Learn how to put your best foot forward when you decide to start freelancing. This is easily our most common Freelance FAQ.
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Freelance FAQ: How do I start freelancing?
KAI
The basic answer is ‘find someone who wants to pay you money for a service you provide, then provide that service.
The longer answer is:
I started by picking a hobby-skill I had (wordpress development) and finding people who needed WordPress websites. Over time, I identified more valuable problems to focus on and updated my positioning, my target market, my expensive problem, and my service offerings.
But to start, create those ‘rolodex moments’ -- have a strong positioning statement (“I’m a THING who helps TARGET MARKET with EXPENSIVE PROBLEM”) and see what referrals and reaction you get.
BRYCE
What you need to start freelancing
All you really need to freelance is:
Selling and positioning your skill so that it appeals to clients -- and building a plan around that -- is the real secret to freelancing successfully. Typically, this is referred to as finding a niche, which is something a freelancer should do as soon as possible.
A niche reduces competition and increases specialization. Niche experts can earn more and they’re more attractive to clients with problems their niche experience helps solve. It provides direction and focus.
You’ll want to find some sort of niche ASAP. Here are a few questions to ask yourself to help:
Finding those first three good clients is the first barrier to overcome.
With those first clients (and future clients), you’ll want to:
After those first few client interactions, you should reassess your plan before moving forward. Is your skill offering value to clients? Did you enjoy working with these clients? Are there areas to improve?
If those first few client interactions went well and you want to do more work with them, pursue referrals, build case studies, and focus on refining your service as much as possible.
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You really can work from anywhere — and even on your own terms! Just make sure all your advice doesn't come from a clickbait headline.
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Freelance FAQ: How do you work remotely?
You work remotely (and effectively), by having four things:
When you know the work you need to do, have time blocked off for the work, have a space to do the work in, and have a means of communicating with the client that isn’t a distraction, you’re in the perfect spot to work remotely.
In terms of telling clients you work remotely, I’ve never had an issue with this. I’ve been consulting for 5+ years and every single project has been remote. No one has balked.
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Dealing with the isolation that comes with freelancing and the magnificent, life-changing power of saying no.
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Freelance FAQ: How do you deal with isolation when working from home?
It sucks. It really does. Getting over that hump takes a lot of work -- useful, doable work -- but work.
Freelance FAQ: How do you say no?
And if a client pushes back? Either they have a legitimate reason and information you don’t have (good!) or they’re incorrect and a bad client who you should fire.
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How do you specialize with a niche? Why do you specialize with a niche? A third question!?
This and more on this episode of the Clients From Hell podcast.
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How do I find my niche?
This question was originally submitted for the 'Feedback from the Inferno' segment. However, it's a common question, so we've elevated it to the Freelancer FAQ segment.
I don’t have much experience freelancing and I’m confused how to sell my services – what makes me unique?
I’m an illustrator, I started freelancing straight out of university, and I’ve only had a handful of jobs in roughly two years – I think this is because I spent a lot of time not knowing what I wanted to do or even how to do it but I’m starting to find a bit more focus now. I’ve started pushing myself towards children’s illustration with the hopes of getting work in publishing, greetings cards, stationary – maybe even the games industry.
My issue is this – I have no idea what my niche is. I used to think narrowing my field was good enough, but I was just listening to your “how to find work as a freelancer” podcast, and you mentioned the need to tell a client why they need you, and why you can do the work in a unique way.
The thing is, I don’t know how I can complete the work in a way that another illustrator couldn’t also do. I don’t have an impressive client list under my belt, and I don’t have a particularly unique workflow or style. I simply don’t know what I could say to a client that would make me stand out.
- A no-niche freelancer
Everyone feels this way at a certain point – in life and in freelancing. Do not stress about being unsure about your uniqueness quite yet. You may not even have the practical experience necessary to really know yourself and what you’re about.
I think it would be worthwhile for you to try and get some practical experience at an agency. It offers on-the-job experience; it can refine your skills, and it can teach you a lot about dealing with clients. It can also tell you a lot about yourself, what you value, and what separates you from the pack.
But, if you already have a day job, or if freelancing as an illustrator is your exclusive interest, that’s fine too.
The first thing you should focus on is what Neil Gaiman identified as the three reasons someone will work with a freelancer. The best part is, you only need to deliver on two of them:
After you manage two out of three on that, then you can start to hone in on that niche.
The more work you do, the more you’ll appreciate what kind of work you enjoy – and what kind you despise. The more work you do, the more you’ll come to appreciate what makes you, as a professional, unique and compelling. It doesn’t just happen. It’s a long, slow, and heavily involved process that can sneak up on you if you’re not paying attention.
