When it comes to generating leads on Upwork, many people believe it starts with views, while others think it begins with interviews. However, having worked with numerous local and international clients, I have come to understand that the process of closing leads on Upwork actually begins with the number of proposals you decide to send. This practical approach is based on experience and has proven to be effective. In this blog, I will present a graphical representation of the lead closing steps and provide a detailed explanation of the correlation between each part of the pyramid.
Step 1 - Number of Proposals We Bid On:
The simple rule is that the more proposals we bid on, the higher the response rate, and ultimately, the greater the number of contracts we win. However, to maintain consistency in terms of funds, I suggest starting with 5 bids a day. Even if you have a substantial budget to spend, I recommend limiting your daily bids to 5. This allows you to allocate the remaining budget towards boosting, which plays a vital role in winning contracts.
Another advantage of this approach is when you hire an Upwork bidder. With more bids to place, a bidder may face difficulty in finding truly worthy projects. In such cases, they may compromise on certain criteria, such as opting for projects with payment verification or considering the location.
Step 2 & 3 - Number of Views & Number of Interviews:
The number of views and interviews are crucial key performance indicators (KPIs) for tracking the effectiveness of our strategy, as well as the quality of our cover letter and proposal content. Based on the following cases, we can modify our strategy accordingly:
Case 1: Placing bids on 100 proposals and receiving more than 65 profile views but no responses indicates a lack of quality in our profile. To ensure profile quality, we need to consider the following elements:
Well-written and optimized content
Multiple portfolios showcasing various skills
5-6 testimonials
Other important details like education and employment history
Case 2: Placing bids on 100 proposals and receiving fewer than 20 profile views and only 1 interview suggests that our bidding approach needs improvement. The following factors should be considered:
The number of proposals already sent for that particular job
The pricing may be higher than what is suitable for a profile with no reviews (for example, the ideal fixed amount for a 0-review profile is less than $300)
Potential flaws in the proposal content, such as linguistic errors, length issues, ignoring the main concerns of the employer, or missing a clear call-to-action (CTA)
By addressing these areas, we can enhance profile views, leading to a higher response rate and ultimately securing contracts.
Step 4 - Conversion of Interviews into Contracts:
The conversion of interviews into contracts depends on the selling skills of a freelancer or business manager. To increase the likelihood of success, consider the following suggestions:
Provide a detailed PDF showcasing your strong past work.
Emphasize how your ideas, expertise, and services will benefit the employer.
Be a good listener and show genuine interest in the employer's needs.
Highlight aspects of your proposal that align with both your expertise and the job description.
By implementing these strategies, you can effectively acquire clients on Upwork within a shorter timeframe and budget.
Conclusion:
By understanding and implementing the four lead closing steps outlined above, you can navigate towards success on Upwork. Starting with the number of proposals you bid on, optimizing your profile, refining your bidding strategy, and effectively converting interviews into contracts are key elements of a successful approach. Remember to continuously evaluate and improve your tactics based on KPIs, ensuring a steady influx of clients and growth in your Upwork career.
Wishing you a productive and successful journey on Upwork!
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