How to Charge Premium Prices and Write Winning Proposals

by Joyce Akiko

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When you’re just starting out as a freelancer, it can be difficult to know how to set your prices, or what action to take next. How do you go from interested client to a signed deal?

In this tutorial, learn effective methods for developing your price points, techniques for landing warm leads, and how to pitch your freelance services successfully. Then jump into details on how to write a winning proposal, along with tips on closing a deal. Put this step by step process into action, and you're on your way to working for yourself—experiencing more freedom and flexibility every day in your freelance business.

1. Set Your Prices

Traditionally, freelancers charge by the hour. They total up their business and life expenses and divide that number by how many hours they are willing to work.

If you choose to price your services out hourly, then start by analyzing the factors that go into determining your rate.

Some benefits of pricing by the hour include:

• Clients are accustomed to receiving quotes that cover a time estimate and hourly rate.
• More freelancers charge by the hour so it is easier to research the competition’s rates.

There are a few setbacks, however, to pricing by the hour:

• You put a cap on your maximum earning potential because there are only so many hours you can work per day.
• If you take longer than you estimate, your clients may question your motives; if you take less time than you estimate, you make less money.
• You are more likely to land clients who shop around for the best price and compare your services to your competitor’s.
• Your clients have to make a business decision (“do I want to pay for 15 minutes?”) every time they want to give you a call.

An alternative to hourly pricing is to offer products, which are services, properly packaged. 

An example of a productized service is Kudu. They package their services, AdWords consulting, in four price tiers based on the client’s AdWords budget. When a new client signs up, they are paired with a consultant who provides the services.

Another example is Correlation by Jane Portman. She offers monthly design services at a fixed price—once a month, she has a Skype call with the client and goes over goals. Then she puts together deliverables within a day. If the design services are outside of one day’s worth of design work, she offers two options: postpone the task until the next month, or book an extra day of her work (at her normal daily rate, depending on availability).

The benefits of productized pricing include:

• The focus is on the value of the services versus the cost, on the results instead of the time.
• You can more easily set yourself apart from the competition by putting together specific packages based on your exact target market’s needs.
• You can manage scope-creep very easily.

If you decide to put together productized services, you can decide what to include (and what not to include) by interviewing the types of client you want. Drill into their pain points, consider what are the most frequently asked-for services? Then bundle them together and test pricing.

However you choose to set your prices, the next step is to pitch your services (and their cost).

2. Land Warm Leads

It is best to pitch your services to warm leads, which are potential clients who are familiar with you and what you do. Warm leads have already considered purchasing your services, and simply need more information before deciding to buy.

An added benefit of warm leads is that you typically do not have to “sell” them very hard. In most cases, they have already connected the dots between their problem and how you can solve the problem.

Warm leads have generally found you via your online presence or they have been told about you and your services by a mutual connection.

As a result, you want to:

• Maximize your online presence with a website, social media, blogging, and a great portfolio.
• Expand your network by building relationships with influential people who can open doors to new leads and growth opportunities.

Both these activities will increase your number of warm leads, allowing you to build your freelancing business without hard selling or cold calling.

3. Pitch Your Services

Once you have landed a warm lead, you want to first find out what their problem is, and then discuss how you can solve their problem.

To set up this conversation, ask for a 30-minute phone call or in-person meeting. Prepare questions ahead of time by researching the lead’s business and identifying ways you can help them. While they may have specific needs they want to discuss, you can also present opportunities that you’ve found.

Analyze your client’s business, think of ways you will prove your worth, build a strong case for your rates, and prepare for possible objections.

Your two goals in this discussion are to:

1. Have your potential client feel comfortable and happy with their choice to work with you.
2. Get a verbal or written “yes” that they want to work with you.

It’s up to you whether to discuss the investment during this discussion or wait until you deliver a proposal. Focus on your two goals and use your client’s verbal or written “yes” as the signal to move forward.

4. Write A Proposal

The goal of a written proposal is to present: the client’s problem, your recommended solution, your fee, and the project scope or schedule.

