Freelancing: How I found clients, part 1

Original Article ↗ Hacker News Discussion ↗

Overall reaction to the article

  • Some readers liked the concrete, “how”‑focused advice (resume polish, avoiding holidays, setting up scheduling, clearly stating what you do), especially the small, actionable details.
  • Others were disappointed that a post titled “How I found clients” (part 1) doesn’t yet explain where clients come from; they feel the key “marketing” content is deferred to later parts.

How freelancers actually find clients

  • Common paths mentioned:
    • Personal network: friends, ex‑colleagues, meetups, being ready with a one‑line “I help X do Y” pitch.
    • Content and authority: blogs, books, conference talks, open‑source tools, free data services, academic papers.
    • Word of mouth and referrals, especially from other consultants who hand off work.
    • Platforms: mixed experiences with Upwork (some past success, now more noise and AI spam), some use LinkedIn.
  • Several argue cold email is low‑yield and demoralizing; long‑term network and visibility are seen as the real “lead engine.”
  • For non‑technical clients, authority markers (e.g., “I wrote the book on X”) and clear outcomes help, but many admit most of their work still comes via technical contacts.

Rates, geography, and client quality

  • Strong interest in concrete compensation numbers; some note it’s easy to get low‑rate work, hard to reach dev‑shop rates.
  • Experiences from low‑cost countries:
    • Even minimum‑wage‑level USD rates can be life‑changing, but work is unstable and platforms take large cuts.
    • Western clients tend to be skeptical, so a strong portfolio, good frontend work, and not pricing “too cheap” are recommended.
  • Multiple people say higher‑paying clients are easier, more respectful, and that “cheap clients are the worst.”
  • Debate around “undercharging”: some think recognized experts charging ~€110/hr are leaving a lot on the table; others prioritize modest income plus enjoyment over maximization.

Freelancing vs employment

  • Pro‑freelance points: no middle management/HR, more control over hours, scope, and pricing; can avoid corporate politics; multiple clients can feel more secure than one employer.
  • Pro‑employment points: predictable pay, paid time off and sick leave, no chasing invoices, sales, or lead‑generation responsibilities.
  • Several emphasize that freelancing has feast‑and‑famine cycles and requires discipline, sales skills, and risk tolerance; it’s “not for everyone.”

Pricing models and owning outcomes

  • Many recommend avoiding pure hourly billing where possible:
    • Fixed‑price projects, productized services, or retainers plus support are common.
    • Some structure work around clear business outcomes (e.g., lead targets) to command higher fees, though scoping is hard when outcomes depend on client orgs.
  • A recurring theme: fixed‑fee is best when doing repeatable work you can get very efficient at; the first few iterations may be unprofitable, later ones become lucrative.
  • Example shared of highly leveraged work: build a tool once, then charge ongoing flat fees for data or scheduled jobs (cron‑driven services).

Resumes, portfolios, and positioning

  • Split views on resumes:
    • Some consultants never use one; clients care more about examples, testimonials, and clear promises than employment history.
    • Others, especially working with larger companies, are routinely asked for a resume and go through near‑employee‑like interviews due to past “fake seniors.”
  • Discussion on “use numbers in resumes”:
    • One side values quantification as clear evidence of impact.
    • Others feel generic performance metrics (“made API 10x faster”) now smell like AI‑generated boilerplate and matter less than business‑level results.
  • Advice for those in developing countries: strong visual portfolio, avoid “ugly” work, be employed while freelancing on the side, target Western partners/shops, and don’t signal desperation with ultra‑low rates.

Tools and presentation details

  • Scheduling:
    • Some praise Calendly; others prefer cal.com for better UX, free tier, and lower no‑show rates. Self‑hosting cal.com is reported as powerful but painful to set up.
  • Content style:
    • One commenter finds emoji bullets off‑putting; another likes the added color.
  • Website UX:
    • A brief complaint about the article’s layout (custom index, hidden scrollbar) making desktop feel like a mobile UI.

Side gigs, scope, and lifestyle choices

  • Several people do freelancing as a side business in the low five figures:
    • Clients often come from users of their tools, papers, or data services.
    • Flat‑rate offerings and modest hourly rates are used intentionally; some are happy treating it as a “paid hobby” that e.g. pays off a mortgage rather than a maximized business.
  • Others argue that if your work is business‑critical, you should charge far more and avoid “charity to businesses,” while a counter‑view defends intentionally modest pricing when aligned with personal values or client impact.