Have you ever felt like a fisherman patiently waiting for that big catch to tug at your line?

Only in our (freelance) world, it’s not fish we’re catching—it’s a prospective client, and the bait is a proposal you poured your heart into.

Ghosting, much like the one that got away, has somehow become the norm in our professional seascape. If the term “I’m following up…” makes you cringe, join the club. We’re all in the same boat, hoping for that promising tug on our line without losing our cool, or our souls.

You’ve just aced that initial call, your proposal is a masterpiece of clarity and persuasion, and you’ve hit ‘send’ with a flutter in your heart. Then comes the agonising silence. Sounds familiar, doesn’t it? But before you sink into despair, let me share with you a not-so-magical system involving a dark-humoured accountant, an elaborate Excel sheet, and a formula that helps me decide just how much of my time, money, and sanity I’m willing to gamble on chasing that elusive lead.

Before you read further, this is a system I’ve built that works for me. I hope this helps you to stop casting your line aimlessly in deep waters, turning the wait into a wild goose chase.

After I’ve had that first call, I’ve got a pretty good grip on what the client wants to achieve. Next, I dive into my trusty, overly elaborate Excel sheet to crunch some numbers around cost, value, and time. And a little spreadsheet magic later, I’ve got a price tag for the project. I package it all into a slick one-page proposal, take a deep breath, and send it off into the ether. If the project’s a big one, I like to walk the client through the proposal over a call. If they say yes, it’s high-fives all around! But, if there’s no word after a week? Cue my follow-up protocol.

Here’s where my calculator comes back out—I earmark 5% of the project’s value (bumping it to 10% for the really juicy gigs) as my budget for pursuit. Might sound high-and-mighty, but I place a premium on my time—it’s the gold standard in my business. Yes, I’m building a business and getting clients is now a lifelong endeavour. But, without valuing my own time, how can I expect anyone else to? So, if it’s a smaller project, I’ll reach out twice, and thrice for the bigger beasts. By no means is this method foolproof.

Why hasn’t the client responded yet? Maybe they’re globetrotting, shopping around, or dealing with life’s curveballs. Truly, the reasons are endless.

I’ll never know but, but what I do know is the toll it takes on me waiting for a reply. And defining my boundary helps me immensely.

Don’t get me wrong, I’m always greedy for good work and clients. But it’s got to be a two-way street, right? I’ve got this handy number that tells me just how much legwork I’m willing to put into the chase.

And if they resurface weeks, or even months later? No worries—I’m still around. We’ll chat, and if we sync up, you bet I’m diving into that project.

I will leave you with this – don’t anchor all your hopes in one spot, cast your line far and wide! After all, keeping your business booming and your spirit soaring is all part of the freelancer’s juggling act. So, keep your hooks in the water, and who knows, one just might bring in the big catch.

P.S. If you’re ready to bite, how about a nibble on this hook?

image credit: pexels