s bias against marketing content. To me, it felt like the “dark side” of writing. I couldn’t imagine myself producing business content.
Everything changed when I took on a small business writing project and realized something surprising: it was enjoyable, and the pay was excellent.
How business writing changed my life
That one project opened the door to an entirely new chapter in my career. In my first year working with a major business client, I earned enough to take my family of five on an Alaska cruise. I began to understand how successful freelance writers truly lived. Over the next few years, I worked with multiple Fortune 500 companies, enjoyed the work, and never felt like I had compromised my values. My rates rose quickly—from around $65 an hour to $95 an hour.
Here are the key lessons I learned about breaking into business writing.
Start easy
My first client was a small local startup I had previously covered as a reporter. Since I already understood their call-center software business, they hired me to write articles and blog posts. The work felt familiar because it resembled the articles I had been writing for magazines and trade publications. They provided sources, and each piece paid $700—far more than most editorial assignments.
Think big
My second client was a global insurance consultancy. I billed at least $2,000 a month with them for more than two years. My way in? My father worked in insurance, so I had basic knowledge of the industry. They were thrilled to find a writer who understood the difference between term and whole life insurance. You don’t need decades of experience to move into higher-paying work. Once you have a few samples, pitch companies in industries you understand, and pursue larger clients confidently.
Listen
Instead of worrying about what I didn’t know about copywriting, I focused on listening carefully. When clients requested something unfamiliar, I said yes, asked detailed questions, and took thorough notes. I wanted to know why they needed the project, who the audience was, and what message mattered most. Their answers provided exactly what I needed to deliver content in their voice and style.
Research
Many beginners assume they must create polished copy out of whatever limited information the client provides. In reality, great copy comes from strong research. I interviewed additional team members, talked to customers, studied competing websites, and reviewed industry reports. That extra effort—sometimes only an hour or two—led to more nuanced, effective content.
Write concisely and conversationally
Companies hire professional writers because they struggle to simplify their own ideas. They often know too much about their products and tend to write stiff, overly technical content. Your job is to make the message clear and accessible. Use contractions, shorten your sentences, and get straight to the point. Clients appreciate writing that sounds human and natural.
Learn new formats
Once you’ve proven yourself with blog posts or website content, look for opportunities to take on higher-value projects. Companies often trust writers they already know and will give you a chance to create new types of marketing materials. This is how I wrote my first white paper, case study, special report, and press release. Strong performance on smaller jobs leads to bigger assignments.
Get referrals and testimonials
When you land a business client, make it public. Request a testimonial for your website and LinkedIn profile, and ask whether they’d be willing to refer you to colleagues. Word-of-mouth is one of the most effective ways to grow a freelance writing business.
Make your clients more money
It’s worth noting that I built my business writing career primarily on informational content—not traditional persuasive copy. If you’re skilled at sales copywriting, your earning potential increases dramatically. Businesses may reduce marketing budgets during tough times, but they rarely eliminate content that directly drives revenue. Learning persuasive copywriting can unlock even higher levels of income.
