How to Start a Ghostwriting Business from Scratch: A Beginner’s Guide

 Have you ever considered turning your writing skills into a business? Ghostwriting is one of the most lucrative freelance writing careers, with some writers earning thousands of dollars per month, working with high-profile clients. If you’re wondering how to get started, this guide will show you how to launch a ghostwriting business from scratch.

Photo by Microsoft Edge on Unsplash

In 2016, I was sitting in my small apartment, looking at my savings account, realizing I had less than 60 days of runway left. I had just quit my job as a copywriter at a marketing agency, where I was making around $50,000 per year. It wasn’t that I hated my job, but I had gotten a taste of what was possible online after making my first $5,000 from a viral Quora post that I turned into an eBook called Skinny to Shredded. That moment showed me the power of writing online.

I wanted more freedom, more control over my time, and the chance to work with clients I was truly passionate about. And after several months of thinking about it, I took the leap into ghostwriting. Little did I know that in just 30 days, I’d hit $20,000 in monthly revenue. And by 18 months in, my ghostwriting business had grown into a six-figure operation, bringing in over $180,000 per month.

If I were to start my ghostwriting business from scratch today, here’s exactly what I would do. Let’s dive into the step-by-step process to get you from where you are now to running a successful ghostwriting business, even if you’ve never had a paying client before.

Step 1: Become a Master of ONE Thing

When most writers start out, they try to do everything. Ghostwriting for blogs, eBooks, newsletters, social media posts — you name it, they try to write it. But here’s the problem: This is exhausting, inefficient, and ultimately a recipe for burnout.

In the early stages, you need to hyper-focus on one niche, one type of writing, and one type of client. Trying to do everything will only scatter your energy and dilute your expertise. Let me give you a clearer idea of what I mean:

1. Pick one type of client. Let’s say you want to ghostwrite for startup founders or CEOs in the tech industry.
2. Pick one type of writing. Maybe you’re passionate about thought leadership articles or helping these founders craft newsletters that build their personal brands.
3. Pick one problem to solve. These founders might struggle with consistent, high-quality content that resonates with their audience. You can be the person who solves that problem.

Once you’ve chosen your niche, your entire focus should be on becoming the go-to expert in that area. This means deep-diving into industry knowledge, studying the best practices, and staying on top of trends.

Here’s where the magic happens: To improve, start a newsletter or a blog specifically for your niche. Let’s say you want to ghostwrite newsletters for tech founders. Start your own newsletter about the latest trends in tech and marketing. Post on LinkedIn or X (formerly Twitter) about what you’re learning. By practicing in public, you not only refine your skills but also start building your credibility.

Step 2: Work for Free (But Be Smart About It)

Now, I know what you’re thinking. “Why would I work for free when I want to build a business that makes money?” The truth is, when you’re starting, your first goal is to prove you can get results. Not for yourself — but for your future clients.

When I first started, I offered my services for free to a handful of clients. I wasn’t worried about not getting paid because I knew this would lead to testimonials, case studies, and proof that I could solve problems for people in my niche.

Here’s how you can do it:

1. Make a list of ideal clients you want to work with. For instance, if you want to work with startup founders, start listing out fractional CMOs or tech CEOs.
2. Cold pitch them by offering free consulting. Instead of sending generic DMs like, “Do you need a ghostwriter?” (which rarely works), research their business, identify a problem they’re facing, and offer advice on how they can solve it.
3. Offer to help for free on a small project. For example, ghostwrite a blog post or draft a newsletter. In return, ask for a testimonial and permission to use the work in your portfolio.

Working for free helps you build a portfolio quickly and creates momentum. You’ll have a clear value proposition, examples of your work, and people willing to vouch for your skills.

Step 3: Charge Based on the Results, Not Hours or Words

Once you’ve done a few free projects and started building a reputation, it’s time to start charging for your services. But here’s the trap many new ghostwriters fall into: They charge based on hours or words.

You are not selling your time, and you’re definitely not selling a certain number of words. What clients care about are the results you deliver. Here’s what I mean:

• If a client hires you to write a sales page, they don’t care how many hours it takes you. They care about whether that sales page converts visitors into buyers.
• If a client hires you to write thought-leadership articles, they’re looking for content that elevates their personal brand and attracts opportunities.

This is why I never recommend charging by the hour or per word. When you do that, you’re placing the value on your time, not on the results you can achieve.

Here’s a quick tip: If your client is a consultant who charges $500 an hour for their services, that’s a good benchmark for how much they value their time. If your work saves them time or helps them generate more revenue, you can price your services in line with that value.

It might feel uncomfortable at first, but you need to get comfortable charging for the outcome, not the effort. That’s where the real money is.

Step 4: Turn Your First Client Into a Second (and Third)

The hardest part of any business is getting that first client. But once you’ve delivered results, the easiest way to grow your business is through referrals.

After I worked with my first few clients, I immediately asked them for introductions. Here’s the thing: If you’ve done a great job and solved their problem, they’ll be more than happy to connect you with others in their network who need your help.

You don’t have to make it awkward, either. A simple, “I’m passionate about ghostwriting, and I’m looking to help more people in your industry. Do you know anyone who might need similar services?” works wonders.

Referrals come with built-in trust, which makes it 10x easier to land new clients without having to pitch cold all the time.

Step 5: Sell, Don’t Wait for Clients to Come to You

One of the biggest mistakes new ghostwriters make is sitting back and waiting for clients to come knocking. That’s not how it works.

Even after you’ve landed a few clients, you need to stay proactive. The key to scaling your ghostwriting business is constantly selling your services. This could mean:

• Cold emailing or DMing potential clients
• Networking through your existing clients and contacts
• Pitching yourself to people on social media

But here’s the kicker: Don’t make it a hard sell. People don’t buy ghostwriting services — they buy results, transformation, and outcomes. When you’re pitching, focus on how you can save them time, grow their business, or solve their content problems.

As I grew my ghostwriting business, I became laser-focused on the outcomes I could deliver, not just the writing. And that’s what my clients were willing to pay for.

Step 6: Scale Without Burning Out

Once your ghostwriting business starts growing, it’s tempting to take on as many clients as possible. But instead of adding more clients and burning yourself out, focus on scaling smartly.

Here’s how you do it:

1. Trim mediocre clients. Working with ideal clients saves you time and energy. Don’t be afraid to let go of those who drain you.
2. Raise your prices. As your expertise grows, so should your rates. Keep raising your prices, and if lower-paying clients aren’t willing to pay, let them go.
3. Productize your knowledge. Once you’ve built a strong client base, consider creating products like courses, eBooks, or coaching services. This helps you generate passive income while freeing up your time.
4. Transition from clients to products. Over time, aim to replace client revenue with product revenue. This way, you maintain flexibility and scalability without burning out from too many client projects.

Final Thoughts: Take the Leap

Building a successful ghostwriting business is challenging, but incredibly rewarding. Focus on mastering one niche, proving your value through free projects, charging based on results, and continuously selling your services. If you follow this roadmap, you’ll not only grow your business but also create the financial freedom and flexibility that so many freelance writers dream of.

Ready to start? Take action today — reach out to potential clients, start practicing publicly, and watch your ghostwriting business take off.