I've been thinking lately about what it is that pulls an audience together. Some people can talk and talk, yet no one listens. Others, though, draw huge crowds. Why are some more successful than others?
One reason I have settled on is the idea of authority. Most people have finely-tuned crap-detectors. They can spot inexperienced fakes a mile away. It's when a true expert appears that crowds gather and wait for new truth to be preached.
The lesson here for freelancers is that we can attract more clients – clients who have a higher level of trust in our ability to solve they're problems – when we present ourselves as an authority in our field.
You can't fake it, but it certainly makes a noble goal to pursue truthfully. Become an expert in your field, and then speak from that place of power.