5 Steps to Freelancing in Fashion (From a Designer Who Made $100K+)

Here’s what you’re going to learn:

Step 1: How to Figure Out Your Services Just for Fashion (with 27 examples)
Step 2: How to Price Your Services (without scaring brands away)
Step 3: How to Create a Professional Portfolio (that attracts brands)
Step 4: How to Find Well-Paying Clients (without relying on job boards)
Step 5: How to Make Consistent Income (and avoid the feast or famine rollercoaster)

I’ll also answer common questions like:

• Should you charge hourly or by the project? (It depends.)
• What do you do if a brand says you’re too expensive? (Offer a trial rate.)
• Where do you find freelance jobs that aren’t listed online? (Find brands and pitch.)
• Do I need a website for my portfolio? (No, a PDF is fine.)
• What do I put in a pitch? (Write 80% about the brand and 20% about you.)

But first, an obligatory disclaimer about what freelancing is and isn’t (because the fashion industry gets this wrong a lot).

What is freelancing in fashion?

Freelancing in fashion is when you:

• Work with multiple clients
• Set your own rates
• Have control to work when and where you want

Freelancing is not working what I call “permalance” gigs, where you’re an exploited temp employee working full-time without benefits.

These job listings on websites like Indeed, LinkedIn, or StyleCareers are not freelance jobs. The fashion industry has just trained us to think they are.
This guide will teach you how to find real, remote freelance clients so you can have freedom in your day. If that’s what you want, keep reading.

I started freelancing in fashion in 2009 before remote work was even a thing. I built up to $100k+ a year, working just 30ish hours a week. Since then, I’ve taught 1000s of fashion designers to do the same. This guide includes my best tips to help you get started.

Step 1: Figure Out Your Freelance Services Just for Fashion (with 27 examples)

How to Pick Your Freelance Niche

1. Offer ONE service across MANY types of brands/categories
   • Example: Alison Hoenes (LinkedIn) specializes in pattern making and works with women’s small slow-fashion brands including active, workwear, equestrian, and beyond. 
   • Example: Eleni Apostolopoulou offers tech packs (yes, just tech packs!) to many types of brands including active, lifestyle, and streetwear
     
2. Offer MANY services to ONE specific type of brand/category
   • Example: Kate Knight (LinkedIn) specializes in women’s cashmere sweaters and offers design, tech packs, sourcing, and product development.
   • Example: Allison Pickthorn (LinkedIn) works with established kidswear brands and offers a full package of services, from design to development.

🎧 Hear stories from these FAST grads on the podcast:
How Alison is beating her previous salary by 75% as a freelance patternmaker.
How Kate broke back into the industry as a freelance sweater designer after burnout.
How Allison landed a $15k freelance kidswear design project on LinkedIn.

If you’re unsure what to choose for your niche, ask yourself:

• What part of the fashion process or category do you LOVE?
• What part of the fashion process or category are you GOOD at?

Pick something that overlaps.

The Biggest Mistake Freelancers Make

Whatever you do, don’t try to do everything for everyone. Offering too many services or working across too many categories makes you look scattered and unprofessional, making it harder for brands to trust you. 

Focusing on a niche makes it easier to:

• Find clients – You can target a specific industry instead of trying to appeal to everyone.
• Put together a strong portfolio – You only need 2-4 projects that directly speak to your ideal clients.
• Charge premium fees – Specialists are always seen as more valuable and command higher rates.

Think about examples in your life. 

Just like you want services tailored to your needs, brands want a freelancer who specializes in exactly what they need.

