Panel Show: Freelancing In Digital Marketing - Pricing, Clients, Challenges & Mental Health

In this special episode, I’m joined by Matt Kohli, Iva Jovanovic, Laura I. Abreu, Jonathan Moore, and Raquel González Expósito for an honest, practical discussion about freelancing in digital marketing - from landing your first client to pricing models, boundaries, soft skills, and protecting your mental health.

We break down how freelancers actually get started (even with no portfolio), the realities of networking vs cold outreach, how to set expectations with clients, and why communication, people skills and boundaries matter more than anything.

What We Cover

How each guest got into freelancing — and what surprised them

Landing your first client without a portfolio

The role of networking, community, referrals & visibility

Soft skills that matter most (communication, expectation-setting, empathy, people skills)

How to avoid overservicing, underselling and toxic client relationships

Mental health, burnout, comparison, loneliness & setting boundaries

Pricing models: hourly vs project vs value-based

How to screen clients, set scope, avoid scope creep & protect your time

Huge thanks to my fantastic guests:

Laura I. Abreu - http://laurastrategy.com/ -   / laurainesabreu  

Jonathan Moore -   / moorejonathan  

Iva Jovanovic -   / ivajovanovic30  

Matt Kohli -   / matt-kohli-fortitude-marketing  

Raquel González Expósito -   / raquelgonzalezseo  

00:00 – Intro & Guest Line-Up
01:00 – Why We’re Talking About Freelancing
02:00 – Iva: How She Started Freelancing
03:00 – Jonathan: Leaving Agency Life & Starting During Lockdown
04:45 – Raquel: Moving From Translation to SEO Freelancing
06:00 – Laura: Freelancing in Hong Kong & First Clients
07:20 – Matt: Side-Gigs, First Retainer & Starting Fortitude Marketing

08:00 – Topic 1: Landing Your First Client With No Portfolio
09:00 – Iva on Networking, Conferences & Referrals
10:30 – Jonathan on Zero-Client Start, DMU & Surviving COVID
12:30 – Raquel on Getting Trusted Without a Portfolio
15:00 – Laura on Never Working for Free & Avoiding Desperation
17:00 – Matt on Lining Up Work Before Leaving a Job

20:00 – Topic 2: Soft Skills Freelancers Actually Need
21:00 – Iva: Communication, Expectations & Organisation
24:00 – Jonathan: Switching Contexts & Building Systems
27:30 – Raquel: Leading Client Calls & Listening Properly
31:00 – Laura: Being a “People Person” & Authenticity
34:00 – Matt: Reading the Room & Adapting to Different Audiences

37:00 – Topic 3: Mental Health, Boundaries & Burnout
38:00 – Iva: Breaks, Routine, Getting Out of the House
44:00 – Jonathan: Routine, Safe Spaces, DMU Rants Channel
49:00 – Raquel: Not Taking Rejection Personally & Work–Life Balance
52:00 – Laura: Toxic Clients, Movement, Community & Vision Boards
55:30 – Matt: Toxic Motivation, Pressure & Celebrating Wins

59:30 – Final Topic: Pricing Models & Value-Based Charging
01:01:00 – Iva: Project-Based vs Hourly & Knowing Your Hours
01:03:00 – Jonathan: Value Pricing, ‘Not in Scope’ Lists & Discovery Fees
01:07:00 – Raquel: Why Project Pricing Works Best
01:08:30 – Laura: Avoiding Cheap Clients & Reviewing Pricing After Results
01:10:00 – Matt: Pricing Based on Business Value

01:12:00 – Closing Thoughts & Thanks to the Panel

Watch / listen on Spotify - https://spotifycreators-web.app.link/...

Resources Included:

https://www.tomhirst.com/products/pri...

https://www.digitalmarketingunion.com/

https://www.womenintechseo.com/

https://www.searchwithsean.com/