Charging too little. New freelancers, especially, undervalue themselves and charge less than they’re worth. That’s OK if you’re just breaking into the business, and don’t have any previous work or reputation to point to. But once you’ve got some stellar work under your belt, don’t be afraid to ask what you’re worth, otherwise you are selling yourself short. And you’ll be working too much just to pay the bills. (See this article for more.) How to avoid: It’s good to find out what the market avergage is, and charge a little more. This tells clients that you’re good. A good way to do the math is to figure out how much you want to make, and how many hours you realistically plan to work. Then charge based on those numbers.
Lack of preliminary research. This is research before making your pitch, not before completing the assignment. Often a freelancer will contact a potential client and make a pitch, without really understanding the client or his needs, and without knowing how this project will add value to the client. This approach will get you very little business. How to avoid: Research the client thoroughly before making contact. The Internet is a great way to do that, of course. Know what the client does, the client’s market, what the client’s goals are (in general), and figure out how you can help the client meet those goals. How will you add value? Direct your pitch at those issues.
Choosing the wrong clients. The client-freelancer relationship is an important one, and there are many issues that can make a client the wrong client, or the right client, for you. Those include the market they’re in, they’re working style, how difficult they are, how likely they are to pay your rate, how much work they require, their ability to pay on time without hassle, and more. If you choose the wrong client, you will make less money, be unhappy, and work more. How to avoid: Select clients carefully. Again, research them, talk to other freelancers who’ve worked for them. When contacting a client, think of it as a two-way interview — they are trying to decide if you’re right for them, but you should also be trying to decide if they are right for you. Do your first assignment or three on a trial basis, to see how things work out. Every now and then, evaluate your clients to see if they’re worth the trouble.
Getting too personal. It’s good to be friendly with a client, but keep it professional. You don’t want to be best friends. You shouldn’t be too formal, either, but if you become personal, two things could happen: 1) one of you could get hurt or angry at the other based on a business decision; or 2) the client might think you’re unprofessional. Either one is bad for business. How to avoid: Start any correspondence on a formal basis, and then get friendlier depending on how the client handles communication. Don’t be afraid to be friendly, but at the same time, don’t go beyond business, and don’t cross the line into unprofessionalism.
Letting off steam. If there is a problem with a client, some freelancers have a tendency to vent their frustration — at the client. For example, if an editor decides not to run my article, I might show my frustration and displeasure in a very angry way. This is bad. It will harm your professional reputation, both with this client and with future clients. And it will lead to decreased business over time, if you continue this mistake. How to avoid: If there is a problem with a client, and you are angry or frustrated, do not communicate right away. Let your steam off some other way, through talking to a friend, through exercise, through eating a carton of ice cream. But don’t do it at your client, or anyone else in your professional world. Bite your tongue. Then, when you’ve calmed down, communicate with your client in a non-emotional, professional manner — preferably in a positive way, but clearly, so that future problems can be avoided.
Not proposing a follow-up idea. Often a freelancer will complete an assignment, and then move on to an assignment with another client. Perhaps the freelancer hopes that the assignment that he completed was so amazing, the client will be knocking down his door the next day. Unfortunately, that often doesn’t happen. If you don’t provide the basis of future business, you might not see it. How to avoid: when you complete an assignment, propose a follow-up idea for future work. If you don’t hear back, follow up.
Not having multiple income streams. Relying on one or two clients is always a bad idea. If your main client drops you, or reduces his freelancer budget, or goes out of business, you’re out of luck. And now you can’t pay your bills. How to avoid: Always have multiple income streams. You might start with one freelance client (we all do in the beginning), but don’t rely on that as your primary source of income until you’ve added more clients. And if you can get other sources of income streams (a full- or part-time job, another business, your spouse’s income, advertising on a blog, selling a product, Amway), you should work hard to do so. It will make your income much more stable and reliable.
Allowing yourself to slack. Let’s face it: some days, we don’t feel like working. And that’s fine, if we plan for that flexibility, and make up for it on other days. But too many days of slacking, and soon you aren’t getting any income. And you’re missing deadlines. Not good. How to avoid: It’s fine to give yourself flexibility, so that you can work when you feel productive, but if you have deadlines to meet, don’t let yourself slack off. Push yourself to meet the deadline, and work in bursts to motivate yourself.
Failing to be yourself. Often we take work because we need the income, but it doesn’t align with who we are. And we feel awful about it, and slowly we begin to hate ourselves. Until we no longer want to do the work. How to avoid: Seek, from the beginning, to find work that aligns with your values, that allows you to be who you are. Being fake and dishonest, to others and to yourself, gets you nowhere. Be sincere in your interactions with others, and don’t be afraid to say no to stuff that doesn’t fit who you are. Always strive to find work you love.