Generally, you’ll want to deliver this information in four sections:

Section 1 - Objectives

The objectives are what you will achieve through the project. Describe the client’s problem, needs, and goals. Also, detail your recommended solutions.

Section 2 - Value

Describe the value that you will provide to the client’s business. For example, you may be giving them improved technology or design which will their increase market competitiveness and therefore impact the bottom line by increasing their revenue.

You can go into detail around what makes your solution unique from your competitor’s, but don’t focus too much on selling. By the time you’ve gotten to the proposal, you’ve already received a verbal commitment. The proposal is for providing logistical details, not marketing materials.

Section 3 - Options, Timeline, and Scope

Depending on how you’ve decided to structure your services—as standalone, hourly services or as productized services, put together a choice of options. Give them increasing value and price.

Include a timeline and scope for each option. Be specific about both by including due dates for every deliverable and putting limitations around what those deliverables include. This section is important for avoiding scope-creep, which is when clients make extraneous demands that sap your time and energy.

Section 4 - Terms and Agreement

Lay out your terms, including pricing for each option and how you will accept payment.

Ask for a deposit of 50% up front with the remainder due on project completion. This deposit will cover any up front expenses you'll incur as the service provider. It will also decrease the chances that the client will cut and run without paying you at all. You can offer an optional 10% off discount if the client pays for the entire project up front, as well.

Don’t worry about getting into the legal details, as that will be covered in the contract. For now, just disclose how and when you expect to be paid.

Include space for the signatures: both you and your client will sign and date the document.

5. Deliver The Proposal

Email your proposal to your client. Make it as easy as possible for your client to sign.

You can use an e-signing tool like DocuSign or EchoSign to make the process more efficient; your client won’t have to print, sign, and scan the document in order to send it back.

Keep your email short and simple, letting the client know that you will follow up in a certain timeframe if you don’t hear back beforehand (typically four to five business days or a week).

Because you have already gotten a verbal or written agreement from the client, there should be minimal objections to your proposal. If there are questions, keep track of them. This is so you can further streamline your proposal process next time by including a link to a FAQ (Frequently Asked Questions) page on your website.

Again, focus on keeping this step simple and streamlined, and make it as easy as possible for the client to simply sign and say yes.

6. Close The Deal

Once you receive the signed proposal, it’s time to send your client an official contract.

This document can include payment terms, scope, and information around intellectual property, cancellations, and liabilities. For more information on what a contract can include, read this post on Setting Up Contracts for Your Freelance Workand this one on 8 Contract Clauses You Should Never Freelance Without.

It is generally recommended that you get an attorney to write your contracts for you, but if you must save some money, you can always try purchasing a template from a site like RocketLawyer or LegalZoom and have an attorney modify the template specifically for your business.

After you’ve received the signed, official contract, invoice your client for the deposit! Then, congratulate yourself and start your freelancing project.

Resources

Graphic Credit: Write icon designed by Mister Pixel from the Noun Project.

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Photoshop For Kids: Fun Reflections!

by Kirk Nelson

What You'll Be Creating

Children frequently imagine mirrors to be something mysterious. "What if that isn't really my reflection, but another person who looks just like me!?" It's a fun and fascinating idea, that the reflected surface is really a window into an alternate existence. In this tutorial, that idea can be fully explored in a fun project that children and parents can work on together!

This project is meant to be a collaboration between parent and child. Begin by planning out the project together, explain the idea to your child, and encourage them to come up with fun ideas for their reflection. My daughter wanted her reflection to be an explorer! And we loved the idea of her holding her glasses in the "reality" shot while holding binoculars in the "fantasy" reflection.

This is a fairly simple project that can be a lot of fun and produce some great results. It's possible that once your child sees the final piece, their imaginations will be sparked with even more ideas. The most important point is to take this time to spend with your child and have fun!

