How to Get High-Ticket Clients as a Freelancer
Wondering how to get high-ticket clients and increase your freelance income? Finding good clients, especially well-paying ones, is one of the biggest hurdles many freelancers face.
In today’s post, we’ll share some insights that will help you land high-ticket clients – whether you’re a freelancing newbie or a freelancing veteran. We’ll explore:
- Ways that freelancers typically find clients
- What high-ticket clients are
- The benefits of working with high-ticket clients
- How to find high-ticket clients
How to Find Freelance Clients
Before we uncover the secrets to securing high-ticket clients, it’s worth recapping some of the traditional avenues for finding clients as a freelancer. Common ways to find freelance clients include:
- Using general online job boards (e.g., Indeed, Totaljobs)
- Signing up for dedicated freelance marketplaces (e.g., Fiverr, Upwork)
- Searching specific company websites for opportunities
- Attending in-person events (e.g., networking events, conferences, job fairs)
- Joining freelance societies
- Sending cold emails to potential employers
According to a survey by Virtual Vocations, 62% of freelancers land clients through networking and referrals from professional contacts, 34% through professional social networking sites like LinkedIn, and 28% through job boards and freelance platforms.
As you can see, there’s no one-size-fits-all route to finding clients. Different strokes for different folks!
What Is a High-Ticket Client?
A high-ticket client is a client who is willing to pay more for your services because they truly value your work. They may be looking for someone with specific industry expertise or experience. Or they could want someone who will take the time to understand their needs and tailor their services accordingly. Either way, these types of clients are willing to pay a premium to achieve their goals.
If you are trying to make more money as a freelancer, high-ticket clients are the way to go.
Benefits of Working with High-Ticket Clients
There are many benefits to working with high-ticket clients. As well as valuing your unique knowledge and expertise, they tend to have more flexible budgets – meaning they’ll prioritize quality work over keeping costs low.
High-ticket clients are also more likely to have a larger team to support you throughout the project. You’re less likely to be left waiting around for feedback or answers to your questions. And, in theory, less likely to be left waiting for your payment at the end of the project.
Plus, once you work with one high-ticket client, you’re more likely to attract another. Think of it as social proof!
How to Find High-Ticket Clients
Now that you know what high-ticket clients are and the benefits of working with them, how do you go about finding them? Next, we’ll share some tips for finding and securing such clients.
1. Know Thyself
Many new freelancers suffer from imposter syndrome and doubt their self-worth due to their lack of experience. Whatever stage you are at in your career, it’s important to know your strengths and worth. Knowing what you bring to the table and how you add value to your client’s business is essential.
Here are a few reflective questions to consider as you build your client base:
1. What are my strengths and weaknesses?
2. What is my target market, and what are they looking for?
3. What can I offer potential clients that no one else can?
4. How will clients benefit from my expertise?
Keep your answers to these questions in mind when promoting your services and communicating with potential clients.
2. Build a Portfolio
To convince high-ticket clients to choose you, you’ll need to show them what you can do. Creating an impressive portfolio is essential, as it allows you to showcase your best work and set yourself apart from the competition.
If you already have a professional website, you should include your portfolio alongside details of the services you offer. Alternatively, you could create a standalone online portfolio using one of the many available portfolio hosting sites for freelancers.
We suggest including the following in your portfolio:
- An “About You” section highlighting your passion for your work
- Details on the services you provide
- Your qualifications and achievements
- Your contact details
- Samples of your work
- Testimonials from previous happy clients
When it comes to choosing samples of your work, make sure they’re relevant and tailored to your target market. Quality is more important than quantity here, so don’t worry if you don’t have many samples to begin with.
If you’re just starting out, consider creating your own sample pieces. Let’s say you’re a new freelance content writer – your writing portfolio could include example blog posts or speculative pieces. As a freelance proofreader, you could ask friends and family if they need any help with proofreading. Then, with permission, use the documents they give you as work samples for your proofreading portfolio.
3. Focus on Value Rather than Price
High-ticket clients value your expertise. So, rather than focusing on the cost of your services, draw attention to the value you can add. The best way to secure high-ticket clients is to present them with a compelling offer that they cannot resist. This is your unique value proposition (UVP). To create your UVP, ask yourself:
- What has previously worked, or not worked, for the client?
- How will my services help the client solve their problems?
- What will my client achieve by using my services?
- How are my services different from that of my competitors?
- Why should a client hire me?
Consider an example of a freelance interior designer working with a high-ticket client who has recently purchased a city-center condo. The client wants to rent the condo out on Airbnb and needs help selecting the right furniture and décor. They have another condo in the same city, which is mainly rented by people traveling for business.
First, the interior designer might look at reviews submitted for the client’s existing condo. What is working well, or not so well, there? Then, they might conduct research into other city-center Airbnbs that are popular with business visitors. What are their key features and amenities?
Once they have this information, they can begin to craft their UVP. They might highlight their:
- Previous experience sourcing stylish, practical furniture for smaller spaces
- Unique insights as a freelance professional who often travels for work (and needs a space that is optimized for both work and leisure)
- End-to-end service and focus on a stress-free experience
- Ability to source materials and connect the client with highly recommended electricians, plumbers, decorators, etc.
4. Focus on a Particular Niche
One way to reduce competition with other freelancers and increase your earning potential is to choose a niche. Rather than covering a broad base, you position yourself as an expert in a specific area.
Let’s say that you are a freelance travel advisor. Branding yourself as a travel advisor specializing in solo travel – rather than a general travel counselor – gives you a specific target market to focus on. You can build your expertise in that area and tailor your pitches toward solo travelers navigating the unique challenges of traveling alone.
Focusing on a particular niche distinguishes you from competitors who lack your specialized knowledge and skill set.
5. Networking
One cannot ignore the importance of networking, especially as a freelancer! According to LinkedIn, 80% of professionals believe networking is crucial to their career success. And, as we mentioned above, 62% of freelancers report that they find clients through networking and contact referrals.
Here are some ways to start networking:
- Attend in-person networking events (try finding ones related to your niche or industry).
- Utilize the power of your LinkedIn profile.
- Turn to your favorite social media platforms, such as Instagram or TikTok.
- Join relevant online groups and forums catered to freelancers.
- Reach out to companies of interest via cold calling.
- Ask friends and family if they know anyone who might need your services.
- Strike up conversations with strangers (be sure to have your business cards on hand).
Becoming A Freelancer
Are you a new or aspiring freelancer looking for some extra guidance? Consider our comprehensive Becoming A Freelancer course. It’s the ultimate guide to setting up a freelancing business from scratch. You’ll learn how to set up your business, find prospective clients, and so much more! Sign up for free lessons to start learning today.
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