“Yes-people” get replaced first—Here’s what irreplaceable freelancers do instead

ARTICLE SERIES: HOW TO BE AN INDISPENSABLE FREELANCER

How to position yourself as a problem-solver, not just a service provider. Here we share tips, including how to handle discovery calls so you get hired and increase your earning power

Here’s a scenario you’ve probably experienced: A client contacts you with a project. They tell you what they want. You say “yes,” do the work, deliver it, and move on.

Seems normal, right? That’s how freelancing has worked for decades. However, you can no longer rely on that process. It’s a hirer’s market.

Plus, with the rise of generative AI, that approach keeps you stuck as a commodity vendor—someone who’s easy to replace. In fact, there has been a 21% decrease in freelance job posts for automation-prone roles since the introduction of large language models such as ChatGPT.

What indispensable freelancers do first

When a client reaches out with a project request, most freelancers immediately start thinking about how to do the work. But the freelancers who become indispensable? They start with questions. Research shows that consultative selling and deep discovery are now more effective than simply “fulfilling” a request.

Targeting companies with emerging rather than established demand is also a good strategy, according to a Harvard Business Review report.

Instead of waiting for the customer to identify a problem the supplier can solve, freelancers should engage early on and offer provocative ideas about what the customer should do.

Before you say yes to anything, ask:

• What are you trying to achieve with this?
• What have you already tried?
• How will you know if this is successful?
• What happens if you don’t do this?

These aren’t annoying questions. They’re consultant questions. They show you’re thinking about a client’s actual business problem, not just the task they asked for.

Discovery calls that can change your client relations

Before accepting any project, schedule a 30-minute discovery call. This process mirrors value-based pricing methodology used by top-tier agencies.

Jamie Brindle, founder of US-based community The Freelncing Program, explains in an Instagram post how he doubled his income by using one sentence on his discovery calls:

I used to go into sales calls thinking my job was to convince the client. So I’d overexplain. Overpromise. And walk away wondering why I felt drained even when they (occasionally) said yes.
Then one day, I tried something different. Instead of saying, “I’d love to work with you… I think I can help,” I said, “Let’s talk through your goals and see if I’m the right fit.”

And the entire energy of the call changed. They stopped interviewing me. We started collaborating.
That one sentence levelled the power dynamic — because confident freelancers don’t try to prove themselves, they qualify the opportunity.
It’s subtle. But clients feel it.

When you stop asking for approval and start asking better questions, you shift from vendor to partner. And that’s where trust (and premium pricing) start.

Here are more tips to consider on a discovery call based on research:

• Listen more than you talk. Let them explain their challenges
• Ask about business goals. How does this fit into their quarterly or annual objectives?
• Dig into success metrics. Will they measure success by leads, traffic, or brand sentiment?
• Look for the root cause. Often, what they’re asking for is a symptom, not the problem.

Why clients love this (even if it feels weird at first)

You might worry that asking questions will annoy clients. Actually, the opposite is true. According to Upwork’s State of the Freelance Market, clients increasingly prioritise specialised strategy over raw labour.

Clients appreciate someone who stops to think critically because they are often “too close” to the problem. When you ask smart questions, you position yourself as an expert and collaborator, moving you up the value chain where profit margins are significantly higher when it comes to high-value projects.

Here’s an example:

Let’s say a client asks you to redesign their website’s homepage.

Typical vendor response: “Sure, I can do that. It’ll take two weeks and cost £2,000.”

Consultant response: “I’d love to help. Before I put together a proposal, can you tell me what’s not working? Are people not converting? What do you want visitors to do when they land there?”

There’s a difference. The consultant wants to find the client’s ROI (Return on Investment). For example, if you uncover that the messaging is the real issue, you save the client from wasting money on a redesign that won’t work—a move that builds radical trust and long-term loyalty.

What if clients get annoyed with all your questions?

Clients who get annoyed by thoughtful questions are often seeking transactional labour. They are the most likely to “nickel-and-dime” you or ghost you when the economy shifts.

Conversely, the clients who value your strategic thinking become your anchor clients. They see you as an essential part of their growth strategy and will likely engage you for repeat business or a larger project.

Action to take this week

After studying a potential client’s business, prepare five questions about their business goals. You’ll want credit for your guidance and to get the full picture of what’s working and what isn’t. So, make sure you are asking these questions not only to the people you will be working with, but also to the person making the final decision of your engagement, which could be the CEO if a small company.

On the call, take notes on how the conversation shifts. As the conversation progresses, it should feel like those on the call are treating you less like a vendor and more like an advisor. That’s the difference that makes you indispensable.

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Coming up next in the article series: How to build systems that make clients dependent on you (in a good way)

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