3 Reframes That’ll Help You Make More Money on Upwork

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If you’re still asking yourself this one question about Upwork, you’re not using the platform to its full potential.

It’s a question I get asked a lot, so if you’ve wondered this yourself, you’re not alone.

That question is…

“How do you find high-paying clients on Upwork when most clients on there have such low budgets?”

Here’s the thing – Upwork isn’t as black and white as you think it is.

Just because a job post has a lower price quote doesn’t mean you should completely disregard it.

So today, I want to share 3 reframes that you should internalize so you don’t unintentionally limit your opportunities on Upwork.

1. Stop trying to “find clients”. Instead, create opportunities.

Too many freelancers treat Upwork as a traditional “job board” like Indeed or ZipRecruiter.

They end up checking the following:

?? The job description?

?? The salary

?? The final deliverables

Then, they make a conclusion from those details alone to decide whether it's worth applying for the job.

You need to get rid of this “employee mindset” if you’re serious about freelancing.?

Because as a freelancer, you’re not just there to do a job—you’re there to help people solve their problems with your services.

There are many underlying reasons why business owners hire freelancers on Upwork.?

Instead of approaching it like a job application, you should be wondering…?

“Why is this person wanting this task completed right now?”?

It’s part of your job as a freelancer to understand what goes on in the minds of your potential clients.?

That way, you can serve them in the best way possible and make more money in the process.?

When you use Upwork, you want to apply for as many jobs as possible relevant to your services—regardless of the project size.?

If you’re coming from a place of service, the magic will happen in the conversation you have when they respond to your proposal.

2. Don’t compete on price. Instead, compete on value.

The other day, I checked out the famous Petaling Street market in Kuala Lumpur, Malaysia.

I don’t know if you can tell from the pics, but this place was bustling.

In just about every stall, shop owners bargained with potential customers, and the meat of the conversation revolved around pricing.

But every now and then, I would see a stall with a sign that says: “No bargaining. Prices are final.”?

In these cases, shop owners were educating potential customers about the quality of the product.

The conversation revolved around value.?

Clearly, this pricing model works because they wouldn’t be in business in such a competitive environment if it didn't.

Just because Upwork is an online marketplace doesn’t mean you have to compete on price like most people do.?

It’s okay to be that one freelancer on Upwork who just so happens to have set prices – because you know the value of your services.

Because then you’re making room for clients who would rather pay more if that meant getting a better service in return.

3. Want high-paying clients? Become a high-paying buyer.

This might sound controversial, but hear me out.

I attribute most of my ability to land high-paying clients to the fact that I know what it’s like to make:

1. A high income from my previous career as an engineer?

2. Big purchases that provide a good return on investment

For context, my previous high income allows me not to be held back by limiting beliefs about money.

I used to have salary conversations that ranged between $5k-$8k/month with previous employers.

So for me, this makes negotiations with freelance clients for $1k-$2k projects feel effortless.?

That said, you’re not doomed if you haven’t had a high-income career in the past…

I’m simply saying, get comfortable negotiating your worth.

And when I say “big purchases”, I’m talking about $1000+ investments.?

Here are 3 big purchases I’ve made in the past 2 years for my freelance business:?

? 3 copywriting courses?

? 1 private business coach?

? 2 mastermind memberships

That's why when I discuss pricing with potential clients, I can comfortably discuss $1000+ deals.?

Because I can relate to them when it comes to making important buying decisions.

In fact, I often help clients reframe their purchase to think, "I only need to make 'this' many sales to make a return on my investment.”

But chances are, if you aren’t used to making big investments yourself, you will have a harder time selling your services.

So if you happen to be someone who isn’t investing money into your freelance business right now to save resources…?

I challenge you to invest in yourself constantly.

Now, I’m not going to pretend to understand your financial situation—if you don’t have the means, my challenge to you is to find a way…

• Work a second job for a bit.
• Try to temporarily cut some expenses.
• Borrow money.
• Use a credit card and slowly pay it back.
• Do whatever you need to do.

Because not only will it help your business in the long run...

But more importantly, you’ll also make the case for why their investment in you will be worth it for them.

Remember – It’s never about “the budget”.

My last remark on this subject is this…?

Many freelancers think that some clients won’t pay your rates because “they don’t have the budget”...

I don’t know about you, but I hardly ever believe that to be true.?

Too many times, I’ve seen people say they “can’t afford my service”.?

But later on, I found out that the person bought a product or service valued at around the same price from someone else.

At the end of the day, everyone finds a way to get money when they want something bad enough.?

So, when you talk to potential clients, do your best to understand what really matters to them.

Then, you can make the case for how your services and expertise can help them get what they value most.

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