1. Set Up the Photo Shoot

The biggest challenge to this project is finding the right space to shoot the photos! Typically, the largest mirrors are found in bathrooms, which tend to be too small to rig up substantial lighting, or have much room to maneuver to find the right angle. 

Using a tripod will make combining the multiple photos easier later on, but it's entirely possible that the room is simple too small for that luxury. If that's the case, you will need to hand-hold the camera. Try to hold it as close to the same place as possible for each shot.

Step 1

Find a good location to shoot the reflection. The right angle is important. The reflection should be clearly visible and unobstructed, yet the reality part of the shot must be clearly in the frame too. Take a few test shots first, before testing the patience of your child!

Step 2

My daughter was excited about her costume, so we opted to do the reflection photos first! The critical element is that the reflection is fully visible and not obstructed by your child at all. This may require some coaching on position and pose, so remember to be patient and work gently. If your child begins to get frustrated with the project, it will clearly show in the photos! 

Step 3

Next up is a change of costume and another few photos. Encourage your child to think of different reactions they might have when seeing their strange reflection in the mirror. I found the hardest part was getting her to stand at an angle where she's looking in the mirror, but I could still see her face in the photo.

2. Prepare the Files

Now it's time to move over to Photoshop and prepare the files for the young artist to work with. For the most part, this will involve opening the two files to use, and doing any touch-ups or lighting adjustments that are required.

Step 1

Open the "reaction" shot. This will be the base image for the project. Keep in mind that things are much easier if you choose a shot where the mirror's surface is fully visible and not obstructed by your child's posing.

Step 2

It's always a good idea to make sure the lighting is evenly balanced before starting the project. To do this, go to Image > Adjustments > Curves, and then adjust the curve lines to meet the edges of the histogram graph. Add a central point and nudge it up slightly to increase the brightness of the mid tones.

Step 3

Use the Crop Tool (C) to crop the composition down to only include the most interesting parts of the image. This helps reduce any visual distractions surrounding the reflection area.

Step 4

Open the reflection shot and use the Curves adjustment again to balance the lighting in this image too. Then keep both images open in Photoshop before passing the project on to your little artist!

3. Hey Kids!

Hi there! Are you excited about working on this project? Isn't it fun to be able to make stuff like this? I know you are going to do a great job! Thanks for helping! You should see a program called Photoshop on your screen. Let's go ahead and get started!

Step 1

Near the top of the screen should be two tabs. These are the two different pictures that are open. Try clicking on each one, so that you can turn from one picture to the other, then back again!

Step 2

Go to the picture that shows you in your costume. We need to make a copy of the reflection area. Pick the tool on the left that looks like a lasso with sharp corners. This is the Polygonal Lasso Tool (L). Use this to click on each corner of the mirror to make a selection around the reflection.

Step 3

Now go to Edit > Copy (Control-C). This copies the selected area into the program's memory. Then use the tabs to go to the reaction picture. Go to Edit > Paste (Control-V) to put that reflection area into this picture! 

Step 4

Notice on the right side of the screen there is a panel called Layers. There should be two layers in it. Think of these like invisible sheets of paper the photos are on. 

The top one is the layer with the reflection on it. We need to turn this into a Smart Object. On your mouse there's another button under your second finger. Use that button to right click on the layer and pick Convert to Smart Object from the menu that comes up.

Step 5

Now go to Edit >Transform > Distort to get a type of cage around the reflection layer. Click and drag the corners of this cage to match the corners of the reflection up to the corners of the mirror in the first picture. 

When it looks as if it fits right, press the check mark near the top of the screen to apply the change.

Now you have a picture of yourself looking at a surprise reflection! Isn't that cool? If you want, you can stop here. Or you can move on to the next section to add some cool effects to the projects.

4. Work Together

In this section you will add some optional fun effects to make the scene look even more interesting. These steps are intended to be a team effort between the parent and child, so be sure to work together! 

Step 1

I found that the piece works much better with a bit of intentional color direction. We had the idea of making the "reality" portion look a little dull and grey, but the reflection portion look bright and exciting!  

