Freelancing FAQ

//Please note that this issue includes affiliate links, noted with a ‘*’//

I’m not bragging when I say I get tons of “pick your brain” requests from new and aspiring freelancers. I know I’m not the only one—my LinkedIn is flooded with posts from seasoned independents reminding new freelancers to “pay people for their time” and “come prepared with questions.” Yes, I co-sign all of these thoughts.

And while I love meeting other freelancers and potential collaborators, I simply can’t accept every virtual or IRL coffee request. I am running a business after all (more on that below) and time is the one commodity I can’t make more of.

In short, if I sent you this link in response to your coffee or Zoom request, it’s not you—it’s me. But, if you have a question about freelancing or navigating the complex world as an independent worker, I’ve got some answers for you.

But, before we dive in…

If we haven’t met yet, I’m Jamie Cox, brand strategist and founder based in Nashville, TN. I publish content all over the internet, but mostly here on Substack and on LinkedIn. Here are a few ways you can work with me:

• Book a brand workshop: I offer workshops for creative communities and high-performing teams.

• Pick my brain: Get feedback and move your brand forward with actionable brand consulting sessions. (See what I did there?)

• Build a brand: My 12-week brand intensive will help you build a brand so you can get off the marketing hamster wheel.

Hot Takes and Takeaways

There are so many things I want to shout from the rooftops about the world of independent work, but if you take nothing else from this list of FAQs, understand these items:

Differentiate by being reliable.

You’d be surprised how many folks just don’t respond to emails. Being reliable and responsive will help you build trust and referrals for your business and will help you become a highly respected and well-compensated independent consultant.

Pay attention to the big picture and the details.

Don’t be afraid to ask “why” to understand how your work fits into the bigger picture of your clients’ businesses. This big-picture, holistic thinking will help you become a reliable and indispensable partner who brings a fresh perspective to your clients. Note that some clients just want “the thing” and won’t want you to push back or ask questions. Personally, those aren’t my clients. That being said, I encourage you to examine your work style to understand if those clients are or are not a fit.

Be a valuable resource for clients and partners.

When someone chooses to work with me, they know they're getting more than just my service, but access to my brain and network (both invaluable in my humble opinion). After a contract ends, I make it clear that I’m always here to support clients—even if it’s just answering a “what do you think of…” question via email. Of course, charge for your time, and be careful you’re not giving, giving, giving without receiving at least a little! However, I believe being a trustworthy resource for your clients will pay dividends—in future work, referrals, and relationships.

Pay people for their time and energy.

This is the hill I will die on. If you expect to be paid for your time and expertise, pay people for theirs. And speaking of paying people for their time…did you find this FAQ helpful? If so, I’d greatly appreciate your support! Consider becoming a paid subscriber for just $7/month.

Say “no” more often.

I recently overheard two entry-level employees at an agency saying that they would go freelance, but it seems like you just have to say “yes” to everything. I rudely interrupted their conversation (sorry not sorry) to explain that there’s often more power in saying no.

I’ve found that my greatest sales tool is that one simple word. Some clients have said, “I knew you were a great fit because you told me the truth.” When you show people you have boundaries and *gasp* morals, it helps them understand your commitment to your work and the outcome—it also helps them uphold their boundaries (and respect yours) which is great for any relationship—working or otherwise.

Now for the answers to your questions!

Where do you find your clients?

This is the number one question I get from both experienced and new independent workers. Hell, I ask other folks this same question. And most people have a different answer.

My number one source of business is through referrals. This isn’t very helpful advice if you don’t have a strong network, but if you’re starting an independent business, it’s time to start investing in your connections.

Referrals don’t just come from my clients. Most of my referrals come from partners (whom I could choose to view as competition). Instead, I’ve kept my competition close and found ways for us to share work back and forth if a client doesn’t fit our skillset1.

Clients often refer me to their friends, colleagues, and even mothers (true story). In order to win these referrals, I’ve had to first become someone they can trust. I do this by delivering high-quality work, but I’ve also become known for my follow-through. I do what I say I’ll do and always set clear expectations.

Aside from being someone your clients want to refer, you have to tell them how to refer you. I have an entire off-boarding sequence set up for clients via Honeybook* that tells them more about my ideal client persona (ICP), the problems I’m great at solving, and how to connect me to their referral (via email, of course).

I also spend a lot of time online talking about the work I do and helping others figure out how branding impacts their own business. For me, that means showing up on LinkedIn to share actionable tips and spending time in various Slack communities sharing my two cents and providing feedback. For you, that might mean writing a Substack, creating TikTok content, or hosting webinars. This has helped build authority and—you guessed it—even more referrals. Because people who consume my content tell their friends who, wouldn’t you know it, are in the market for a brand strategist.

How did you get great at project management?

Am I really good at project management, or do I just hit deadlines because I set deadlines I can’t miss? I believe that being a great project manager starts with setting realistic expectations.

