When a client hires you to do (well, whatever kind of freelancing you do), it seems on the surface that they are hiring you to complete that project. If you’re a freelance writer, it seems on the surface like they are hiring you to create content. If you’re a graphic designer, it seems on the surface like they are hiring you to create a graphic design. If you’re a web designer, it seems on the surface like they are hiring you to create a website.

But they’re not.

That might surprise you. After all, when someone asks you what you do, you probably answer “I’m a freelance writer” (or “I’m a freelance graphic designer” or whatever). And, when they look for you, they are looking for someone with your combination of skills and experience.

But what they are really looking for is a solution to their problem… and their problem ISN’T that they need freelance writing / graphic design / web design/etc.

They might need web traffic.

They might need to position themselves as experts in their field.

They might need something visual to help them brand themselves.

They might need a way for customers to interact with them online.

And, in order to solve this problem, they come to you for your services. But, in doing so, they’ve made an assumption: They need web traffic so they assume they need blogs so they assume they need a freelance writer. They need something visual to brand themselves so they assume they need a logo so they assume they need a graphic designer. They need a way for customers to interact with them online so they assume they need a website so they assume they need a website designer.

That’s a lot of assumptions. Now, I’m not here to talk about what they say about “assumptions” (wink), but I will say this: these assumptions spell opportunity for you as a freelancer. They spell opportunity because YOU are the industry expert they are hiring. This changes everything!

* When they come to you with a request for work, ask them what they are trying to accomplish by doing this. Then, think about whether their request is going to do it. Don’t be afraid to give your professional opinion, even if it means that you recommend yourself out of a job! In the short term, that doesn’t seem like a good idea but the client will be surprised and impressed that you are taking their project seriously and it can win you future work. (Think of it this way: If you take on the small job now, even if it doesn’t solve their problem, how do you think they will feel about you down the road when they need more work?)
* Whenever you do recommend something, back it up with advice and experience. Never say “it’s my professional opinion that your project won’t accomplish the goals you have” without adding “instead, I’d recommend [a different solution] and here’s why [based on your experience].”

Of course, this means something important: It means that you have the experience and the positioning to back it up. It means you can walk the walk and talk the talk. So, step one is deepen your expertise in the work you do AND on the problems you solve!