Go to the reflection layer and run the Camera Raw Filter. Use the following settings to help the reflection appear brighter and sharper:

• Shadows: +60
• Blacks: +18
• Clarity: +45
• Vibrance: +33

Step 2

On the opposite side, the "reality" shot should be duller and slightly blurred to contrast with the sharpness of the reflection. Convert the layer of the reaction shot into a Smart Object and go to Filter > Blur > Gaussian Blur, using a Radius of1.5 px.

Step 3

Use the Adjustments panel to add a Hue/Saturation adjustment layer just over the reaction shot layer. Reduce the Saturation to -30 and the Brightness to -5 to get a slightly duller color to the shot. This makes the brighter, sharper reflection version even more prominent.

5. Special Effects

These effects are purely optional and just add a bit of fantasy to the scene. Any mirror that is showing a reflection of an alternate reality must be mystical in some way, so we thought it would be interesting if the mirror was glowing!

Step 1

Double click the area to the right of the Reflection layer to add Layer Styles to it. 

Enable the Inner Glow style with the following settings:

• Opacity: 35%
• Color: #fffec5
• Size: 24 px

Enable the Inner Glow style with the following settings:

• Opacity: 35%
• Color: #fffec5
• Size: 44 px

Step 2

Now to add a fun light burst effect coming from the mirror. Go to the reflection layer and hold down the Alt key while going to Layer > Merge Visible to create a merged layer at the top of the layer stack. Convert this layer into a Smart Object.

Step 3

Go to Filter > Blur > Radial Blur and set the Blur Method to Zoom. and theAmount to 75. Then move the central portion of the zoom up towards the top right to approximately the same place as the face in the reflection. 

Step 4

Set the merged layer's Blending Mode to Screen, and reduce the Opacity to around 50%. The good thing about using the filter on a Smart Object is that you can always go back in and change the settings. This is particularly helpful when trying to get the blur center to align with the reflection.

Step 5

Add a Layer Mask to the merged layer and use a soft Brush with black paint to remove the blur effect from above the faces. The goal is to create a subtle effect that isn't distracting. Encourage your child to help with brushing on the mask to control the application of the effect.

Step 6

Add a New Layer and use the Gradient tool with a bright, pale yellow #fffec5 to create a Radial Gradient with a Foreground to Transparent gradient coming from the mirror area. Set the Blending Mode to Overlay and reduce the Opacity to 70%.

Step 7

Add a Layer Mask to the gradient glow, and use the brush again to make sure the faces are fully visible.

Step 8

To accentuate the brightness of the mirror, add a Lens Vignette to the reaction photo layer. Go to Filter > Lens Correction, and in the Custom tab, pull theVignette Amount slider down to -50.

You Are Done!

Great work! I hope you've learned a lot about how to create your own fun reflections. I'd love to see your creations in the comments below.

Want More?

I hope you and your child had as much fun with this project as my daughter and I did! I've got more Photoshop for Kids! tutorials along with some photo manipulation projects, custom brushes, and even more Photoshop fun. Check out my profile here at Tuts+ for my other tutorials, quick tips, and courses.

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Do More With Finder for Mac: Batch Rename and AirDrop

by Rahul Saigal

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Finder is arguably the most central element of the OS X user experience. It helps you navigate, access files and folders, and helps you organize them. 

It’s been extensively revised over the years and, with OS X Yosemite, Finder has had a complete visual makeover; translucent sidebar, new-style toolbar buttons, and a new application icon. 

iCloud is the most obvious functional change. AirDrop is also much improved and now there’s a in-built batch renamer tool to rename multiple files. Along with the new features and improvements, the complexity of file management in particular has also increased tremendously. 

The method you follow to manage files and folders may not be necessarily same the way others do, you may find it difficult to adjust your needs with Finder application. There could be minor issues or fundamental philosophical difference in the way you want to use Finder. This tutorial will show you how to

• Use and take advantage of latest features introduced in Finder
• Evaluate your needs for a third party Finder application
• Use and take advantage from third party Finder applications

Batch Rename Files in Finder

A consistent file naming structure, including information such as date, project, and description can often be the best way to properly organize digital data. 