It doesn’t hurt that I’ve always been organized, but I learned about project management in my career as a marketing coordinator turned creative services manager turned creative director. Every project I worked on had a timeline, a team, and a budget, all of which required lots of attention. We adopted Asana in my old office and I got a big kick in the teeth trying to implement it across our organization. That experience opened my eyes to the processes that moved our business forward and helped me understand what worked and what didn’t.

I also just like to learn! I love poking around in a new project management tool (my current fave is ClickUp*) and building the processes that make work happen efficiently.

If you think you can skip project management (especially when you’re starting out) you’re wrong. You have to remember that you’re not “just” a designer, marketer, freelancer, or whatever you call yourself. You’re a business owner and your processes will help you deliver quality work consistently. This, in turn, will help you get more referrals, charge higher rates, and get more of the work you love doing.

How do you determine your rate?

I like to start this conversation by reminding you that you’re not just a freelancer, you’re a business owner. So price accordingly.

How you price your services depends on…well…your services. Are you selling a low-ticket item at volume? Are you selling a high-ticket item to a few clients a year? Understanding how much money you need to make to survive (and thrive), your expense ratio, and your audience’s spending threshold will help you find a rate that feels comfortable for both you and your clients.I always recommend pricing per project rather than pricing hourly, but still tracking time to understand how you’re using your time and if you’re being compensated accordingly. Pricing per project ensures you aren’t just trading time for money, but your expertise for quality work. This isn’t just for your benefit. Project-based pricing encourages you to prioritize delivering the best possible solution, rather than working with arbitrary time constraints. Plus, when a client knows the price and scope of work upfront, it eliminates surprise bills and scope creep. Don’t forget to include project management and client service time in your estimates! These are a not-so-secret time suck that can make or break a project budget.

Finally, don’t lose sight of your money. Set a date to review your expenses and income each month so you can understand what’s working and what isn’t.

What about taxes?

To no one’s surprise, I am not an accountant. But, my two cents (see what I did there?) are to stay organized throughout the year, hire a bookkeeper, and pay your quarterly taxes.

Personally, I have a monthly date with myself where I record expenses, upload receipts, and pay bills. I also divert a portion of my income to high-interest savings where it accrues a bit of interest while it patiently waits to get paid to the government each quarter.

If you need help staying organized, I recommend checking out Found*, a business banking platform that helps you divert money for different savings buckets—including taxes. They’ll even help you estimate your tax bill!

How do I get better at selling?

Bad news: part of running a business is selling—yourself, your services, and your vision. Selling doesn’t have to be gross—despite what the hundreds of cold-pitch LinkedIn DMs would have you believe. For more info on selling, I recommend tuning into Scope Creep’s How to Sell Yourself Without Selling Your Soul.

Is [insert item here] worth the investment?

I’ve been around the block a time or two, but I haven’t tried everything. So unfortunately, I can’t tell you what courses, coaches, memberships, or tools are “worth it.”2 That really depends on you, your business, and the way you learn. However, I can tell you what investments have made a big difference in my business:

My WeWork membership* has helped me be more productive and ultimately grow my business. I was skeptical of going to a co-working space because I know myself and know I love to talk. Hello, distractions! But, I’ve been able to find a community of other working folks who respect my boundaries and know when I’m working. My local WeWork even hosts a book club where we read everything from dystopian novels to business books. I switched to another co-working space earlier this year to save money and ultimately returned to WeWork because nothing beats the great community and amenities here.

I hired a lawyer to write my contracts. I’m not a lawyer (can you imagine?!) but I am a brand person. And I’m telling you that investing in great contracts and legal advice helps you build a trustworthy and reliable reputation. Hiring an attorney to write my contracts has been one of the best investments in my business. It gives me peace of mind knowing I’m covered. Bonus, my clients have even asked who my lawyer is because they love my contracts and some of the clauses I’ve included. Who knew that was a thing people could love?

How do you keep learning?

I realize this isn’t a question everyone’s asking, but for those of us who used to have an annual education stipend, you know how valuable it is to learn on someone else’s dime! I miss traveling twice a year for conferences and networking my way through rooms. I miss getting demos of the latest products and getting certified in all sorts of tools all on The Man’s corporate credit card. But, that’s the only thing I miss about corporate life.

I love to learn, so I make that a priority in my work. I talk to my competitors to learn more about their work and processes (plus I’m very giving with my own in return). I follow other strategists on social media to understand their inner workings and perspectives. All of this consumption can be overwhelming, but it’s a game-changer for my work.I try to evolve my work and process with each project just to try something new and figure out what works. Sometimes these changes are drastic—testing a new positioning framework, for example. And sometimes they’re simple—moving from Google Slides to Canva. Regardless of the change, they help me gain a fresh perspective and stay up-to-date on the tools that are shaping our work.

P.S. Did I miss your question on this list? Please drop a comment and I’ll keep this list updated!