SURVIVAL OF

THE FITTEST
The Ultimate Guide for Freelancers
Essential advice to help you build
and grow your freelance career
Introduction
With remote work on the rise, more and more jobs are
being outsourced to freelancers and so called “9-to-5” jobs
are quickly becoming a thing of the past.

As a result, professionals worldwide are beginning to

choose freelancing as their preferred lifestyle thanks to
the flexibility, healthy work-life balance, attractive earning
potential and freedom it provides. Freelancers are able
to set their own hours, choose what they’d like to work
on as well as who to work with. Indeed, with today’s rising
popularity of remote work, competition within the gig-
economy is expected to soar.

So, are you ready to embrace the freelance revolution and

build yourself the solo career you’ve always wanted?

This Ultimate Guide for Freelancers, inspired by

Jon Younger in Payoneer’s video series, ‘The Freelancer
Lounge’, aims to equip you with the tools and advice you
need to thrive and survive, because well, it’s a bit of a jungle
out there!

So, let’s dive straight into the tactics and strategies that will
help you build a sustainable freelance career and lead you
on the road to success.

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Table of Contents

How to Build Your Freelance Brand 03

Making the Most out of Freelance Platforms to Find Work 04

How to Go About Pricing as a Rookie 05

How to Make the Shift from Part-Time to Full-Time Freelancing 06

How to Succeed as a Freelancer Even During a Pandemic 07

’How to Deal with ‘Clients from Hell 08

How to Work with Clients in Different Time Zones 09

Best Practices for Landing High-Paying Clients 10

How to Effectively Raise Your Rates with Existing Clients 11

The Future of Freelancing & The Most In-Demand Skills for 2021 12

Summary 13

Connecting the World of Freelancing 14

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How to Build Your Freelance
Brand
What’s great about today’s digital world is that freelancers can work
from anywhere in the world with anyone, no matter where they're
based, and freelance platforms help to do just that.

01 Define Your Business

As a starting point, ask yourself, how do I define my business?

Sometimes the way you may portray your business to others doesn’t
always reflect the way you want others to see it. Be clear about what
type of service you offer.

02 Determine Your Superpower

What specific quality do you have that makes you stand out? Perhaps
you offer a more affordable rate, you work quicker than others or
you’re able to provide superb quality. Whatever it may be, make sure
that you’re guaranteeing something others can’t.

03 Deliver

Your brand is a sort of promise to a client, so whatever you’re

proposing as a brand, make sure you deliver. Live up to what you
offer clients and you’ll establish a healthy relationship with them in
no time.

04 Watch Competitors

Watch what’s going on in your area of specialization and keep an eye

out for your competitors so that you stay ahead and in the know.

05 Take Advantage of Opportunities to Help Promote Your Brand

Are your existing clients and potential prospects joining webinars or

virtual summits where you can network with them and promote your
brand? If yes, then make sure you’re also attending.
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Making the Most out of Freelance
Platforms to Find Work
What’s great about today’s digital world is that freelancers can work from
anywhere in the world with anyone, no matter where they’re based, and
freelance platforms help to do just that.

Three great ways to maximize today’s freelance platforms are:

01 Understand the Difference Among Platforms

You may already be seeking work on popular platforms like Upwork, Fiverr, or
Freelancer.com as these are some of the larger freelance marketplaces, but because
they are home to millions of freelancers, the competition is tighter. If you want to
stand out on these sites, you’re going to need to work extremely hard to get noticed.
Instead, consider joining moderately-sized freelance marketplaces that focus on
your niche. Chances are, you’ll receive more attention on these types of platforms.

To see the 'big picture' of today's global freelance landscape, click here.

02 Select Your Platform Carefully

Do your homework and research! Connect with your network and ask a range of
people who have been working with the platform so you can get a bigger picture.
Also, ask yourself if you want to work with a platform that requires you to be more
independent or do you want to work with a platform that acts as a community in
which others can help you and in return, you bring your ideas and help others.