27 Services You Can Offer as a Freelance Fashion Designer

Creative Services

1. Digital fashion flats (Adobe Illustrator)
2. Trend/mood boards
3. Full collection design
4. Textile design
5. Trim/Hangtag/Label design
6. Merchandising
7. Catalog layout
8. Photo shoot art direction/management
9. 3D Design/Renders

Technical Services

1. Tech sketches
2. Tech packs
3. Textile repeats/specs
4. Spec/grading
5. Pattern drafting
6. 3D Technical Design
7. Proto/sample review
8. Fittings
9. Vendor correspondence

Sourcing Services

1. New fabrics/trims
2. New factories/suppliers
3. Price/MOQ negotiation
4. Vendor follow-up

Consulting Services

1. Collection review & analysis
2. Sales reporting
3. Market analysis
4. Distribution strategy
5. New sales channels

You can also further refine your services with things like:

• Plus-size
• Petite
• Gender neutral
• Sustainable
• Locally manufactured
• Small batch
• Made to order

Your niche isn’t set in stone—you can always adjust it later.

Go with your gut and pick something. It will be easier to sell yourself on one thing to start. You can expand your services later if needed.

Almost every freelancer I know struggles with their niche. Get hands-on help and personalized advice to build and grow your freelance business in my FAST programs. Learn more here.

Step 2: Price Your Freelance Fashion Designer Services (without scaring brands away)

How to Confidently Determine Your Rates

Method 1: Drop 3 Zeros

Take your current (or ideal) salary and drop three zeros. Example: Want to make $100,000/year? Start at $100/hour.

I swiped this from Ramit Sethi, and it works beautifully to offset for things like taxes, slow weeks, and beyond.

Method 2: Industry Averages

Find similar freelancers in your niche. If other pattern makers charge $75-$100/hour, don’t price yourself at $40/hour.

Just make sure you look in the right places. Sites like Fiverr or UpWork, are often full of cheap freelancers. I suggest listening to my podcast, Fashion Designers Get Paid, to see rates from qualified freelancers. 

🎧 Hear stories from these FAST Grads on the podcast:
Paige, a freelance apparel designer who charges $85/hr.
Masha, a freelance textile designer charging $75/hr.
Amanda, a freelance knitwear designer who doubled her rates.

You can also check out 100+ examples of real life rates from fashion freelancers. 

Method 3: Value-Based Pricing

Think about the ROI your work provides. A well-designed collection can generate hundreds of thousands in sales—so charging $5,000 for design work is reasonable.

Let’s look at how to price a tech pack based on value.

Consider how a tech pack helps brands:

• save money on samples
• reduce production errors
• launch faster

That impact (value) is worth far more than an hourly rate. Instead of charging based on time, consider what your expertise and the results you provide are worth—$500? $1,000? More? 

The key is educating clients on why a well-made tech pack is an investment, not an expense.

🎧 For a very deep dive on value-based pricing, listen to my podcast with Jonathan Stark (The Ditching Hourly Guy).

The Trial Rate Strategy (and When to Offer Lower Rates)

There are two times when I believe freelancers might want to offer a lower rate:

1. Breaking into a new niche or gaining experience – If you’re pivoting into a new area of expertise, offering an introductory rate can help you land case studies and experience.
2. Convincing a brand to work with you – If a client is hesitant because of the price, offer a trial rate for the first small project. This mitigates risk on both sides.

If you decide to do either of these, make it clear to your clients that this is lower than your normal rate. Let them know when your rate will increase, and hold those boundaries! 

One of our FAST students, Fernanda Martinelli (LinkedIn), is using the trial rate strategy to build her client base while she learns 3D. 

🎧 Hear how Fernanda turned a LinkedIn post into an amazing client.

You don’t have to offer 50% off like Fernanda did (those are her actual prices above). I think 20-30% is sufficient, but go with your gut and what makes sense considering the circumstances.

No matter what you choose to do, know this: 

Most freelancers undervalue their work and charge too little. 

Pricing isn’t just about numbers—it’s about perceived value. 

It’s natural human psychology to associate higher prices with higher quality. 

Consider how you perceive a jacket for $20 versus $200. You likely make instant judgments based on the price alone. Clients do the same with your freelance services.

If your rates are too low, they may assume you’re inexperienced, desperate, or not that good.