There are a few different reasons I can easily think of to batch rename files, including photos so they make more sense, documents with a logical topic keyword so I know what belongs to which project, and videos with a logical name or description to locate them easily.

Raw Image Files with weird naming scheme. This kind of naming will not help you to locate photos in long run

If you look at the screenshot above, you’ll notice that all the image files have a weird naming scheme, Rahul’s iPad 2014.06.21_0, _1… and so on. That’s not very helpful because the filenames don’t give any useful information. 

The filename should include the date they were shot and a brief description. Now I could go through and rename each file individually, but that would take a good bit of time. Instead I can use the new batch rename feature introduced in OS X Yosemite.

Select all the files, then right-click or Control-click on the selected files and choose Rename 10 items. The number of items in the context menu will change depending on how many files you’re working with. A new window will appear with multiple options.

Replace Text

With this function you find and replace only certain parts of an existing filename. For example—if I want to replace the Rahul’s iPad prefix with the description of where the images were shot then I enter Rahul’s iPad into the Find field and Home Renovation into the Replace with field.

Add Text

With this function you add text to the beginning or end of the existing filename. For example—if you want to keep the existing file name but simultaneously want to add some text at the beginning, then I enter Home- in the text field and select before name from the drop-down menu.

Format

With this function you get rid of the original filename entirely. Options include creating:

• a custom name with a numbered sequence, Name and Index
• custom name with a counter, Name and Counter, and
• a custom name with the date, Name and Date

In each case, you can choose to place the counter, sequence, or date before or after the current name.

For example—if you want to replace the current filename with your own name and date, then choose Name and Index and put the name and date manually in the Custom Format field.

Custom format option lets you get rid of the original filename entirely

As you fiddle with the naming scheme, Finder will helpfully show you an example preview of what the files will look like at the bottom of the window. 

When you’re all set, just click Rename to apply the changes.

Use AirDrop to Wirelessly Send and Receive Files

Prior to OS X Yosemite, AirDrop simplified transferring files between Macs on the same network. But now you can share files between Macs, iPhones, and iPads with just a few taps or clicks, but only if you have the right hardware. 

iOS devices need iOS 7 or later installed and the following are compatible:

• iPhone 5 or later
• iPad 4 or later 
• iPad Mini
• 5th generation iPod touch

The  following Macs running OS X Yosemite are compatible:

• Macbook Air 2012 or newer
• Macbook Pro 2012 or newer
• Mac Mini 2012 or newer
• iMac 2012 or newer 
• Mac Pro Late 2013

AirDrop uses Bluetooth to create a peer-to-peer Wi-Fi network between devices. Ensure all devices have Wi-Fi turned on, though they don’t have to be on the same network. 

On the Mac, go to System Preferences > Network, click Wi-Fi and turn them on. 

On the iOS device swipe up from the bottom of the screen to bring Control Center and turn on Wi-Fi.

Toggle on the Wi-Fi for successful AirDrop connection. Ensure all devices have wi-fi turned on

In the next step check that Bluetooth is turned on. 

On the Mac, go to System Preferences > Bluetooth and click the Turn Bluetooth On button. 

On the iOS device swipe up from the bottom of the screen to bring Control Center and turn on Bluetooth. 

Bring devices into Bluetooth range —no more than 33 feet / 10 metres—the closer the better.

Toggle on the bluetooth for successful AirDrop connection. Make sure that your devices are in range

If you have enabled firewall on the Mac, go to System Preferences > Security and Privacy. Click the Firewall tab and unlock the lock icon with administrator password. In Firewall Options ensure that Block all incoming connections is not checked.

Keep in mind that it is not required for both devices to log into the same iCloudaccount to use AirDrop, but doing so offers the benefit of transferring files throughAirDrop automatically without the need to approve each transfer. Also make sure that your devices must not be locked before AirDrop file transfers.