03 Help the Platform Work for You

Build a network and a reputation outside of the platform where those who
are seeking freelancers on the platform will know who you are. Be clear and
transparent about what you offer.

Do you own freelance skills that are in demand? Promote all of the skills you own
so that prospects don’t miss anything when looking at your profile. You should
also consider “hunting in packs”. This means working with other freelancers who
are interested in finding work together. You never know where your next gig could
come from.
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How to Go About Pricing
as a Rookie
Whether you’re a freelance software developer, graphic designer or content
writer, rookie freelancers all have one challenge in common and that’s
knowing how to put a price tag on their services.

That’s why it’s critical that you know how to establish a good pricing model at
the very beginning.

01 Do Your Homework
Research what your peers are charging as well as how they’re charging
their rates. Start with your network and colleagues and even ask for some
feedback and suggestions from existing clients.

02 Assess What You’re Charging For

Whether you’ve decided to charge by the hour, the project or the outcome,
factor in additional elements such as the fee, the amount of time it will take
to complete the task as well any equipment you may need to rent or borrow
in order to get the job done.

03 Set Your Rate

Set your rate in conjunction with connections you know well and trust such as
colleagues or peers that are working on the same freelance platforms as you.

04 Pay Attention to Pricing Feedback

Charge what you think is fair but also factor in the homework you did on what
your competition is doing, that way you can avoid constant negotiations.

05 Revisit Your Experiences

Take the time to review and analyze your experiences with existing clients. It’s
recommended that you revisit your wins, losses and the feedback received
from clients every six to twelve months and adjust accordingly.
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How to Make the Shift from 02
Part-Time to Full-Time Freelancing
If you’re currently earning extra income on the side while working your day job,
and are thinking about taking the leap to full-time, there are some important
things to consider.
01 Earn Enough to Live
Will you be able to make enough to survive if you go full-time? One way to assess
this is to try and determine if you are satisfied with your current salary. If you’re
satisfied with what you currently earn then do the following: take your current salary
and cut it in half, and then cut it in half once more. Then ask yourself if you’d be
able to survive with what’s left of that salary, as that is likely to be the amount you’re
earning when you switch to full-time freelancing.
If you believe that based on the client base you currently maintain you’re able to
generate enough income to survive, then go for it! If not, you may want to continue
to take on side gigs for the time being.
03
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Define Your Purpose as a Full-time Freelancer
Not only is it important to know if you can make enough income as a full-time
freelancer, it’s also important to know what you’d like to achieve as a full-time
freelancer. Do you see yourself as:
1. Solopreneur – A professional who enjoys working in their field solo and is not
looking to expand their business.
2. Future Entrepreneur – A freelancer who aims to build a larger organization or
business in order to generate more income.
3. Side-gigger – Those who prefer to make their side gigs permanent and truly
enjoy working on side projects, all while keeping their day job.
4. Passionistas – Freelancers who are extremely passionate about their work and
expertise and work either part-time or full-time.
5. Part-Time Freelancers – Those who aspire to receive more full-time work as a
freelancer.
Do Your Homework
Talk to your current clients and connections within your network and try to get a
sense of whether the time is right to shift to full-time. Do you already have a strong
client base? Will you be able to apply your expertise and skills full-time? These are all
important things to ask yourself and consider.
Keep in Mind Key Pitfalls
Make sure that your finances are stable enough to make the leap and never depend
on one single client. Instead, make sure you have a client base that is wide enough
in case one of them falls through with projects or tasks. Have a plan and don’t just
hope for work to come your way.
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 03 Use the Right Platforms
How to Succeed as a Freelancer There is a plethora of freelance platforms out there, some are focused on

Even During a Pandemic
As a result of the COVID-19 pandemic, many freelancers have experienced
hardships and setbacks. Given that there are close to 59 million freelancers
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in the U.S. alone and about 1.1 billion in the world, the competition for work,
especially during the current crisis, is extremely high.
So, what can you do to hold on?
specific areas like software development, and some target a more general
audience of freelancers. Are you on the platforms that offer broader gigs or
on the ones that focus solely on your niche?
Take Advantage of Your Network
Don’t underestimate your freelance network. It can be a great source for new
opportunities. Reach out to existing clients, join groups on social media and
connect with fellow freelancers who may be able to connect you with clients
seeking your skills and do the same for them. You’ll be surprised at how much
your own generosity can help you in the long term.

