How To Find Freelance Clients

Episode Summary

Executive Summary: The episode explains practical ways freelancers/contractors can find quality clients, emphasizing that the best work comes from relationships, visibility, and demonstrated expertise rather than job boards alone. Wes and Scott share tactics like networking with developers, managers, entrepreneurs, and VCs, speaking and teaching publicly, blogging/open source/YouTube, staying visible in Slack and social channels, and using select outreach methods such as SEO, Upwork, and local listings—while stressing client screening and relationship maintenance.

Main Topics: Relationships as the best source of clients: The hosts argue that referrals and personal connections produce the highest-paying, best-fit freelance work. They recommend building ties with other developers, project/office managers, entrepreneurs, VCs, and past employers, since these people often know when contract help is needed. Displaying expertise publicly: They explain that speaking at meetups, teaching workshops, contributing to open source, blogging, and creating YouTube content all build trust and make it easier for clients to see competence before hiring. Visibility and clear availability: The episode emphasizes that being known is not enough—you must clearly signal that you are available for freelance work through social posts, Slack communities, personal websites, and direct asks for referrals. Other client-finding tactics: The hosts discuss supplemental channels like SEO, keyword-targeted service pages, phone numbers on websites, Upwork/job boards, and local business listings as ways to capture inbound leads, especially when starting out. Maintaining relationships after projects: They stress consistent follow-up, gratitude, and referral asks after work ends, using examples like a realtor sending cards and gift cards to stay top-of-mind and generate repeat referrals. Pricing and client quality: They note that higher rates often correlate with better clients, and that strong screening is essential for channels like Craigslist and Upwork, where bad-fit work can be common.

Key Arguments: The best freelance gigs are rarely posted publicly; they usually come through relationships and referrals. Other developers are valuable connectors because they are often first to hear about projects needing extra help. Project managers, office managers, and agency staff frequently control or influence contract hiring decisions. Entrepreneurs and venture capitalists can generate work because they constantly need build help for startups and portfolio companies. Public teaching and speaking demonstrate expertise and create trust that leads to client inquiries. Open source contributions and helpful forum participation can function as proof of skill even without a public speaking profile. A visible online presence only works if you clearly state that you are available for hire. SEO and specific technology keywords can attract leads, but they may also bring unqualified inquiries. Craigslist and similar boards can produce good jobs, but they require strong client screening and tolerance for noise. Maintaining post-project relationships through thoughtful follow-up and gifts increases repeat business and referrals.

Data Points: Hourly rate: $150 USD/hour - Wes says he was charging this by the end of his successful contracting career. Conference volunteer benefit: Free conference ticket and often hotel - Volunteering at conferences can offset the cost of attending and create networking access. Typical meetup size: 20–50 people - Scott describes smaller meetups as a low-stakes way to practice speaking and gain visibility. Large meetup size: 150–200 people - He notes this as about the maximum size of a large meetup he has attended. Open source contributor visibility: Contributor listing/profile photo - They mention that open source work often gets your name and face displayed on the repo. Website performance review rate: A couple hundred dollars per hour - Wes describes expert review work (e.g., performance/accessibility audits) as high-value consulting. Craigslist client quality ratio: About 1 good client for every 20 awful clients - Wes warns that Craigslist can yield excellent clients but often comes with many bad leads. Referral gift cost: $70–$100 per person - Wes sent hoodies to 50–60 people who helped him significantly that year. Alternative referral gift: $20 Starbucks gift card - Mentioned as a lower-cost but effective way to stay memorable with contacts. YouTube visibility: 100,000 followers - Wes says his YouTube channel's size impressed interviewers and brought in work. Google Drive scan: Multi-page PDFs - Scott describes scanning multiple pages via Google Drive's mobile app, using the plus button to add pages. Tax bill example: $700 ambulance bill - Scott shares a current insurance/medical paperwork example requiring scanned documents.

Pivotal Quotes: "There is so many different ways to find freelance clients." — Wes: Used to counter the myth that there is only one correct strategy for finding work. "The best paying stuff, the best, the most, the funnest gigs that you get, they're never posted to a job board or something like that, because they are all done through a relationship." — Wes: Core argument in the relationships section. "It's not if the rug will get pulled, it's when the rug will get pulled." — Wes: Warns against building a freelance business too heavily on third-party platforms.

Implications: Freelancers should prioritize trust-building, public proof of skill, and ongoing relationship maintenance over dependence on job boards. The most durable business comes from being visible, useful, and memorable to a network that can refer work repeatedly.