AirDrop From Mac to iOS

AirDrop is available from the Finder window’s sidebar, Share menus, and in Openand Save windows. When you choose AirDrop, the Mac automatically looks for nearby devices. 

If you don’t see another device in the AirDrop window, it might only accept files from the people listed in the Contacts on the device. Ask them to add you in their contacts list, or have them select the option Allow me to be discovered by: Everyone.

AirDrop lets you send files to your iPad easily. Select Go > AirDrop, drag the file to the AirDrop window and drop it on the image of iOS device’s icon. A notice then appears on iPad and the file downloads. To view the file, a related application automatically opens or may give you an option to select the application.

For example, a word processing document open in Pages, Excel document open inNumbers, and images in Photos app. AirDrop also lets you share a link. Click the Share button in the Safari toolbar and choose AirDrop. An AirDrop dialog box opens. Click the iOS device icon to send.

To share a file, drag it's icon onto the iOS device icon in your Mac's AirDrop window

AirDrop From iOS to Mac

On the iOS 7 device or later, swipe up from the bottom of the screen to show Control Center and tap AirDrop. You’ll notice three options, and they all have different meanings. 

• Off means that this device will be invisible to others while using AirDrop
• Contacts Only means that the sharing is limited to people solely listed in your contacts. You must be signed in to iCloud with your Apple ID to use this option
• Everyone means that all the nearby iOS devices using AirDrop can see your device

For example, to send a photo to the computer, choose a photo from the Photos app and tap the Share button. 

Under the Tap to share with AirDrop header tap the icon of the Mac. The image will appear in the Downloads folder. 

Similarly if you want to share a link from iOS device, then tap the Share button in the Safari toolbar and choose AirDrop. The link will open in the Mac default browser.

Share links from AirDrop to open it on your Mac. Very handy tool if you browse a lot on iPad

In the next part of the tutorial I’ll show you the changes in iCloud and how you can use and take advantage from third party Finder applications.

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How to Expand Your Freelance Work to Include New Skills and Specialties

by Annie Mueller

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Stagnation is like death for creative professionals. Unfortunately, for many of us, the need to pay the bills and establish expertise keeps us in mind-numbing, repetitive types of work. We get really good at the work, and can, perhaps, command a higher rate, but we also get bored and burn-out. 

Nobody has time for that. 

We need to increase our potential earnings and expertise while also maintaining our freelance foundation. Here's how to go about it. 

The Two Basic Approaches to Skill Expansion

Skills refer to any specific ability you use in your business, and include both hard skills (defined, measurable, often tangible or technical skills) and soft skills (more general and broadly applied, such as interpersonal or communication skills). 

There are two primary approaches to expanding your work offerings and opportunities. The first is to apply a current skill to a new area or in a new way; for example, a photographer who specializes in weddings might branch out into family portraits. The second approach is to add a new but related skill to your service offerings; for example, an illustrator might start teaching courses about creating comics. 

1. Define Your Established Skills and Specialty

If you've been freelancing for a while, you probably know what makes the money for you. Check your income sources for the last six months or so; is there one particular type of work that brings in the bulk of your income? 

You might not have intended to build the particular specialty you have, but that's what you have, and it's not a bad thing: moving from skilled to specialized can give you more authority and more reach. Know what your bread-and-butter specialty is, and make note of the skills that help you to gain and keep clients, so you can move logically from where you are to more expanded territory.

2. List Your Potential New Skills

Your current specialty (or specialties; you may have more than one) is your foundation. You're going to build on it. Following a common-sense progression will make expanding easier. You don't want to jump from the foundation to the fifteenth floor. You want to build it, one level at a time. Progression through logical stages lets you bring in regular income while steadily opening up new opportunities. 

In order to figure out what the next level is for you, first list the new skills you want to gain or new areas in which you'd like to work. If you're short on ideas, look vertically and horizontally from your foundation: which skills are up one level from the skills you possess? What areas are right next door, closely related but separate from the areas in which you currently work?  

