Posted in Business, Freelancer, Client,
We all know client budgets are tight right now.
And yet, some freelancers consistently win higher-value projects than others. This got us thinking at The Work Crowd —what really sets them apart? From my experience, I wanted to share some insights that might help you secure bigger-budget clients and high-value work.
To do that, we recently hosted a LinkedIn Live to explore how freelancers can land high-value projects and market themselves better for both retained and ad-hoc work.
Here are our top discussion takeaways:
Before discussing pricing or deliverables, you need to establish why a brand should invest in you. High-value clients want to see the impact you bring, not just a list of services. To position yourself effectively:
Be specific about what sets you apart.
Clients don’t just need services; they need solutions. Research their challenges and frame your pitch around how you can solve them.
You’re not just a freelancer; you’re an expert. Rather than simply listing your services, ask the right questions to understand their needs and demonstrate how you can add value.
Address their specific challenges, outline how you can help them achieve their goals, and showcase relevant experience that proves your ability to deliver results.
If you haven’t worked with a client before, they may be hesitant to commit to a long-term arrangement right away. Many prefer to start with a shorter-term campaign to assess the impact of your work before making a bigger commitment.
However, by taking a consultative approach, you can position yourself for longer-term opportunities from the outset.
Campaign-based projects allow brands to test the waters and understand the value of working with you. Use these opportunities to:
Once you’ve established trust and proven your value, you can position yourself as a long-term strategic partner. Highlight the benefits of:
A retained freelancer ensures ongoing brand positioning, sustained media engagement, and the ability to proactively manage opportunities and risks.
Long-term involvement strengthens messaging and strategy, reducing the need for brands to keep briefing new freelancers.
Retained work often provides better long-term value than piecemeal projects. You can also offer incentives, such as a reduced rate for longer-term commitments.
When pitching for retained work, make sure clients understand the advantages — not just in terms of cost savings, but in achieving strategic goals with ongoing, proactive support.
Your time is valuable, but what truly matters to a client is the outcome. Instead of charging purely by the hour or day, consider:
Tie pricing to results, such as media coverage, audience reach, lead generation, or brand positioning. We can link to this article we did which is a write up of this event.
Build in bonuses for exceeding key KPIs. This encourages long-term investment from clients.
Winning the project is just the start. To keep clients engaged long-term:
As a freelancer, you’re not limited to working alone. Brands often need integrated solutions, and you can provide them by:
This positions you as a high-value strategic partner rather than just a solo freelancer.
Approach every pitch with confidence — clients are looking for problem-solvers, not just service providers. Show them why working with you is an investment in their success, and you’ll land the high-value, long-term work you’re aiming for.
To discuss your freelancing journey, or any of the takeaways detailed above, get in touch directly.