Welcome to the 15th edition of Expert•ish Freelancer, a newsletter that helps you launch or elevate your freelance business. Every other Friday, get tips tools, and insights based on my 35⁺ years as a freelance writer.

New here? Welcome! 😊 Subscribe for free.

Hi Friend!

This has been an ongoing theme this past month, but I hope my fellow Floridians are safe after Hurricane Milton slammed into the Gulf Coast of Florida and blew right through Central Florida, where I live. My family and home are fine, with no major damage, so I’m feeling very blessed.

And, in honor of my love for Florida’s Gulf Coast, I’m sharing a pic (above) that I took on my most recent visit to the St. Pete/Clearwater area just a few weeks ago. The Pier was closed after the damage it encountered during Hurricane Helene. 😔 Sending good vibes and positive energy that this beautiful part of the country recovers quickly.

If you feel so inclined and would like to help Florida communities impacted by the past two hurricanes, please consider donating to any of these charities:

• The Bullard Family Foundation

• Metropolitan Ministries

• Rebuilding Together

• Mercy Chefs

• Global Empowerment Mission

• Team Rubicon

• Feeding America

• Samaritan's Purse

• Red Cross

On a brighter note, this ties into the importance of self-care for freelancers. No matter what life throws at you (including extreme weather), take time to maintain your mental and physical well-being.

This past week, I’ve prioritized self-care by leaning heavily on practicing yoga, drinking soothing cups of tea, spending quality time with my family, and celebrating the everyday joys in life (think petting my cats, feeding backyard birds, and meeting my mom for coffee).

And now, the reason you’re really here….

Today’s newsletter dives into getting more work from clients.

🔍 Key Takeaways: 

1. Prioritize client retention.

2. Identify and offer additional services.

3. Provide exceptional customer service.

Today’s issue is brought to you by Belay. Sponsors help keep the newsletter free, so please click on their link to check out their offer! ⬇️ 

Accomplish More. Juggle Less.

Your business is growing, and so are your responsibilities. So what do you do?

You do more.

You see a chance to expand your reach and increase your impact.

You do more.

You take on more hours, juggle more deadlines, and wear more hats. You miss a ball game here and there. Come home late a few more nights. You spend a holiday or two in your inbox. And you tell yourself,

This season just requires more.

But what if growing your business isn’t about doing more things — but instead doing the right things?

What if you could enjoy the holidays this year knowing that someone else is handling the “more”?

Your time is too valuable to waste. BELAY’s flexible staffing solutions can help.

Whether it’s administrative, accounting, or marketing support that you need, BELAY’s highly vetted professionals have the more you’re looking for.

Our exceptional Virtual Assistants, Accounting Professionals, and Marketing Assistants combine AI tools with extensive industry experience to ensure that you are always getting more without sacrificing quality or time.

Accomplish more and juggle less with BELAY.

Learn how with our free ebook, Delegate to Elevate, and leave the “more” to BELAY.

Download now

Freelance Focus: 7 Strategies for Getting More Work From Clients

As a freelancer, you know the drill—chasing down new leads and hoping for a bite as you ride the rollercoaster of income fluctuation. But what if the secret to a steady income isn’t finding new clients, but keeping—and leveraging—the ones you already have? Wouldn’t it be better to turn one-off gigs into recurring freelance revenue?

Truly, this could be a 💡lightbulb moment for you.

I’m not saying completely ditch the outreach game entirely. Drumming up new business from new clients is a smart move. After all, I still practice what I preach, spending time marketing my business every week. Usually, it’s a mix of tactics—including pitching ideas to editors, sending LOIs to prospects, and following up on these outreach efforts.

But lately, I’ve noticed that most of my projects came from clients reaching out to me for help with copywriting and content marketing projects.

And I think this could be a key growth factor in transforming your freelance business.

Intrigued? Let's explore how to get more work from your existing clients.

The Freelancer's Dilemma

Many freelancers find themselves caught in a cycle of feast or famine. One month you're overwhelmed with projects, the next you're scrambling to find work. This inconsistency not only affects your income but also your stress levels, confidence, and work-life balance.

The usual fix? Keep hunting for new clients. While landing new clients does help grow your business, it’s time-consuming, unpredictable, and takes you away from billable work.

Why Client Retention Matters

Focusing on your existing clients isn't just easier—it's smarter. Here's why:

• Stability: Regular work from loyal clients provides a more predictable income stream.

• Efficiency: You already understand their needs, reducing onboarding time and miscommunication.

• Profitability: Repeat clients often lead to higher-value projects and better rates over time.

