More than 60% of my clients are new-to-me each year

Here's how I find them and secure business

Author

Diana Kelly Levey
October 26, 2025 • Estimated Reading Time: 7 minutes

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More than half of my freelance writing clients are new to me each year.

Here's how I usually acquire them.

1. I reach out first.

I email past clients, editors, and freelance friends to let them know when I have availability. Waiting for work to fall into my lap has never been my jam. I ask for referrals and nurture warm leads.

2. I market myself like it's a job.

Over 100 emails and LinkedIn intros between January and March one year resulted in $10,000 in new freelance work by the end of Q1. Consistency (and a thick skin) made all the difference. I still send at least 20 to 40 marketing emails and messages a week.

See the marketing tasks I check off each week and month.

3. I follow up.

There is money in the follow-up. One client I kept in touch with since November hired me for $3,000 worth of work by spring. Another client I stayed in touch with since January, onboarded me in July and I started turning in work in September.

4. I nurture relationships without asking for anything.
 
A quick "hi" or a check-in email can keep you top of mind. Not every message has to be a pitch. Feel free to simply reach out and mention an article you liked that went live on their site or appeared in a new issue.

5. I show up consistently.

I usually post on LinkedIn 3x a week because that's where my potential clients hang out. Even if editors don't comment, like, or vote in my polls, several tell me that they enjoy reading my posts when they've later reached out with assignments. (I'm also slowly building on Inst @dianakellyleveyfreelance if you want to say hi there.)

6. I send pitches. And I track them.

If an editor adds me to a writer pool on Contently, Skyword, or a similar platform, I send ideas their way when they have pitch calls that go out via email. Persistence matters. I find that even if my pitches aren't 100% successful, editors appreciate the effort and eventually reward me with an assignment. These are the pitches I sent to editors that landed thousands of dollars of work

7. I turn in great work for the clients I already have.

Turning in strong, clean, engaging work helps me stay on their radar and often leads to more assignments (or referrals).

Psst! I’m about to launch a new online, self-directed course on how to find clients (without using fiverr and Upwork). If you’re interested in learning more, reply to this email with MARKETING. 

I’ll keep you in the loop as I get closer to setting it live.

Thanks!

Diana

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