And how thinking like an employee stops you from getting premium clients
When you start freelancing, it’s easy to carry over old habits from traditional employment. You’re used to trading time for money, following someone else’s lead, and waiting for permission to take action. But here’s the truth: a successful freelancer doesn’t think like an employee. They think like a business owner.
I know this firsthand. When I left traditional employment to go freelance, I found it difficult to set my own value. I had spent years being told what my work was worth, so determining my own rates felt uncomfortable. I also struggled to set boundaries because I was used to pleasing employers. The shift wasn’t easy—but it was necessary. And once I made it, I started attracting higher-paying, more premium clients.
If you want to build a sustainable, profitable freelancing career, shifting your mindset is key. Here’s how.
1. Stop charging hourly rates
Employees get paid for their time. Business owners get paid for the value they provide. Premium clients don’t want to micromanage your hours—they want results. When you charge hourly, clients see you as an interchangeable worker, not a strategic partner. Instead, price your services based on the value and outcomes you deliver. Project-based pricing, retainer contracts, and value-based pricing position you as an expert rather than a hired hand. And premium clients? They’re willing to pay for expertise.
2. Set boundaries like a business owner
Employees have bosses who dictate their schedules, but as a freelance business owner, you get to decide. That means setting clear boundaries on your availability, communication expectations, and project scope. If you don’t, clients will assume you’re always available—which the clients you want don’t expect. They respect professionals who have structured processes and policies.
I used to struggle with this because I felt like I had to say yes to everything—but I quickly realized that without boundaries, freelancing becomes just another job with too many bosses. Protect your time and energy by establishing policies and sticking to them.
3. Choose your clients (don’t let them choose you)
In a traditional job, you work with whoever your employer assigns to you. But as a freelancer, you decide who you work with. Saying yes to every project, especially low-paying or high-stress ones, keeps you stuck in survival mode. Instead, be selective. Work with high-paying freelance clients who respect your expertise, pay well, and align with your goals. Premium clients want specialists, not generalists. When I stopped taking on clients who didn’t value my work, my business transformed—and my income grew.
4. Market yourself with confidence
Employees rely on their company to bring in work, but successful freelancers need to attract clients themselves. That means investing time in freelance marketing—whether that’s LinkedIn, networking, content creation, or outreach. You’re not “just a freelancer”—you’re a freelance professional offering a valuable service. Premium clients don’t just appear—you need to position yourself to attract them. For me, getting comfortable with marketing was a game-changer. Instead of waiting for work to come to me, I learned how to showcase my expertise, build authority, and connect with the right people.
5. Think long-term, not invoice to invoice
Employees think about their next paycheque. Business owners think about growth, sustainability, and scaling. Instead of scrambling for the next gig, build a consistent freelance income stream. That could mean creating long-term client relationships, building recurring revenue through retainers, or adding passive income for freelancers. Once I started focusing on stability instead of one-off projects, freelancing felt less like a hustle and more like a real business. And clients trust and pay more for freelancers who project stability and expertise.
The bottom line
If you left a job you hate and want to thrive as a freelancer and attract premium clients, you have to stop thinking like an employee. I’ve been there—I know how hard the transition can be. But shifting your mindset, taking control of your business, and positioning yourself as a successful freelancer will help you build something truly sustainable. When you do, freelancing becomes more than just work—it becomes a rewarding, highly profitable career on your terms.
Ready to land more premium clients?
The key to higher rates, better clients, and being a successful freelancer starts with how you position yourself. Want help with your freelance marketing and pricing strategy? Sign up for my Happy Freelancing newsletter for expert insights and strategies to help you level up your business.