The freeCodeCamp Podcast

#211 How to Land Freelance Clients with Small Business Whisperer Luke Ciciliano (Developer Interview)

Mar 13, 2026
Guest
Luke Ciciliano
Luke Ciciliano, a freelance front-end developer who runs Modern Website Design and teaches freelance-focused courses, shares practical consulting tactics. He discusses why small and medium businesses are a growing market. He explains how AI and low-code tools create more client conversations. He highlights communication, discovery calls, pricing by outcomes, maintenance revenue, and when to choose WordPress or custom builds.
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ADVICE

Build On WordPress Then Add Small Custom Code

  • Use WordPress and extend it with small custom plugins to deliver fast, affordable solutions for SMBs.
  • Luke built a custom plugin for security deposit handling and 40 lines of PHP to customize product variations as examples.
ADVICE

Explain What Each Price Actually Buys

  • Explain price tiers clearly and what each option delivers instead of only quoting numbers.
  • Luke contrasts getting 90% of requirements for a fraction of custom build cost versus spending much more for the last critical 10%.
ADVICE

Answer Fast And Diagnose On The First Call

  • Respond immediately to inbound referrals and use the first call to ask business-focused questions.
  • Luke spends ~40–45 minutes asking who they serve, goals, and tech stack, then often quotes options on that call.
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