01 Freelance in Areas That Pay Well

05 Learn New Skills During Free Time
Unfortunately, not all freelance incomes are equal and depending on the
Use your downtime to enhance your current skills or learn new ones. Don’t
field you specialize in, you may want to reconsider learning new skills that
just focus on what you already know how to do. Instead, focus on new areas
pay more. For example, if you currently freelance in the areas of hospitality
that can offer you even more opportunities. Add new skills to your resume
or events, you are probably finding it tough to earn income as the pandemic
that could potentially attract more clients and a higher salary.
caused these areas to mostly shut down.

Consider making the transition to another area of work, one that can offer
a more attractive salary. Freelance work in areas such as consulting, web
development, coding, and graphic design are all in very high demand for 2021.

02 Be More Creative

Think about additional ways to create more opportunity by rethinking how

you’ve defined your area of expertise. Instead of searching for short-term gigs,
try looking for long-term gigs which will eventually leave you more financially
satisfied. For example, if you’re a HR consultant, consider the possibility of
regular part-time work.

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How to Deal with
‘Clients from Hell’
Whether or not you like it, difficult clients are everywhere, and you’ll
want to do anything to avoid them. It can be extremely disappointing
when a client becomes hard to please after hiring you for your skills and
expertise and yet, nothing appears to meet their approval.
Types of Difficult Clients
Inconsiderate Clients
Don’t consider the impact of their choices and actions on you
and your freelance business.
Indecisive Clients
Constantly change their minds and can’t seem to decide on when
to start or complete a project.
Unsatisfied Clients
Give you a hard time when it comes to getting the project approved
and demand more work but are unwilling to increase your pay.
How to Handle Clients from Hell
01 Avoid the Problem
Always try and prevent a situation in which you are arguing with your client
about getting paid. Before taking on any project, always make sure that you
and your client are 100% aligned on the contract and expectations. Never start
working on a task/project and be writing up the contract at the same time.
02 Define the Relationship
Clear communication between you and your client is the key to a successful and
professional relationship. Talk to them and discuss what you both believe is a
successful and efficient working relationship. Often, difficult behavior derives
from miscommunication or a missed expectation between the two of you.
03 Ask for Feedback
From time to time, ask your client how you’ve been doing and if they feel that
you’ve met their expectations so far. This type of open communication will lead
to more trust between both parties, creating a win-win situation.
04 Solve Problems in a Collaborative Way
When it comes to challenging scenarios between you and your client (e.g.
disagreement on final outcome, expectations, etc.) find a way to work together
and develop a solution. Talk things out and share your thoughts on how things
are going as well as the best way to move forward that is fair for both parties.
05 Get Help from Peers
Before jumping to a conclusion or acting, try to speak with your fellow
freelancers or colleagues and ask them what they believe would be the best
way to go about handling these types of clients.
06 When All Fails, Walk Away
If you still can’t seem to please your client, then unfortunately you’ll have to
consider letting them go. Yes, it’s going to be tough and can even impact your
freelance income, but your work conditions matter. If you feel that you are
constantly stuck and no longer know what to do, then it’s time to walk away.
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How to Work with Clients in
Different Time Zones
Working with clients in different time zones can offer many benefits. For
example, when you’re a few hours ahead, you’ll get to enjoy “quiet time”
when no one else has clocked in yet, meaning, you can get a lot more
done. On the other hand, it can also be pretty challenging!
The 6 things that matter most to your clients are.
Your commitment to their project.
You’ll be able to meet the deadline.
You’re making steady progress towards their
expectations.
You’re solving problems and applying agreed
changes on a timely basis.
You’re meeting the budget.
You’re available when they need to reach you
without much hassle.
To work effectively with global clients, make sure of the following:
01 Be Easy to Deal With
Set consistent times to follow up with your client and don’t keep changing
