Nicolas Cole explains how to charge premium rates as a freelancer. The key is positioning yourself as the thinker, not the executor. Ask the questions, drive the conversation, and let clients sit back while you solve their problem. That relief from decision-making is what they're actually paying for.
This is how conversations need to go in order for people to pay you a premium, because what they're buying is the fact that you aren't just, "Here's the freelancer and I'm going to tell you what to do." What you're really demonstrating on this call is you're saying, "You don't have to be the one in charge. Why don't you let me be the driver? Why don't you just sit there and enjoy the ride? Answer some questions for me and I'll explain how I can help you." That's the thing that you're trying to demonstrate.
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