When the Client Knows Best (Or Thinks They Do): Strategies for Freelancers to Assert Their Expertise

In the world of freelancing, the adage “the customer is always right” often rings true. Yet, what happens when a client’s unwavering conviction clashes with your professional expertise? This delicate dance between client satisfaction and asserting creative vision is a challenge freelancers frequently face.

Many freelancers have likely encountered clients resistant to new ideas, leading to potential project roadblocks and dissatisfaction. This article delves into strategies freelancers can employ to successfully navigate these situations and ensure their expertise shines through.

Understanding Client Resistance

Client resistance can stem from various factors, including fear of the unknown or budget constraints. It could also be a simple lack of trust in the freelancer’s capabilities, especially if the relationship is young or the project is venturing into a new skill set or business sector.

It’s crucial to understand the underlying cause of this resistance to tailor your approach effectively. Often clients who resist new ideas do so due to a lack of understanding of the creative process.

Building Trust and Establishing Authority

The foundation of any successful client relationship is trust. Freelancers can develop trust by demonstrating their expertise through a strong portfolio, testimonials from satisfied clients, and a confident demeanour.

According to a Harvard Business Review report freelancers should “tap” into their confidence. The report said:

“Know that what you can offer is crucial and own it. Most (73%) of the organisations we spoke to lack the complete set of skills and experiences they require, so they need your skills. Even if another freelancer has a similar talent, they’re not you. So, don’t just market your skills — market yourself.”

The Art of Persuasion

Persuasion is a useful skill when you want to influence clients about going in a new direction. This involves presenting ideas in a clear, concise manner, backed by data and research where possible. A study published in the Journal of Marketing Research found that clients are more receptive to new ideas when presented with evidence of their effectiveness. Once they are coming on board to their idea of thinking you can frame ideas in terms of client benefits.

Compromise and Collaboration

While asserting expertise is important, it’s equally crucial to remain open to compromise and collaboration. Finding a middle ground that satisfies both the client’s vision and the freelancer’s professional judgment can lead to successful project outcomes. The goal is to deliver a product or service that meets the client’s needs while upholding your standards of quality.

The Freelancers Union for example provides valuable insights on managing feedback approvals and boundaries effectively.

• Establish Clear Expectations: Share your preferred feedback style based on your past experiences. Propose a system to your client and initiate a discussion about how it might work for this project.
• Train Your Clients: Don’t assume clients know how to give effective feedback. Explain that specific feedback is most helpful. Encourage them to express their dislikes openly and honestly.
• Guide the Feedback Process: When sharing drafts, ask targeted questions to encourage clients to think critically about the project early on. This helps align expectations and reduces revisions later.
• Set Limits on Revisions: Define the number of revisions allowed in your contract. Remind clients of the revision stage with each draft, and charge for any additional revisions.
• Ensure Client Understanding: Explain the implications of each approval stage. Make sure they realise that rushed feedback can lead to dissatisfaction later. Prompt them to consider additional feedback and highlight the cost of changes in later stages.

Knowing When to Walk Away

In some cases, despite your best efforts, a client may remain resistant to your ideas. If you find yourself in a situation where your expertise is consistently undervalued or disregarded, it may be time to reconsider the working relationship. Remember, your time and skills are valuable, and it’s essential to prioritise projects and clients that respect your professional judgment.

The dynamic between freelancers and clients can be complex, but with the right strategies, it’s possible to navigate challenges and ensure your expertise shines through.

Have you had your professional expertise questioned by a client? How did you handle it? Share your experiences and tips in our comments section and on our social media channels