• Growth: Satisfied clients become advocates, leading to valuable referrals. (And you know I’ll be doing a deep dive on referrals in a future newsletter.)

7 Strategies for Expanding Your Client Relationships

#1: Nurture the Relationship 

Start with the basics, such as regularly communicating with clients. Schedule check-ins to discuss ongoing work, upcoming needs, and any challenges they're facing. Be responsive, and reliable—and always deliver high-quality work. Remember, it's easier for a client to expand work with someone they trust than to find and onboard a new freelancer.

#2: Become a Trusted Advisor

Move beyond being just a service provider. Dive deep into your client's industry, understand their challenges, and proactively offer solutions. Share relevant insights, trends, and opportunities you've noticed. This positions you as a valuable asset rather than a replaceable vendor.

#3: Upsell and Cross-sell

Look for opportunities to expand your services within a client's business. If you're a writer, could you also manage their social media? If you're a web designer, could you offer ongoing maintenance or SEO services? Create package deals that provide more value to the client while increasing your revenue.

I’ve found that I’ve got to remind clients about the other services I provide beyond what I typically do for them. For instance, I write a lot of content marketing articles for some clients. But I’ve also booked additional projects such as branded content, newsletters, social posts, web copy, and news releases.

#4: Implement a Retainer Model

Propose ongoing work arrangements instead of one-off projects. This works well for a set number of blogs per month or a defined scope of work. Retainers should include priority 📆 scheduling, assuring your client that you’ll allocate time for their projects first.

Not only does this encourage repeat business, but it also makes clients feel valued. Retainers provide stability for both you and the client, and often lead to deeper, more strategic collaborations.

#5: Diversify Your Skills

Stay ahead of your clients' needs by continually updating your skillset. If you notice a client frequently outsourcing a particular task (like SEO research or creating infographics), consider whether it's something you could learn to provide. This makes you a one-stop solution for more of their needs.

#6: Provide Stellar Customer Service

Go above and beyond in your service delivery. Be proactive in addressing potential issues. Meet (or beat) deadlines consistently. Respond promptly to client questions. Suggest additional ways to repurpose the deliverable you created for them.

Always be professional in your interactions. Exceptional service often leads to expanded responsibilities and referrals.

#7: Stay Top-of-Mind

Even when you're not actively working on a project, stay connected with your clients. Share relevant industry news, engage with them on social media, or send periodic updates about your services. This keeps you in their thoughts when new opportunities arise.

I send a quarterly newsletter to clients (and key prospects) with insights on marketing, writing, and working with freelancers. Plus, I include fresh clips so they can see what I’ve been working on and which new brands I’m working with.

Bottom Line: Building strong client relationships takes time, effort, and a little TLC, but the rewards are totally worth it.

High/Low

⬆️ High: All of my freelance projects this month came from clients reaching out to me and referrals. #BringItBaby

⬇️ Low: I had to cancel my attendance at two Florida-based press trips (Bahamas cruise and South Florida resort) due to Hurricane Milton. #FloridaLifeCanDisappoint

When You’re Ready Here’s How I Can Help:

• Turn to Expert•ish Freelancer’s Tools & Resources page highlighting valuable resources to help you successfully run your freelance business. You’ll find apps, tools, training, services, websites, blogs, podcasts, books, videos, and more! If you’ve got a resource you love, let me know about it.

• Ask Me Anything! Your questions and feedback help shape future newsletter content. (I’ve already answered a few subscribers’ questions in past issues.) You can reach me at [email protected]. 

• Follow me on LinkedIn. I share more freelance tips/insights most weekdays.

• Share Your Success Story. I would LOVE to hear how you’ve implemented any of the ideas in Expert•ish Freelancer and found success. I might even include your win in a future newsletter. You can reach me at [email protected]. 

Thanks for allowing me into your inbox!

I look forward to sharing my freelance journey with you, and I look forward to hearing about yours. I’m just here as your guide. Take what works for you, and tweak it to your needs. Rinse. Repeat.

I’ll be back in two Fridays with another edition of Expert•ish Freelancer.

In the meantime….

Be kind. Do good. Give thanks. 😊

With gratitude,
Lisa

FYI: In yoga, the instructor often closes the session by saying “namaste” as a way of acknowledging and honoring the light, spirit, or goodness within each person in the class. 🧘‍♀️ It’s often used as a closing to convey unity (we’re all interconnected), gratitude (thank you for this shared experience), respect (I respect you and your journey), and peace (may you find peace within yourself). Essentially, it's a way to acknowledge the shared experience and to leave with a sense of peace and connection. 😊