I’m almost certain that the handful of clients you’ve had has resulted in an informative experience, if not a niche-defining one.
There are a few suggestions for finding that specific niche:
I’ll be honest: my niche has changed multiple time over the course of my career. It will almost certainly change again. I learned that I’m a flexible resource that completes work quickly, and I’m excellent at providing creative content. However, I’m not a huge fan of actually “selling” my work, nor did I always feel I had the chops to provide strategic consulting.
Having worked with clients of a few shapes, sizes, and industries, I figured I’d aim at smaller agencies that had issues with their copy (I looked at their website, job postings, etc.). A client taught me that most agencies of a certain size don’t have a staff writer (this is a pain point); they make due with somewhat-unreliable freelancers (another pain point) for this work.
I reached out directly to the CEO or head of hiring, showcased I did my research, and (POLITELY) brought these issues to their attention. I closed the letter by asking if I could chat with them for five minutes to get some advice regarding their industry. Almost every one said yes. People like being approached as experts, especially if you start by offering a little value first.
After taking these meetings, I ask my questions (see that point about researching your clients?). I close the meeting by thanking them for their time, and I state that, if they ever need help creating content, I was hungry for practical experience in the industry, and I’d even charge less than my usual rate. I also addressed those aforementioned pain points (e.g. I can come in a couple of times a week for in-person briefings and on-the-fly edits; I can commit x hours a week, so you’re always guaranteed a reliable resource, etc.)
Full disclosure: I don’t actually have a usual rate. I figured out what I wanted to make an hour and said it was half my usual rate.
TL;DR:
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How to get a client to pay you, how to get a testimonial from a client, and what to do when your work is stolen by another freelancer.
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Freelance FAQ: How do I ensure a client pays my invoice?
Always start with a deposit -- typically 50%. This guarantees your time and services. Before sending over the final project, ensure you collect the remaining 50% first.
Use a contract, and in it, stipulate that the intellectual property is yours and usage is illegal until payment in full is received.
Make it as easy as possible for the client to pay (e.g. Paypal, Stripe, Bonsai).
Automate reminders for the client to pay.
Until the client signs the contract and pays your deposit, do NOT start work.
As always, don’t give them any legitimate reasons not to pay you. Communicate, be on time, and produce quality work.
Clients who have issues paying at the start are likely to have issues paying you at the end of a project. Trust your gut in these instances.
As you get more experience, learn what to charge for, and what to offer as a free bonus.
Friendly emails and phone calls will cover you the vast majority of the time. The more direct the communication method, the harder it is to ignore.
Freelance FAQ: How do you get testimonials from clients?
Ask for one after a successful client engagement.
Reach out to past clients a few weeks or months down the line; see how the project is doing. While you have their ear, ask for a testimonial.
Make it as easy as possible for clients to give you a testimonial.
If a client reveals they’re dissatisfied with your work and they won’t give you a testimonial, don’t treat this as a loss. Follow up; ask about the issues they experienced with you and what you can do to improve.
Feedback from the Inferno: What do I do about another freelancer who stole my work?
(This segment originally premiered over at The Freelancers Union.)
I know you’ve addressed clients stealing work before, but I’m in a slightly different situation. Another photographer – one who I’ve never met – has one my pieces in his portfolio and he’s claiming himself as the creator.
What should I do? Do I have any recourse, or should I just let it go?
– A picture-perfect freelancer
No need to take the Elsa philosophy; there are three things you can do.
Start by writing a polite request for them to take down your work.
After that, you can file a DMCA takedown. Here’s a basic breakdown from the NPPA on how to do that. All you need to do is find the ISP hosting your image and draft your takedown notice.
Finally, you can hire a lawyer to send them a cease a desist. I wouldn’t recommend this one; it’s not going to be worth your time and effort, and attorneys – in addition to being expensive – tend to take cases like this one in very specific circumstances, e.g. if you’ve registered your photo before the infringement.
One thing you should not do is go straight to shaming the perpetrator online; take the high road before you consider the low one. It’s important to stick up for yourself and take necessary steps to protect your work, but it’s unlikely that this will in any way cost you work or somehow tarnish your reputation. Starting an online mob, however, has the potential to do both these things, so tread carefully.
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Bryce helps you decide whether your work is good before discussing the numerous skills a freelancer needs to succeed.
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Freelance FAQ: How do I know if I'm doing good work?
