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How to Turn Upwork Clients Into Your Ideal Clients

sales upwork Apr 18, 2024

It's common to dream of working with the perfect client – someone who understands your value, communicates clearly, and appreciates your work.

Hate to break it to you, but there’s no such thing as a perfect client. 

Ouch. I know. 

The key to finding your ideal clients comes down to you and your PROCESS. It's time to lower your expectations (not your prices) and raise the importance of what you bring to the table.

The Steps to Creating the Ideal Client:

To transform real clients into ideal ones, there are three main areas to focus on:

1. Simplify Your Sales Funnel 

Your sales funnel is the journey that potential clients take from initial contact to becoming a paying customer. 

To create an effective funnel, you need to clearly define your target audience, craft a compelling message, and provide value at each stage of the process.


Start by examining your current sales process and identifying any areas that may be confusing or include too much detail. Consider creating educational content, such as blog posts or webinars, to demonstrate your expertise and build trust with potential clients.

2. Communicating a Clear and Consistent Message 

To attract your ideal clients, you need to communicate a clear and consistent message across all touchpoints. Ensure that your website, social media profiles, and marketing materials all convey the same core values and unique selling proposition.

When creating your message, focus on the benefits that you provide to your clients, rather than simply listing your services. Use customer-focused language and demonstrate your understanding of their specific challenges and goals.

3. Leverage your Signature Process When Pitching Prospects

Your signature process is the foundation of your business. By developing a systematic approach to onboarding, project management, and client communication, you'll be able to deliver exceptional results consistently.

Start by mapping out each step of your process, from the initial consultation to the final deliverable. Identify any areas where you can streamline or automate tasks to improve efficiency and reduce stress.

Consider creating templates, checklists, and standard operating procedures to ensure that every project runs smoothly. By providing a high-quality experience and delivering great results, you'll naturally attract clients who value your work and are eager to collaborate with you again in the future.

The Client Journey: From Prospect to Raving Fan

To create a process that transforms less-than-ideall clients into ideal ones, it's essential to look at each stage of the customer journey. By understanding the touchpoints and interactions that clients have with your business, you can identify opportunities to provide value and build stronger relationships.

First Impression 

The first interaction that a potential client has with your business sets the tone for the entire relationship. Whether they discover you through a search engine, social media, or a referral, it's crucial to make a strong first impression.

Make sure your website and online profiles are professional, up-to-date, and clearly communicate your value proposition. It’s a good idea to consider creating a lead magnet, such as a free guide or template, to encourage potential clients to engage with your brand and provide their contact information.

Personal Connection 

Once a potential client expresses interest in working with you, it's time for face-to-face time on a discovery call and followup proposal. This is your opportunity to demonstrate your expertise, understand their specific needs, and propose a solution that meets their goals.

During the discovery call, ask open-ended questions and actively listen to the client's responses. 

Use their own language to reflect back their challenges and objectives, showing that you truly understand their situation.

When crafting your proposal, focus on the outcomes and benefits that the client can expect from working with you. Break down your process into clear, manageable steps and provide options for different levels of investment.

Onboarding and Project Kickoff 

Once a client accepts your proposal, it's time to onboard them into your process and kick off the project. This is a critical stage for setting expectations, establishing communication channels, and building trust.

Consider creating a welcome packet or video that guides the client through your process and answers common questions. Set up a project management tool, such as Trello or Asana, to keep everyone on the same page and ensure that deadlines are met.

Delivery and Follow-Up 

As you work through the project, focus on delivering great work and communicating regularly with the client. Provide updates on progress, ask for feedback, and be proactive in addressing any concerns or questions that arise.

Once the project is complete, take the time to follow up with the client and gather their feedback. Ask for a testimonial or case study that you can use in your marketing materials, and explore opportunities for future collaboration.

By providing a seamless, high-quality experience at each stage of the client journey, you'll turn one-time projects into long-term partnerships and transform real clients into raving fans.

Attracting and working with ideal clients is not about luck or chance – it's created by developing a strong process and mindset that showcases your value and expertise

By focusing on the three pillars of client transformation and optimizing each stage of the client journey, you'll be able to build a freelance business that attracts your dream clients consistently.

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