(And if they want a cheap freelancer, they’re not your client!!!)

Pricing is like learning to sew. You read all the guides and watch all the videos, but you won’t actually learn until you get started. So get out there and learn firsthand!

Should You Ever Work for Free? (Or for exposure, commission, etc.)

Working for free sets a poor precedence in our fashion industry and contributes to exploitative cyclical patterns. 

If a brand approaches you and asks for free work, the answer should always be no. 

If you need the experience, there are times when I believe it’s ok to approach a brand and offer to do a small unpaid project in exchange for their guidance and education throughout the process. Be clear about the scope of work and keep it reasonable.

Step 3: Create a Professional Freelance Fashion Designer Portfolio (that actually lands the client)

Brands only look at your fashion portfolio for about 8 seconds. Keep it simple, focused, and niche.

I’ve included my best quick tips here, but check out my free Ultimate Guide to Creating Your Fashion Portfolio (in one weekend) for step-by-step details. 

What (and how much) to Include in Your Freelance Portfolio

You only need 3-4 strong projects that visually speak directly to your ideal clients. If your portfolio is too broad or cluttered, brands will lose interest.

Make sure everything you include passes my Portfolio Golden Rule:

The Portfolio Golden Rule

“This [project/collection/design] speaks to the brand, tells them that I understand their market, customer, and aesthetic, and visually shows them that I am the right [designer/TD/PD/etc] for them.”

You should also follow my Process Portfolio strategy. This means showing your process, not just the finished product. 

If you’re not a designer, check out my other guide: Fashion Portfolios for Non-Design Roles (with 6 examples).

Last, yes, it’s ok to include self-directed projects. Just don’t label them as such–make up a brand name and slap it on there.

What Format Should You Use?

Create a simple PDF. It’s easier to update, easier to customize for different clients, and ensures brands see exactly what you want them to. 

I have seen hundreds (possibly thousands) of fashion portfolio websites over the years, and the majority are mediocre. Even on portfolio sites like Behance or using templates on Wix, they’re almost always confusing and overwhelming. Stick to a simple PDF!

FAST grad Alexandra Agreda (LinkedIn) earns more in a single day than she did in two weeks at her last full-time industry job—all with a simple PDF portfolio.

🎧Hear how Alexandra quadrupled her income (and took 2 months off).

Step 4: Find Well-Paying Clients (Without Relying on Job Boards)

The best freelance gigs aren’t listed. They’re found. To find them, you should pitch directly to brands—even if they’re not advertising work.

Why This Works

Many brands need freelancers but don’t post jobs because hiring is hard, and they’ve been burned before. 

Finding great freelancers isn’t easy, and many brands have dealt with missed deadlines, poor-quality work, and unreliable contractors. So, they absorb the work in-house or struggle along without help.

But when a talented freelancer reaches out and offers exactly what they need, it makes their life easier. This is why the best freelance jobs often go to the people who take the initiative to pitch themselves.

The 4 Types of Brands for Freelancing in Fashion

Before you start pitching, consider what types of brands you want to work with. Because they’re not all created equal!

Where to Find Fashion Brands That Hire Freelancers

Now you know what types of brands you may want to work with, here’s how to find them.

1. Finding Clients on Instagram

• Use niche-specific hashtags to find brands (e.g., #sustainableactivewear instead of #fashion).
• Look for brands that seem active and growing (don’t judge solely on follower count–just because they have only 1k or 50-100k+ doesn’t mean they don’t need a freelancer!).
• Make a list of 10-20 brands in your niche.

This strategy worked for Arya Mishra (LinkedIn), a 20-year-old freelancer from India with no fashion school degree, who landed six clients from cold pitching on Instagram.

🎧Hear how Arya started freelancing without fashion industry experience.

