When I first started freelancing, I thought clients were paying me for creative: The logo. The edit. The deliverable. So I priced by the hour, focused on making things look good, and wondered why my proposals kept getting ghosted. Then one client said something that changed everything: “We don’t really care what the video looks like. We just need people to click on it.” That’s when it hit me: clients don’t buy skills. They buy solutions. They’re not hiring you to deliver a file. They’re hiring y