How to Get More Clients on Upwork
If you're a freelancer on Upwork, you know that finding clients can be a challenge.
Upwork can be a great place to find freelance clients, but you have to play the game right in order to attract high-paying, high quality clients.
But don't worry, buddy!
Keep reading to learn some of my proven strategies to help you stand out and get more freelance clients on Upwork.
The Upwork Pyramid
Before we get into how to stand out on Upwork, let’s talk about the structure of writers on Upwork.
I like to envision a pyramid – there’s a bottom, middle, and top. The bottom of the pyramid is the biggest part of the pyramid (obviously), and the highest number of freelancers on Upwork fall into this category.
The freelancers on the bottom of the pyramid have low skills and experience and accept low rates.
And that’s fine! There are some jobs that don’t require as much experience as others. Easy-to-communicate, straight-forward tasks like data entry or paperwork are examples.
In the medium level of the pyramid are freelancers who have more experience and more specialized skills, and they get paid medium rates for that.
And, lastly, the top of the pyramid is where Upwork’s top-rated freelancers live, which includes people who have specialized skills, a lot of experience, and charge high rates.
If you’re brand new to Upwork, the goal is to get out of the bottom level of the pyramid as fast as possible. Let’s get into it below.
How to Get Out of the Bottom of the Pyramid
Whether or not you’re new to the platform, there are a few things you can do to get out of the bottom of the Upwork pyramid – even if you have zero experience.
1. Narrow down on a niche
You may be thinking: why would I specialize my writing? Why would I purposefully exclude myself from most clients? Doesn’t being a generalist raise the chances that I will get clients? Nope!
Choosing a niche helps you build expertise and market yourself as an expert, thus allowing you to charge higher rates.
Even if two writers have the exact same skill level and charge the same rates, a client will choose the applicant whose freelance writing niche is most closely related to their industry. In fact, they’ll be willing to pay more for the writer that has writing samples in their category.
Don’t have a niche? Read this article on why you need a freelance writing niche (and how to choose one).
2. Build up your skills/knowledge
After choosing a niche, you should work to build up your skills and knowledge in your chosen area.
The key here? Don’t use this as time to procrastinate! Set a time limit on how long you’ll work to build your skills – 60 days should be the maximum.
3. Create sample pieces
Finally, gather relevant work to show off your writing skills in your niche. If you’ve never worked with clients before, make samples “on spec.” On spec means creating sample pieces.
Don’t have any portfolio samples? Read this article on how to create a freelance writer portfolio with zero experience!
Photo by Dayo Clinckspoor on Unsplash
How to Attract More Clients on Upwork
Step 1: Build Your Profile
The first thing you need to do to attract more clients on Upwork is to build your profile.
Make sure you have a professional profile picture and a compelling headline with your niche clearly listed. I’m a beauty copywriter, so I made sure to state that multiple times in my profile, particularly in the headline. This strategy really paid off because now if you search for “Beauty Copywriter” on Google, my Upwork profile is one of the top search results.
Your Upwork overview should showcase your skills and experience. If you don’t have a lot of skills and experience, focus on passion and determination. You can also add testimonials from clients or employers that aren’t on the platform. And don't forget to include relevant keywords to increase your visibility on the platform!
Add your portfolio pieces as documents, images, videos, and audio. For each portfolio piece, explain what the project was and what the client asked you to do.
Don’t be afraid to add any and all portfolio samples to your profile. They don’t have to be associated with Upwork projects. As I continued working with clients, I added new portfolio pieces to my profile to give me more credibility.
Besides that, add every optional piece of content to your portfolio possible. Get it verified. Add a video introduction. Add certifications, testimonials, and skills. Put the effort in to make your profile as attractive, complete, and optimized as possible.
Step 2: Bid Wisely
When it comes to bidding on jobs, it's important to be strategic. Don't just apply to every job you come across. Instead, focus on jobs that are a good fit for your skills and experience.
I know what you’re thinking: “But all of the jobs in my niche have 50-100 proposals within a day!”
The number of people who have submitted proposals is less of a concern than you think, especially if it’s in your niche. A lot of times, those proposals come from people on the bottom of the Upwork pyramid who have no relevant experience or skills.
If the job was posted within the last two days, you have a better chance than you think.
Make sure you read the job description carefully and tailor your proposal to the client's needs. Be sure to include relevant samples from your portfolio to showcase your expertise.
And read through the ENTIRE job description. Sometimes, clients try to be sneaky and add in secret keywords you’re supposed to use in your proposal. Pay attention!
Lastly, the biggest piece of advice: be unique with the first two sentences of your proposal. This is an easy way to get potential clients’ attention and show off your personality.
Step 3: Provide Excellent Service
It’s all about building relationships. Schedule a video call with the client through the platform. Figure out all the details you need for the project. If you have more questions once you’re working on the project, ASK.
Providing excellent service seems like a no-brainer, but you’d be surprised how many freelancers don’t do even the bare minimum.
Communicate your boundaries, meet deadlines, and do a good job! Your clients will be happy and will be more likely to become a long-term client and refer you to other clients.
Next Steps
Now that you know how to stand out on Upwork, get out there and implement these tips.
The sky is truly the limit for you, buddy. Get clear on your goals and go after them. I believe in you!
If you want more guidance and step-by-step lessons on running a profitable freelance writing business, check out The Freelance Writer’s Guide to the Galaxy. The self-guided online course has almost 500 members, and you get access to our exclusive online community, monthly Q&A Zoom calls, templates, and more.