the time to get together with them for a chat. Try to make their lives easier by
setting up a reliable schedule that can be helpful for both you and your client.
Always look to create a win-win situation!
02 Discuss Any Concerns on a Call
Reassure them of your commitment to the project and the importance of
getting it done and discuss the progress that has already been made. Also,
remind them of where you stand with the current budget along with making
changes that were previously discussed. Address the topics, if any, that are
important to discuss and let them know when the next scheduled call should
be and where your progress should stand by then. Finally, be clear on when
you’ll be available and when you won’t and explain why.
03 Be Mindful of Cultural Differences
Be aware of your client’s cultural characteristics and you’ll avoid making any
embarrassing remarks. Remember, the rules may not always be the same in
both your country and your client’s. You should also take into consideration
holidays they may be observing and don’t mistakenly set up a meeting during a
holiday that they may have taken time off for.
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Best Practices for Landing
High-Paying Clients
Struggling to earn the big bucks? Whether you’re a freelance graphic
designer, programmer or content writer, finding quality clients that will
pay you what you’re worth can be challenging.
Types of High-Paying Clients
Those That Pay Higher Rates for Higher Quality
These are generally larger companies that are able to spend more on
freelancers for quality service.
Those Who Struggle to Find the Right Freelancer
Clients who are willing to pay more to ensure they have the right person
for their project.
Those with Urgent Needs
Clients who need something to be done urgently and have no problem
paying more.
Those Who Ask for Rare Skills & Experience
Clients looking for hard-to-find skills and are willing to pay more.
Those Who Need Risky Work Done
Clients who need to do something risky and will pay more to get this kind
of work done.
Steps to Land High Paying Clients
01
Be Visible on Social Media
Showcase your skills and expertise on social media because that’s where
clients are looking as well. Build a presence on platforms like LinkedIn where
many organizations and those who have the budget to pay more are seeking
top talent like yourself.
02 Use the Right Platforms
Make yourself visible on platforms that are specific to your work. For example,
if you’re a freelance software engineer you should be offering your services
on platforms that focus on this area and where potential clients are seeking
freelancers within this field.
03 Make Your Expertise Known to the World
Are you sharing your expertise, knowledge, and skills to a large enough
audience? Share what you know via podcasts, webinars and even E-learning
platforms where you have the opportunity to teach those who are interested
in your field and possibly earn passive income from an additional channel.
04 Focus on Lucrative Specializations
Do you work in an area that doesn’t offer much pay? Consider switching over
to a field that can offer you a higher income. Research what the most in-
demand skills are and see if any of those areas interest you.
05 Take Advantage of Your Network
Your connections may be involved with people in specific industries or clients
who are seeking your talent. Make yourself available to them and offer your
help while they can also help you.
06 Work with Others
You are more likely to receive better paying gigs when you and others
collaborate to generate larger opportunities and look for clients together.
Instead of thinking about the hourly pay, think about the size of the project
and the opportunities that may come about from that.
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How to Effectively Raise Your Rates 04 Show Your Worth

Explain to your clients that you’re bringing up your rate due to what’s fair and

with Existing Clients that it’s totally acceptable for someone with your background, experience, and
expertise. It’s up to you to make them fully understand your position and what
you’re worth.
Raising your freelance rate is an important part of growing as a freelancer,
however, if you already have a well-established client base, it can be a bit tricky.
Before you go ahead and have the conversation with your clients, make sure that
you do your homework.
05 Choose Wisely

Be picky with which clients you want to raise rates with. Meaning, for more
marginal clients, who are typically the more loyal, you may want to increase
Here’s how to let your clients know about increases to your freelance rates. your rates only slightly, or not even increase them at all. For other clients that
typically seek your unique skills, you’ll for sure want to increase your rates.