2. Finding Clients Through Trade Show Listings

• Search for [trade show name] + exhibitor list on Google. (Here’s a the most popular trade shows!)
• Use filters to find brands in your niche
• You can even filter by startup or emerging brands (they often need more help and can be more open to freelancers than established brands)

This strategy worked for Alina Sanchez-Lopez (LinkedIn), a freelance fashion designer who landed a $12k client at the MAGIC Trade Show. (You don’t have to actually go to the trade show for this to work, but she happened to.)

🎧 Hear how Alina networked her way into a $12k project at a trade show.

There are many other ways to find clients beyond Instagram and trade show listings. We cover them all in my FAST programs. Learn more here.

How to Contact Brands for Freelance Work

Finding a brand isn’t enough—you need to reach out to them directly. Here’s how:

1. Find the Right Contact Person

• For startups, reach out to the founder.
• For mid-sized brands, reach out to the head of the relevant department (Design Director, Production Manager, etc.).
• Use LinkedIn or a tool like Hunter.io to find their email.

2. Write a Strong Pitch

A great pitch email is short, personal, and focused on how you can help the brand.

Be yourself (you don’t have to be overly professional), and don’t be overly salesy.

Good Pitch Example:

Here’s why this freelance pitch works:

1. It has a clear and personalized subject line.
2. There is a genuine and specific introduction, letting the brand know where you found them and what you like about their work. (I also snuck a compliment in there at the end!)
3. The sentence about who you are and what you do is short and speaks directly to them.
4. You show them how you can help achieve goals or overcome challenges.
5. You include results (not a thorough resume and all your experience).
6. There’s a simple “yes” or “no” CTA.

Pro Pitching Tips

• Keep it 6-10 sentences max
• Personalize it—mention something specific about their brand
• Focus on how you can help THEM, not a list of your experience (it should be 20% about you, and 80% about them)
• End with a simple, low commitment yes/no question (e.g., “Would it be ok if I shared more about how I work?”)

In contrast, here’s a Bad Pitch Example:

Here’s why this freelance pitch is terrible: 

1. Subject line is vague.
2. Generic salutation. No one wants to be referred to as “hiring manager.”
3. It’s all about the freelancer and not one sentence about me (the brand / client).
4. The list is so scattered, I feel like there’s no way she can do any of those things well.
5. Too many details, and no CTA. I don’t know what to do, so I do nothing.

The pitch is also overwhelming to read because it’s long with too many big blocks of text. Don’t feel bad if you’ve sent a pitch like this (many of us have). Feel good that now you know how to do better!

This pitch template works best for cold email. Depending on the platform (i.e. LinkedIn or Instagram), and your relationship (i.e. an industry contact or a warm lead), you should use a different pitching approach. We cover all the strategies in my FAST programs. Learn more here.

Following Up (Because Most Clients Won’t Reply to Your First Email)

Most freelancers never hear back after their first email—but that’s normal! (I’ve forgotten to reply to emails from my mom!) Most responses come from follow-ups.

Here’s exactly what you can say:

To make your life easier, use tools like Boomerang or Streak to schedule follow-ups automatically.

Bonus Tip: Follow up regularly, beyond pitching. Keep in touch with your clients and prospects–ask them how they’re doing, how a project is going, or just check in to say hi. I reminded my email subscribers of this simple tip, and within 48 hours, one of them got 3 new freelance jobs from one simple follow up!

Finding Clients Can Be a Numbers Game

Finding freelance clients is part luck and timing, but it’s also about volume and consistency.

• If you send 5 emails a month, you’ll struggle.
• If you send 50-100, you’ll get results.

Set a goal for weekly outreach and stick to it. The freelancers who succeed are the ones who keep showing up.

FAST Grad Louise Ryan (LinkedIn) is a great example of not giving up. She started pitching using the exact strategies you’re reading here. Many brands said “no” or “you’re too expensive,” but she kept going. 

🎧 Hear how Louise grew from £0/month to £12k/month by cold pitching.

