Starting my freelancing journey felt like diving into a pool without knowing how to swim. I made every mistake in the book—and then some. Over time, I learned that losing clients wasn’t about bad luck or a lack of skill. It was about repeating avoidable errors that pushed clients away. If you’re nodding along, you’re not alone. Let’s break down the five most common freelancing mistakes that cost you clients—and how to fix them.
1. Not Setting Clear Expectations
Picture this: You agree to a project, start working, and halfway through, the client says, “This isn’t what I wanted.” Ouch. That’s happened to me more times than I’d like to admit.
Why It’s a Problem
When expectations aren’t clear, you and your client might as well be speaking different languages. Maybe you thought the project was a quick blog post, but they expected a full SEO strategy. Or they assumed revisions were unlimited, while you thought they’d pay extra for edits. This mismatch leads to frustration, missed deadlines, and clients walking away.
How to Fix It
Start every project with a kickoff call or email. Ask questions like:
- What’s the goal of this project?
- What does “done” look like?
- How many revisions are included?
- Who’s responsible for what?
Document everything. Use tools like Trello or Asana to outline tasks and deadlines. I once had a client argue that a logo design should’ve included social media assets. Because I’d written down the scope in an email, I could point to it and say, “Let’s revisit this if you’d like to expand the project.” They apologized and paid for the extra work. Clarity saves relationships.
2. Undervaluing Your Work
Early on, I charged $10 for a blog post that took me three hours. I thought, “If I keep my rates low, clients will stick around.” Spoiler: They didn’t. They treated me like a discount service and vanished when they found someone cheaper.
Why It’s a Problem
Low rates attract clients who care more about price than quality. They’ll nickel-and-dime you, demand endless revisions, and ghost you when a “better deal” comes along. Worse, undervaluing yourself trains clients to disrespect your time.
How to Fix It
Research industry standards. Platforms like Glassdoor or Upwork’s rate tracker can show you what others charge. If you’re just starting, charge slightly below average—but never so low you resent the work. When a client balks at your rate, say, “I price my services based on the value I deliver. Let me know if you’d like to discuss a smaller project to start.”
I once had a client say, “Your rate is double what I wanted to spend.” I replied, “I understand. Let’s focus on the three most urgent tasks instead of the full project. This way, you stay within budget, and I can deliver quality results.” They agreed, and we built a long-term partnership.
3. Ignoring Boundaries
For months, I answered client emails at midnight and took calls during family dinners. I thought being “always available” would make me indispensable. Instead, clients started treating me like their 24/7 assistant. One even texted me at 2 a.m. to ask about a typo in a draft.
Why It’s a Problem
No boundaries = burned-out freelancer. Clients who message you at odd hours or demand instant replies will drain your energy and blur the line between work and life. Worse, they’ll take advantage of your flexibility.
How to Fix It
Set working hours and communicate them. Add a note to your email signature: “I respond to emails between 9 a.m. and 5 p.m. EST.” Use auto-replies to manage expectations. When a client asks for a weekend call, say, “I’m available Monday morning. Does 10 a.m. work?”
I once had a client push for a Sunday meeting. I replied, “I reserve weekends for family time, but I’ll prioritize your project first thing Monday.” They respected the boundary and later thanked me for my professionalism.
4. Skipping Contracts
My first freelance gig was a handshake deal. Big mistake. The client disappeared after I delivered the work, refusing to pay. I lost $500 and learned a hard lesson: Verbal agreements aren’t worth the paper they’re written on.
Why It’s a Problem
Without a contract, you’re at the client’s mercy. They can change terms, delay payments, or claim they never agreed to your rates. Contracts protect both parties and prevent “he said, she said” disasters. How to Fix It
Use a simple contract template. Include:
- Project scope
- Payment terms (e.g., 50% upfront)
- Deadlines
- Revision limits
- Cancellation policy
Tools like HelloPrenup or PandaDoc offer free templates. If a client hesitates to sign, say, “This protects both of us. Let me know if you have questions.” I’ve never had a client refuse once I explained it that way.
5. Working With the Wrong Clients
I once took a client who insisted on daily updates and micromanaged every comma. They criticized my work publicly and argued over every invoice. By the end, I dreaded opening their emails.
Why It’s a Problem
Toxic clients drain your time, energy, and joy. They’re rarely worth the money. Worse, they’ll give you a bad reputation if they badmouth you to others.
How to Fix It
Screen clients before agreeing to work together. Ask:
- What’s your budget?
- What’s your timeline?
- How do you prefer to communicate?
If they’re vague, pushy, or disrespectful during negotiations, run. Trust your gut. I now end calls with, “I’ll send over a proposal if I think we’re a good fit.” It’s saved me from disasters.
Final Thoughts
Freelancing is a marathon, not a sprint. Losing clients stings, but it’s often a sign to refine your process. Set clear expectations, charge what you’re worth, protect your time, use contracts, and choose clients wisely.
I still make mistakes, but these five fixes have transformed my business. Clients now respect my boundaries, pay on time, and refer others. You can’t control every client, but you can control how you work with them.
Ready to stop losing clients and start building a freelance career you love? Start with one change today. Your future self will thank you.