01 Be Direct

Being straightforward is extremely important when working with clients and

it’s also the best approach to take when raising your rates. No need to send 06 Be Flexible

If some of your clients are struggling to accept the full increase, do your best
them a long email or text message about the fact that you want to charge
to be flexible and even offer them more time until you make the change. For
more. Instead, set up a call and speak to them directly.
example, if they are not ready to pay you more, at least give them more time.
This way you don’t harm the relationship and lose them. Don’t ever make your

02 Give Enough Notice

Being straightforward is extremely important when working with clients and

client feel rushed.

it’s also the best approach to take when raising your rates. No need to send
them a long email or text message about the fact that you want to charge
more. Instead, set up a call and speak to them directly.

03 Explain What They’re Gaining

While you’re about to charge more for the same services, your client will want
to understand what they’ll gain from this increase. Be clear about what you’ll
be offering them in exchange for your new price and explain to your clients
how the increase will benefit them.more. Instead, set up a call and speak to
them directly.

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 Soft Skills
The Future of Freelancing & The
Most In-Demand Skills for 2021 It’s important that you future-proof not only your technical skills but also your
soft skills. We gain more work with our hard skills, but we could easily lose
As seen in our latest report, Freelancing in 2020, the current global opportunities if we lack some basic soft skills. Below are the most critical soft

pandemic has caused the gig-economy in both developed and emerging skills to own.

markets to skyrocket.

So, what does the future hold? Here are just some of the most in-
Project management
demand skills for 2021 that are needed to boost your freelancing career.

Hard Skills
Good communication skills

01 Artificial Intelligence - Artificial intelligence is slowly becoming more

mainstream and sooner or later, you’ll find that it will be replacing customer
support work that’s done by freelancers as well as customer success. In fact, Time management
a recent survey found that 70% of large organizations require workers to
have both automation and AI skills.

Emotional intelligence
02 Web-App Development - As businesses worldwide were forced to shut
down their stores as a result of COVID-19, many shifted to operating their
business solely online. With digital businesses on the rise, you should take
advantage of this and learn how to build and develop a professional site.
Collaboration

03 Cloud Computing - Cloud computing is another technical/hard skill that

many companies are seeking workers for. Having cloud technology expertise
has quickly become very essential for larger organizations so if you’re Problem solving
thinking of growing your skill set, then this is one that many are looking for.

04 Software Development - Software development skills have been on the list

for the most in-demand tech skills for quite some time now. Demand is also
growing faster than across most areas of IT due to the increasing number of
apps on the market.
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Summary

Whether you’re going part-time or full-time, working as a freelancer can

truly feel like you’re in the jungle. From knowing how to set your rate to
working with clients from different parts of the world, you’ll have to learn
how to work hard during every stage.

We hope you learned that freelancing is more than just gaining more
clients and earning more money, it’s about knowing how to express who
you are professionally to the world.

Now that you’ve gathered our best practices, you’ll be more than ready
to build the career you’ve always wanted.

Start small and you’ll end up with BIG results!

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 Connecting the World of Freelancing What sets Payoneer apart?

Get paid in multiple currencies by the world’s leading

Payoneer is the leading cross-border payments
freelance marketplaces and your global clients.
platform, designed to quickly and securely
Send payment requests to global clients and track your
connect freelancers, marketplaces and
payment until it arrives.
companies at low-cost.
Withdraw earnings to your local bank in more than 150
currencies or ATMs, pay contractors or spend online and
in-stores.

I’m a Freelancer I’m a Freelance Marketplace

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