Freelancing can leave you feeling isolated; soliciting feedback and getting outside of your bubble is crucial.
Join online groups related to your craft.
Solicit feedback from past clients
Regularly produce work related to your craft.
Regularly try to improve your craft.
Stay up-to-date in your field
Freelance FAQ: How do you deal with being a jack of all trades?
Your focus should remain on your field or primary skill, but to succeed as a freelancer, you need to learn about business, marketing, and quite a few fields that overlap with your own.
The two best pieces of advice for needing to work outside of your specific skill set is this:
My advice for the two skillsets every freelancer needs are below:
Finally, if you have some affinity for it, educate yourself on fields that overlap with yours as soon as possible. This elevates the value of your primary skill while increasing your overall value.
You don’t need fancy tools or expensive courses to succeed, but you do need to invest the time. Specifically, you need to invest it wisely. Focus on skills that promise the biggest, most immediate returns, and work the rest out from there.
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A freelancer wonders what to do after his best client's best friend refuses to pay his invoice; Bryce offers advice for charging clients.
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Freelance FAQ: How should I charge my client?
The basic answer is, “if you want to earn X this year, you need to be making Y for every hour you work.”
Besides hourly, there are numerous ways to charge a client:
You should know your hourly rate even if you do not intend to charge by the hour. Your hourly rate informs all other forms of billing, typically as a bare minimum you need to be making.
Experience will teach you how you like to work, and how you like to work will influence the ideal way for you to bill your clients. Despite weekly billing having a higher potential income attached to it, monthly billing works better for my clients and me.
Feedback from the Inferno: My best client's best friend stiffed me – now what?
(This segment originally premiered over at The Freelancers Union.)
My biggest client referred his best friend to me. That friend stiffed me on my invoice. What can I do without ruining the 15+ year relationship I have with my client?
In a nutshell, my best and biggest client referred me to his close friend for some IT work. It came as an emergency. I did my best, and I got my client’s friend up and running again.
Over two visits, the friend accumulated $1600 worth of time within a few days. Both of his checks bounced. His business went bankrupt, and he claimed creditors to be relieved from, but I wasn’t one of them. I got his word he would pay me and that he appreciated the work I did for him.
Time went by. Nothing happened. I asked my client about his situation and from what I saw, my client was also one of the people his friend borrowed from. I’m unsure if he was someone he was relieved from.
When I asked my client if I should pursue it, he said I should drop it that I would probably never get the money back.
That $1600 isn’t chump change. With the economy like it is, I could sure use it. I don’t want to alienate my client, but it burns my ass that his friend got off, especially since he’s rich and lives in an exclusive neighborhood, nice cars, has another business which is flourishing, etc.
Additional context: the freelancer who wrote in has been in IT since 1994, and he started his business in 2004. There are no contracts involved in most of his work, as most of his clients have long and personal relationships with him – often spanning over a decade.
– A freelancer with a burnt butt
Honestly, it seems like you've already reached the conclusion on this: it's frustrating, but that money is likely gone. A lot of time has passed, and there was no contract in place. It's certainly possible there's a route you can take to regain that lost $1,600, but I don't see a way that's worth that amount of money – almost all of them will cost you in much more damaging ways.
I respect the crap out of the style of work you offer – close relationships, time-honed offerings, constant support – but it's a style where a contract-free experience should only be offered to proven and qualified clients. As you stated (this was in a separate email), it's the newer clients that take advantage of your stalwart offering.
I'd suggest taking a look at how you qualify these new clients and if there's a way to offer an expedited contract or down payment.
Here's how I deal with this: I have a simply-worded and short contract template that I use for clients I'm unsure about. I fill in the blanks with the client, and that ensures we're both on the same page regarding it (e.g. what results do they expect? what services do they need? who's my main contact? who's in charge of payment?).
My first meeting or two with the client is spent gaining an understanding of their issue, offering my solution, and engaging them for the work. My third meeting is a 5-45-minute engagement where we fill in those contract blanks and ensure we understand each other. I'm protected, my client is protected, and we’re both clear what I'll be doing with them. Plus, that contract-creating experience is my built-in client-qualification system.
I also suggest you check out the Freelance Isn’t Free act. I think you’ll be interested in supporting it.
Otherwise, I wish you the best with your future clients. I know a principled business (with such a remarkable pedigree) will do just fine in the long run, so my final piece of advice is this: don't sweat the crappy experiences. They seem to be few and far in-between.
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Questions? Episode ideas?
Talk to Clients From Hell or Bryce Bladon on Twitter. Or shoot us an email!
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