How to Attract High-Value Freelance Clients Without Really Trying

My “3-step” breakdown

Last week, Kate messaged me on Udemy about my technical SEO course.

It was a lovely surprise! 😊

I responded back, but I wasn’t expecting it to go anywhere:

To Kate’s credit, she did email back.

I found this waiting in my inbox:

“If you can help in any way please let me know as I know it could make a big difference, thanks 😊”

Naturally, I checked out her website and LinkedIn.

No profile picture wasn’t the best sign…

… but her email was polite and detailed, so I spent time crafting my response.

And I’m glad I did!

(More on this shortly.)

I went through her website and identified things she could improve. Also, the “major keyword” she mentioned in her email had a monthly search volume of zero.

I started typing a response and pulled screenshots from Google. Pretty quickly, I realised my email was getting way too long.

Like Lord-of-the-rings-trilogy long.

So I opened up my screen recorder, plugged in my Blue Yeti mic, and recorded two videos.

I got carried away. I’d finished my tasks for the day, so I had some time on my hands. The videos ended up being around 30 minutes of content!

I uploaded the videos to my Google Drive so I could share them with Kate:

Finally, I sent off this email:

And that was that. My good deed for the day.

I wasn’t expecting to hear back, although I hoped she might respond with a thank you.

But did she?

You bet she did — and more!

“[…] if you have capacity to help with our content we could work with you potentially?”

She liked my videos and wondered if we could work together in the future 🙌

So this, my friend, is how I attract freelance clients without really trying.

Okay, so clearly, I am actually trying

Making a course isn’t easy.

Providing solutions isn’t easy.

Talking about a topic for 30 minutes isn’t easy.

However, I enjoy this stuff, and it doesn’t feel like work — at least compared to my old job.

Working an okay job and getting pulled into pointless meetings with zero incentive to do better?

Now that’s work.

So what are the steps to attracting freelance clients without really trying?

The “3-step” breakdown

Step #1: Hone your skill

I worked in SEO for four years.

And since the pandemic, SEO professionals have been in high demand. Companies are throwing themselves online.

I use my SEO skills when writing content for clients. More often than not, I can get their websites onto the first page of Google for their target keywords.

I’ve also published 200+ articles here on Medium. This means I can let my portfolio do the talking.

So choose a skill and put in the work.

There is no shortcut.

Step #2: Create an online course

Think you need to spend money to make an online course?

Think again.

Eve Arnold has shown you can make a “no-thrills” course for free that actually sells.

It’s a template I followed to make my latest online course. I recorded the videos with Loom, embedded them on Notion, and gave it away on Gumroad:

It’s helping me gather new email subscribers, and all the money I make is going to WWF 🐼

A few kind souls even paid for the free course:

I’ve also got courses on Udemy, Skillshare, and Zero To Mastery.

Whichever route you choose, the important thing is to give, give, give.

You open the door to unexpected opportunities.

Step #3: Act like you don’t need the money

So many people claim you must quit your job and go all-in on your passion.

I’m not one of these people. In fact, I recommend working a 9–5 or part-time job while writing on the side. You don’t want to sour your hobby by depending on it to survive — at least not in the beginning.

Susan Cain agrees:

“You will hear stories of people who risked everything to achieve this or that goal…

“But I do not believe your best creative work is done when you’re stressed out… Just the opposite.

“You should set up your life so that it is as comfortable and happy as possible… It should accommodate your creative work.”

I took the slow route to freelance writing.

I spent 11 months working part-time (3 days a week) whilst building my client base. And I only jacked in this part-time SEO manager job when I felt ready.

Patience is your friend.

So here were my conditions before I quit my job:

1. 12 months of savings in the bank
2. At least one steady client
3. Replace my monthly 9–5 income with the money I make online (freelancing, blogging, online courses, and affiliates)
4. A proven process to land high-value clients
5. I tested that I like freelance work by doing it on the days I wasn’t working my part-time job

And whilst you’re doing this, tell people that you’re open to opportunities.

Just don’t expect anything.

Another example

Earlier this week, I had lunch with a potential new client.

This happened because of an email intro:

My friend’s friend wanted to learn more about selling online courses, so I briefly shared my experience.

She then invited me to join her for lunch:

We chatted about all sorts of stuff, and I returned from our lunch feeling invigorated! I love speaking with go-getters.

She also floated the idea of us working together.

After lunch, I made a bunch of notes on my phone as I waited for my train. Later, I summarised the key points from our meeting and sent them over email:

And again, I’m not expecting this to happen, but I suspect we’ll end up working together in the future.

Takeaways

Just to repeat, you’ve got to put in some work to attract clients. They won’t come banging at your door for no good reason.

However, create courses, share ideas, and open the door to opportunities. You just never know what will happen.

And attracting clients is way more fun than applying for jobs! 😊

Want to ditch the 9–5? Get my free 19-page blueprint: Everything I Did to Quit My 9–5 Job & Transition Into Profitable, Sustainable Solopreneuring