Next Step Wisdom: Why Your Upwork Clients Keep Ghosting You

Hanna: Wow. I’ve been looking for exactly someone like you.

You: Thank you! What about a call?

Hanna: Sure!

*call, where you said you'd like to know her design taste first so would be great if she would show you first

Next day

You: Hello Hanna! Just following up our call. Anything for me?

ghosted lead.

So why do you think, Hanna should exactly know what she should do?

Or maybe you were talking to someone and sent them an estimate and logically you are waiting for questions or price negotiation. However, nothing going on because it's logical for YOU only.

The problem is that on Upwork, you are in need to lead your client through the whole funnel. This marketplace is for hot sales and any side step will lead to the loss.

Every time the client needs to figure out the next step themselves, you add friction.

And friction is especially dangerous on Upwork because Hanna probably didn't talk only to you.

While you're patiently waiting for her to magically understand that “anything for me?” means "please send me 3-5 websites whose visual style you like so I can prepare the first design direction" another freelancer might simply say:

"please send me 3-5 websites whose visual style you like so I can prepare the first design direction" 😄 (yes I repeated on purpose)

The next-step rule

Before sending any message on Upwork, ask yourself:

If Hanna is a child and reads this message and does absolutely no thinking, does she still know exactly what to do next?

If the answer is no, your message isn't finished yet.

You sent an estimate? Don't finish with: "Here is the estimate. Let me know what you think."

Tell them what happens after the estimate:

"I've attached the estimate. Please check the scope first. If everything looks correct, I'll send you the final timeline and we can start the contract."

Every time you talk to your client, you need to exactly say what is the next one or even two steps. If you are waiting for something from the client, say that you are waiting, for example, till the end of this week.

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