Take time to work through the list, noting the skills that directly relate to or grow from the skills you've already established. The stronger the connection between an old skill and a new one, the easier it is to gain. Likewise, the more closely related two areas are, the easier it will be for you to jump from one to the other. Adding app development, for example, to your web design and development business is a step next door; adding ebook formatting, however, is the kind of big leap most creative pros can't make, as it's well outside your current skill set. 

3. Narrow Down Your Options

You might have more than one directly related option for expansion, so the next step is to decide which of these options to pursue. You want to choose the expansion that offers the best pay off. 

Pay off doesn't refer merely to income potential, though that's an important factor; your own personal interest and enthusiasm, your network, and ease of entry also deserve to be factored into your decision. I use the following list of criteria to figure out which options make the most sense for me as I look for ways to expand (a pro/con list could work well, also, for a simpler decision-making process). 

Criteria List

Market Interest	Is there growth in this area? A large demand and growing customer base?
Personal Interest	Do I like this area/skill? Does this sound appealing? Does it line up with what I know of my preferences and work style?
Opportunity	Do I know of multiple opportunities at a pay rate that is worthwhile? Where do I find out about more work opportunities?
Network	Who do I know already working in this area or using this skill? Do I have direct connections that could help me gain skills or start working in this area?
Ease of Entry	What minimum requirements do I need to show that I am qualified in this skill/area? How much work will it take before I can market myself in this skill/area?
Income Potential	What is a realistic estimate of what I could earn from this new skill/area? Are there limiting factors that would keep me from getting to top income levels?

4. Gain the Needed Qualifications

Once you've decided on the best option for expansion, determine what's needed to build it into your work life.  

A strong network can make this step much simpler: if you know someone already working in this area, ask for advice. In some cases, you'll be applying a current skill to a new area; you don't need additional education or skill-building help as much as you need experience in your new area. 

In other situations, you're actually adding a new skill to your repertoire. What's the shortest and best route to gaining that skill? Look into your options, from online classes to virtual apprenticeship to simply putting in the hours necessary to gain the skill. You'll also want to note any new materials, resources, or tools you need to have for your expansion.  

5. Gain the Essential Experience

It's a mistake to put your old, boring, bread-and-butter work on hold while you focus on your new, exciting skill. It's also unnecessary. If you start small in your expansion, you can gain experience without neglecting your established services. 

Gaining a new skill or area of expertise brings more than you might predict in terms of a learning curve; not only do you need to understand and master the basic skills, you also need to set up a productive workflow, arrange the required space, gain the needed resources, connect with the right clients, and learn whether you like this expansion in practice as much as you did in theory.

Save yourself stress by dipping your toes in the water instead of jumping all the way in. Look for small gigs. Ask friends to let you help with (or observe) their projects. Volunteer. Yes: work for free. This is right time to "work for exposure" with that startup that is just getting off the ground but will definitely be really, really big. Go ahead and get in on the ground floor (before it's too late); those questionable types of gigs are ideal for trying out your new skill and gaining finished work to put in the new section of your portfolio.

6. Add Your Expansion to Your Public Offers

After you've completed a few of these small projects, you'll be ready to go public with your new offer. Gather your proof, in terms of finished work and testimonials, and add a new section to your website. 

At this point, end your work-for-exposure commitments. You've established a new but legitimate service. You're a professional. Charge accordingly. Keep asking for references and referrals, and let your loyal customers know that you're offering this new service in addition to the services they already know. 

It's Worth the Effort

It can seem like a lot of work to expand into new areas of work, or to add new skills to your stable. But it really is worth the effort; creating multiple income streams can save you during an economic hit, a personal crisis, or a series of unfortunate clients. 

The more skills and areas of expertise you have, the more options you have for creating the income you need. Regular expansion is the key to creating a freelancing business that is stable enough to support you, and varied enough to keep you excited about your work. 

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