Businesses of all sizes share a fundamental principle: It costs more to acquire new customers than to build on relationships with existing ones. It’s an important concept to hold onto if you want to grow your freelance business with a more stable pipeline of work and reduce the amount of time you spend going after new projects.
Many freelancer-client relationships start with small projects—a chance for both parties to see how they work together. Growing those initial projects into bigger and more valuable relationships is how you can create a more sustainable business.
Freelance mobile developer Richard A., a Top Rated professional on Upwork, says there are strategies to use when reviewing projects or staying in touch with past clients that can help you expand your business and serve your clients better.
Richard started his freelance business with two goals in mind: It was important for him to create a stable freelance business so he could focus his efforts on challenging projects and create the work-life balance he wanted. When he started, Richard knew he needed to focus on gaining positive reviews and expanding his portfolio, two important factors clients use to evaluate freelancers.
“When it comes to moving from small jobs to longer-term projects, it comes down to drive and discipline—you need to have both every day for every client because each one is trusting you. The success of your work together will help you get the best reviews and expand your portfolio with quality projects, paving the way for you to build the business you want,” said Richard.
Read Between The Lines
When reviewing job details, everything a client shares—from the description to the deadlines and budget—can help you identify whether they might be a good client to work with and whether they may be looking for more support in the future.
“I keep my process very simple for reviewing and evaluating new clients and work,” said Richard. “I go after jobs that have clear and detailed job descriptions with realistic deadlines and budgets. The more research the client has done and the better he or she understands what they need, the more likely they are to understand the true value a freelancer can bring to the job.”
Research Clients’ History
Just as clients will look at a freelancer’s portfolio and past client feedback, on Upwork you can review a client’s previous projects and feedback. You can also get a sense of whether they’ve had other repeat relationships, as well as their typical budget.
“When I initially considered submitting a bid for a job with one of my [now] long-term clients, I saw from my research that they had long-term relationships with other freelancers,” said Richard. “This was a main reason I went after their project over similar projects.”
Trust Your Instincts
Every project you win and work on helps build your business, regardless of size or budget. Each has potential for continued work with that particular client, referrals to new clients, or positive feedback that can help you win future projects.
That said, the same is true if a project does not go well: It may hinder your chances of winning your next project. Richard feels if you aren’t excited about a project, or are hesitant for some reason, you should trust your gut.
“It may be hard to decide not to go after a job, especially in the beginning, but consider that you are working on more than each individual job—you are building your business for the long-term,” he said. “Focusing on projects that excite you will help you earn positive reviews and expand your portfolio, and that will show your value best to the market.”
Deliver, Deliver, Deliver
Consistently delivering on your work is crucial to keeping any job or client. Never underestimate how valuable it is to give every client you agree to work with your best.
When Richard landed his first project with a now long-term client, he gave it all his energy every minute with the hope that it could lead to something more. His hard work, skills, and service paid off—he has been working with this client on different projects for nearly a year.
Offer Your Expertise
Once you have established a positive relationship with a client, look for ways to help them even after your project is completed.
Since Richard is an app developer, iOS updates are an ongoing consideration for his clients. “I make sure to follow up with past clients to make sure they are aware of upcoming changes, offer my insight on what they may need to do, and suggest how I may help,” shared Richard. “This shows that I care about their business and am an expert they can rely on into the future.”
Within six months of joining Upwork, Richard had established himself with positive reviews, a strong portfolio, and a stable set of clients—including long-term and repeat clients. Now with over more than years of success, Richard consistently follows these strategies to find the right clients and jobs that match his values and he is committed to delivering his best every day.
Get more ideas about how to raise your rates or build a successful freelance business through the Upwork blog or in the Hiring Headquarters, including insights from other members of the Upwork community.
The post How to Grow Your Freelance Business From Small Jobs to Bigger, Repeat Projects appeared first on Upwork Blog.
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