The two skill sets every freelancer needs

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Want to make a lot of money freelancing (like six-figures+ per year money)? Here are the two skill sets you need.

What’s in a freelancer?

There’s never been a better time to be a freelancer. Yet at the same time, competition is getting fierce.

Freelancers – and the freelance economy – is being talked about as a potentially permanent shift in the way we work.

Matt Mottola wrote a whole book about it – I reviewed it in PulseBlueprint and it’s worth a read.

But if you want to be a successful freelancer – the kind that regularly clears $5,000-$10,000 per month, simply being good at what you do isn’t enough.

You need two skill sets

Skill Set One: Your Craft

Are you a writer? Designer? Developer? Artist? Strategist?

Well, “whatever you are, be a good one.”

You need to be good at what you do because freelancing is fundamentally about execution and you need to know what you’re good at (that’s law #1 of the 50 Laws of Freelancing).

If you aren’t good at what you do, you’ll be the Emperor caught without clothes. No matter your connections or privilege, eventually you need to reckon with delivering something your clients actually want.

Skill Set Two: Sales

I know. Sales is gross. It sucks. Calls are painful.

Except: it doesn’t have to be this way.

I can say from personal experience – and working with dozens of companies (and taking even more sales calls), sales can be fun for you and for your prospects.

Because sales is fundamentally about three things:

  1. Understanding your prospect’s problems
  2. Communicating your work in their context
  3. Making it easy to say yes to you

Broken down into these three pillars, you leave so much room for humanity and fun. This isn’t a hard sell – it’s about figuring out if you can solve someone’s problem.

This simple method is how I went from $300 per month to over $20,000 as an independent freelancer. It’s also the foundational principle of the Freelance Sales Blueprint.

Sales is a sacred art and science, not of convincing someone to work with you, but of being genuine about solving their problem.

Because in the end, all entrepreneurs are problem solvers. And all freelancers are entrepreneurs.

Cultivating Both Skills

Wondering how to get this one-two punch?

Your craft:

  • Do your craft for yourself – write your own blog, design your own sites for fun, etc.
  • Volunteer your craft – there are so many deserving charities, nonprofits, and causes in the world (don’t give away free work to corporations).


  • Focus on problem solving – you want to diagnose your prospect’s problems and see if you are the solution.
  • Have a consistent process every call – not just a list of questions, an actual mental model that gets people to open up and share with you.

Let’s keep chatting!

Want to continue the conversation? Say hi on Twitter.

If you’d like to learn more about Freelance Sales Blueprint, you can book a FREE strategy session here to see if the course is right for you.