How client meetings can help you earn more as a freelancer
Use meetings to grow your business, even if you don't love them
When I started freelancing, I was exhausted. I had just finished taking a full-time writing program and working full-time in a busy office. I was surrounded by people all the time and I was done with human interaction.
I just wanted to write and not be bothered with people.
While I am somewhat extroverted, I am also somewhat socially anxious. I’m always worried about the next thing I’ll say or do that will wind up being deeply embarrassing to me. So I avoid conversations with people I don’t know that well.
Which, unfortunately, describes most potential clients.
For a long time, I kept everything to email or phone. It felt safer. But here’s the truth: avoiding meetings also made it harder to grow.
Why avoiding client meetings can cost you money
You can build a freelance business without meetings, but it’s much harder to build one that’s profitable and sustainable.
Here’s what you miss when you skip face-to-face contact (virtually or otherwise):
It’s harder to build real relationships. Email feels transactional. Trust and connection grow faster when someone sees your face and hears your voice.
You don’t pick up on body language or tone, both of which are important signals that help you spot red flags or misalignment early.
It takes longer to clarify project goals. A 15-minute meeting can eliminate days of back-and-forth emails.
Clients who don’t feel connected to you are more likely to delay payments or disappear altogether.
You miss opportunities to show your value and suggest additional work.
The turning point for me
At the start of COVID-19, I began working with a business coach. She challenged me to start taking more meetings—not to sell, but to connect. She suggested I start with low-stakes calls, to practice asking good questions and getting comfortable talking about my work.
It worked. Slowly, I got used to it. I even started looking forward to the chance to learn about other people’s businesses and see how I could help.
Now, here’s what I do:
For short-term projects: I include two meetings in my quote. They help me do the job better and faster.
For ongoing clients: I offer one free monthly meeting to review progress and plan ahead.
That meeting benefits me as much as it benefits them. I get to:
Show the results of our work together
Propose new ideas or projects
Reinforce the relationship and make it harder for them to forget I exist (or ghost me when it’s time to pay)
What helped me get more comfortable
If the idea of more meetings makes you want to hide under a desk, here’s what helped me:
I treated early meetings as practice, not sales calls. No pressure to sell or market myself. Just easy conversations.
I focused on asking thoughtful questions instead of pitching myself (see below).
I used a scheduling system (like ScheduleOnce) so I didn’t have to deal with awkward back-and-forth emails to set up meeting times.
I created a short intake form for new leads so I felt prepared going in.
I reminded myself: most people don’t love meetings either. If one goes badly, it’s just one. It doesn’t define you.
Great questions to ask potential clients
Start with curiosity. Try:
What do you love about what you do?
Who are your favourite people to help?
Why did you start this business (or get into this career)?
What’s a result you obtained that you’re proud of?
These questions build trust and give you insight you can use in your work.
If this is hard for you, start small. But start.
Getting comfortable with client meetings is one of the best things I’ve done to grow my business. It’s not always easy, but it is worth it.
Heidi