I don't think there's a perfect recipe, but we have done quite well by marketing ourselves not as freelancers.

Aka, you are a small business. Aka, never do hourly and fixed cost projects only.

Too many people get caught up contract and deliverables and hour counting.

It sucks but you are a service worker essentially in a very high referral industry. Every project should be above and beyond with little push back. If it's unreasonable, everyone will know.

Know how to sell different processes to different people. Small ma and pa businesses are PITA but are also customers. Give them a different process than your big budget customers who always tend to be more easy going.