Bonus Tip: Many FAST students have seen success with UpWork. While there is a lot of junk there, you can find some good clients (it’s the only job board I recommend). It can be a great way to supplement pitching and direct outreach, but keep in mind that it’s competitive and crowded.

🎧 Hear stories from these FAST Grads on the podcast:
How Aidenn Mullen snagged $6500 in projects on UpWork.
How Carolyn Waweru landed a $2700 client on UpWork.

Step 5: Make Consistent Income as a Freelance Fashion Designer

Freelancing can feel like a rollercoaster—one month you make $3,000, the next you’re scrambling to find work. If you’ve ever felt like you’re on an endless job hunt, you’re not alone.

There are 3 easy ways to get consistent income:

1: Do an Exceptional Job

Most freelancers are average at best (I know because I’ve hired many). It doesn’t take much to stand out, and it sounds ridiculously simple, but the easiest way to get ongoing projects is to be amazing and easy to work with.

Here are three simple ways to impress your clients:

1. Give Them a Little Extra
   • If they asked for five designs, send seven:
     “I know we agreed on five options, but I had a couple more ideas I thought were strong, so I included them!”
   • Hillary Glenn swears by this strategy—it consistently leads to more paid work. 

🎧 Hear how Hillary earned more by giving her clients extra designs.

2. Beat Deadlines
   • Most freelancers miss deadlines. If you’re early, you’ll shock your clients in the best way.
     “I know we set a Friday deadline, but I wrapped up early so you can get ahead!”
     
3. Be Reliable & Communicative
   • Respond to emails quickly (even if you can’t do the work yet, acknowledge the message).
   • Brands love freelancers who make their lives easier—be that person, and they’ll keep hiring you.

2: Ask for More Work

Just because you landed a project doesn’t mean your client will automatically send you more work. You have to ask for it.

The best time to ask is right after you’ve done an amazing job. Consider what’s next in the process, and ask to help with that.

• Finished design work? Offer to help with line sheets or tech packs.
• Completed tech packs? Ask if they need help sourcing factories.
• Wrapped up sourcing? Offer to help with product development.

FAST grad Fernanda Martinelli (LinkedIn) used this exact strategy to turn a design and tech pack project into a 3D rendering project. 

🎧 Hear how Fernanda got more work from an existing client by asking for it.

3: Ask for Referrals

Freelancing is a relationship business. Fashion is small and people know each other.

Clients won’t automatically refer you—but if you ask, they will.

How to Ask for a Referral (Without Feeling Awkward)

Do the Specific Ask:

Not the Generic Ask:

It’s a lot easier for someone to give a referral or introduction when you do the legwork for them.

What It Takes to Succeed as a Freelance Fashion Designer

Since 2018, I have worked with over 1000 freelance fashion designers (and technical designers, product developers, pattern makers, textile designers, and more) in my FAST programs.

The ones who succeed are perseverant, disciplined, and regularly get outside their comfort zone. I have seen over and over that success is much less about skills and experience and much more about the right mindset combined with the grit to keep pushing.

Put in the work, and I promise, you can become a successful freelance fashion designer.

Follow the 5 steps in this guide, listen to my Fashion Designers Get Paid podcast, and follow me on LinkedIn for more advice. 

Want to grow faster? My FAST programs (Freelance Accelerator: from Surviving to Thriving) give you the exact roadmap to find high-paying clients, set premium rates, and earn steady income – without endless trial and error. Learn more here.

For more advice on growing your freelance business, check out these other resources:

• How to Survive As A Freelance Fashion Designer (21 proven tips from freelancers)
• How Much Do Fashion Freelancers Charge? (100+ Real-Life Examples)
• Do I need an LLC to Be a Freelance Fashion Designer?
• UpWork Proposal Cover Letter for Fashion Designers (with samples)
• The Best Online Platforms for Fashion Designers: Showcase Your Portfolio and Find Opportunities
• Best Freelance Sites for Fashion Designers (from 500+ fashion freelancers)