I built my company, Act360.ca, on the back of a succseeful freelancing career. While attending Georgia College's WBAN program here in Ontario, I noticed there were many freelance jobs posted on the school website. I applied for all of them, and to my surprise, I won all of them. That experience taught me that consistency, persistence, and simply showing up where the work is can make all the difference. For anyone starting today, I'd recommend finding those overlooked pockets of opportunity as they're often less crowded than the big platforms. Looking back at the start of my career when I began a freelance journey, my recommended strategy for gaining first clients would be to lean even harder into the opportunities right in front of you. When it comes to pricing, I suggest starting with project-based fees rather than hourly rates. During those early days, I found that project pricing made the value clearer to clients and gave me flexibility as I got faster and more skilled. I wouldn't advise working entirely for free, but I would offer an introductory discount in exchange for a testimonial or referral, because credibility is everything at the beginning. As for platforms like Upwork or Fiverr, the lesson I learned in college still applies: don't be generic. I stood out back then by tailoring each proposal to show that I understood the client's needs, not just that I had technical skills. Even now, the freelancers who win are the ones who bring specificity, reliability, and genuine interest in solving problems. Also, highlight testimonials and experience from outside of those platforms in your profile, be it from your website, Google Business, LinkedIn, or social media. This helps your profile truly stand out.
If I were starting over, I wouldn't sell my time at all. I'd sell results. The biggest mistake new freelancers make is pricing by the hour or even by the project. It forces the client to take a huge risk on you, an unknown quantity. Instead, I'd go to my first few potential clients with a pure performance offer. Something like, 'You only pay me a percentage of the revenue I generate' or 'You only pay for qualified leads'. This removes their risk and proves you have skin in the game. It's the fastest way to build a portfolio of actual business results, not just a list of completed tasks. This same logic applies to standing out on platforms like Upwork. Most profiles are just a list of skills. They read like a resume. To get noticed, your profile and your proposals need to read like a direct response ad. Don't talk about what you can do. Talk about the specific, measurable outcomes you can create for the client. Instead of 'I'm an expert in Facebook Ads', your headline should be 'I build profitable ad campaigns that acquire customers'. Frame everything around their ROI, and you'll immediately separate yourself from everyone else.
1. I have been working as a website designer and marketer for 15 years. In a field like this, you need to stack clients early in order to build a portfolio. Talk to friends, family, friends of friends who could need help with websites, marketing, logos etc. Build a portfolio of work and of reviews in order to build credibility with new clients. Social proof matters a lot with a freelance career. 2. In my particular field, I always advise pricing on a project basis. As you become more experienced and skilled, if you have decided to price projects hourly, you could end up hurting your bottom line. If you are growing as a professional, you are becoming better at your work and more efficient. Don't sell yourself short by pricing your services out per hour. 3. I recommend completely filling out all profiles. Include a picture of yourself! Clients won't trust an anonymous profile. They want to put a name with a face. Fill out any portfolio examples you can to give clients an idea of your work. When answering proposals, be as personal as you can. Read what they are requesting and tailor your response to meet their needs.
Starting my freelance journey, I'd focus on building credibility first by offering small, clearly defined projects to local businesses and friends' networks. Those early wins create real case studies and testimonials, which are far more powerful than cold outreach alone. For pricing, I'd start with project-based rates rather than hourly, even if lower than ideal, because it makes clients comfortable committing while letting me showcase results quickly. Offering free work only made sense in exchange for a testimonial or portfolio piece—it has to provide tangible long-term value. On platforms like Upwork or Fiverr, I found that specificity and clarity in your profile and proposals matter more than flashy claims. I'd highlight exact outcomes I can deliver, share brief examples, and tailor proposals to each client's problem. Consistency, responsiveness, and a focus on results make you memorable faster than just bidding on more jobs.