Freelancers: Build Your Confidence, Grow Your Billing

Freelance creatives often ask how they can grow their billing. How can they earn more money for their work? They would like to submit higher estimates but lack the confidence to do so.

So, how do you build confidence to increase your billing? Let's have a look.

Experience Builds Confidence, Creates Passion

Confidence comes from learning to do things well and then doing them over and over again. That's true for writing, designing, programming… any creative pursuit.

Once you master a skill, your confidence increases. That, in turn, creates a passion for that process.

How do you apply that in business?

Build Confidence by Developing an Expertise Niche

Decide what you’re offering the marketplace and then focus on that niche. You might not find it in the beginning, but as you work, you’ll be attracted to some aspects of your work. You like doing it, you get good at it, and you become confident in your recommendations.

For example, after working in several e-commerce applications, you may realize that you most enjoy configuring and optimizing Shopify apps. You keep up with the apps, you have your favorites, and you know how to make them deliver for your clients.

You get better and faster at it and can charge more for your expertise. Word-of-mouth amplifies your reputation, and soon, clients are coming to you. You’re an expert and confident in your recommendations.

Confidence Lets You Work Your Way Up the Value Chain

Once you’re confident and an expert in your niche, you'll start working with better clients. Ones that appreciate good work, are professional in how they work, and pay well.

But it may take some effort to find these clients. Don’t just wait for them to knock on your door. Look around, make a list of companies you'd like to work for and start your outreach. Social media such as LinkedIn and Twitter are great places to grow your profile.

Your confidence will allow you to contact new clients as a potential partner in their success.

Want to know what you should be looking for in an ideal client? I wrote about finding the best clients for freelancers in this blog post.

Confidence Means You Can Expand Your Niche

Yes, you should define a niche for yourself, but you’ll also want to push the boundaries. One thing will lead to another.

For example, I did a lot of writing for energy utilities. I got good at it, and worked for many of them simultaneously (they didn’t compete).

What's similar to utilities? Government clients. Both are regulated, dealing with many market segments within the population, often speaking in a similar tone and voice.

I applied for and got my agency on the government preferred vendors list. Soon, we were doing a lot of writing and designing for government clients. It was a natural expansion for us. (Learn about the value of getting on preferred vendor lists here.)

Think about your clients. If you’ve developed a niche, how can you expand it?

Volunteering Builds Confidence in Different Ways

Another personal story. A friend talked me into joining a board of a not-for-profit agency. I’d never done anything like that before. He said they could use my communications expertise.

Four years later—I’m president of the board! It was time to learn fast, learn as you go.

I ran the board meetings. I helped with funding proposals. I met with government funders. I had done none of these things before.

But in fact, it was similar to what I did at my agency. I’d run meetings, created estimates, and met the marketing heads of big clients.

Volunteering brought me into a new environment and helped me expand my knowledge. And that, again, builds confidence.

How Do You Show Confidence?

People, especially prospective clients, can sense confidence. It’s not arrogance, but there is an ease in the conversation. If you’re confident, you know how to handle questions. You can lead discussions, you’re comfortable asking clients questions.

You’re not there as a servant. Confidence gives you the support you need to present yourself as a valued partner.

It’s your confidence that lets you form deeper relationships with clients and turn them into “business friends”. Master that trick and enjoy recurring business without having to constantly compete for it.

Important: confidence is also being able to walk away when it’s not right for you. You’re not desperate. If this opportunity doesn’t work out, you know that another one will come along soon.

A Professional Website Shows Confidence

Good design, crisp writing, a sensible user experience all show professional confidence. It’s not gimmicky, trying too hard to impress.

It’s there, stating your case, taking the visitor through your value propositions, letting them know you’d be a great partner to work with on their next project.

Your Portfolio Shows What League You Play In

Your portfolio is where your confidence can shine. It’s not just the names, but how you show off the projects.

Some portfolio tips:

Start and finish the portfolio with your biggest names. Put the rest in the middle.
Describe your projects along with the graphics. Include an overview, services you provided, results, awards.
Stay focused. Don’t have too many samples in your portfolio. No more than 10.
If you have the tech capabilities, create custom portfolios for every prospect. Pick the most relevant projects.

The Ultimate in Confidence: Client Testimonials

Imagine if your website was nothing but your portfolio and client testimonials (a bit far-fetched, I know). You wouldn't need to say anything because your clients said it all.

OK, you'll still want to do some explaining, but there is enormous power in having clients speaking on your behalf.

You may have to chase after testimonials, but it is worth the effort.

Teach While You Learn, Learn While You Teach

Once you’re confident in your practice, you’ll find yourself teaching, either officially or unofficially. For example, if you start an agency, you'll likely have junior staff that you’re mentoring and guiding in their work.

Or you may decide to create your own courses, write a book, teach at a college, or find other ways of transferring knowledge.

In all cases, you’re always learning as you’re teaching. As you gather expertise, you’re also gaining confidence. That increases your self-worth, which in turn influences what you can bill your clients.

Want to build your confidence quickly? Check out my book, How to Start a Successful Creative Agency. It’s the essential business guide for graphic designers, copywriters, filmmakers, photographers, and programmers.

With over 300 pages and 23 chapters, it’s available at Amazon (Paper & Kindle), Kobo (ebook), Apple Books (ebook), and Gumroad (PDF).

“The book was extremely clear and helpful – I've already put a lot of your advice into action and have started thinking about the future of the business – what’s my exit plan? When should I hire? All of the fun stuff!

Thanks so much again for writing the book.”

Bethan Vincent, Consultant

The book is packed with useful information to help creatives start and grow their business.

Want a free taste first?

Sure! Sign up below to get a free PDF of Chapter 14, Working With Clients.

Questions? On Twitter, I’m @StroteBook. DMs are always open. Ask away.