How to Build a Consistent Freelance Income
Breaking the Feast-and-Famine Cycle is Possible
10X Writer #09
Welcome to 10X Writer, the weekly newsletter designed to help writers, copywriters, and freelancers achieve 10X results with expert insights and actionable strategies.
Subscribe now to get future posts.
The Freelance Rollercoaster
Freelancing often feels like a wild rollercoaster, doesn’t it? One minute, you’re juggling multiple projects. The next? Silence. Not a single email or client in sight. It's as if the ride has come to an abrupt stop.
According to an Upwork study from 2019, 63% of freelancers face anxiety about inconsistent income. The constant ups and downs are draining—both financially and mentally. If you’re like most freelancers, you’ve been there too many times.
But here’s the truth: this cycle isn’t your destiny. It’s not set in stone. You can break free from the highs and lows of freelance life. The key lies in how you’re running your business and how you’re approaching freelancing.
This post is to help you step off that rollercoaster. We’ll go over simple, practical steps you can take to bring more consistency into your freelance career. It’s not about an overnight transformation. It’s about small adjustments that will make a big difference.
Why the Feast-and-Famine Cycle Happens?
First, let’s address the real problem—why does this happen? Why do you go from being swamped with work to nothing and then back again?
It’s tempting to blame things like the market or slow seasons. But often, the issue goes deeper. It’s about how you think about freelancing and how you’re managing it.
Thinking Short-Term
Focusing on the next project is understandable, especially when bills are looming. You get a gig, complete it, and move on. You’re always chasing the next job. And that kind of short-term thinking keeps you stuck.
What if, instead, you started thinking long-term?
Imagine clients coming back to you again and again because you’re their go-to person. Things would feel a lot more secure, wouldn’t they?
Focus on that. Focus on how you can stop being a client chaser and become a client attractor.
Avoiding Selling Yourself
Let’s be honest: most freelancers find self-promotion uncomfortable. It feels awkward to cold email clients or post about our services on social media. So, we avoid it. And when we avoid it, we end up waiting for clients to find us.
But here’s the reality: clients won’t knock unless they know you exist.
Self-promotion doesn’t have to be pushy. It’s simply about showing potential clients how you can help solve their problems. You’re not just a service provider. You’re a problem-solver.
According to a survey, freelancers who market themselves consistently earn 15% more on average. So, even if it initially feels strange, it’s worth it.
No Systems in Place
Yes, freelancing gives you flexibility. However, flexibility without structure leads to chaos. When there’s no system in place, you’re left scrambling every time work dries up.
You need a routine—for marketing, following up with clients, and managing leads. It doesn’t have to be complicated. Even setting aside one hour a week to check in with clients or send a few follow-up emails can make a difference. With systems in place, slow periods don’t catch you off guard.
Actionable Step: Take a moment to reflect on your freelancing habits. Are you thinking short-term, avoiding selling yourself, or relying on sporadic marketing? Write down one habit you’ll change this week.
Building Stronger Client Relationships
Clients are the foundation of your business. Yet, so many freelancers focus on landing new clients while letting past ones fade away. That’s a mistake. If you want consistent work, you have to nurture the relationships you already have.
Set Expectations Early
From the start, position yourself for future work. Let’s say you’re doing website copy for a client. Mention how you can help with updates or SEO down the road. You’re not being pushy—you’re being helpful. When clients see you as someone who can support them long-term, they’ll come back to you.
Stay Top of Mind by Following Up
Here’s a little secret: most clients don’t realize they need more help until you check in with them. Following up is a small gesture, but it keeps you front and center when new work comes up.
Set up a system to check in with past clients every three months. You could also offer a quick audit and suggest improvements.
Actionable Steps:
This week, contact two past clients. Check-in on how their business is going or suggest a new way you can help them.
Start positioning your current projects as the start of a long-term relationship, not just a one-off gig.
Diversify Your Income Streams
We’ve all heard the saying, “Don’t put all your eggs in one basket.” That’s especially true for freelancing. When you rely on one type of service—or just a few clients—you’re vulnerable. If that source dries up, so does your income.
Add Complementary Services
You probably have more skills than you realize. Think about the services you offer now. Could you add something complementary?
If you’re a content writer, could you offer email marketing or content strategy? If you’re a designer, could you add branding or social media graphics?
It’s not about spreading yourself thin. It’s about making the most of what you’re already good at.
Mix Local and Global Clients
If you’re working mostly with local clients, you’re missing out. Global clients can provide more consistent work and often pay better. By expanding your client base beyond your local network, you diversify your income and become less dependent on any one market.
According to a recent study, freelancers who diversify their income streams are 30% less likely to face income fluctuations.
Actionable Steps:
Think of one new service you can offer that complements what you already do. Reach out to clients or prospects with that offer this week.
If you’ve only worked with local clients, look into global platforms or communities.
Be Proactive in Marketing
One of freelancers' biggest mistakes is waiting for clients to find them. Word-of-mouth is great, but it’s not enough. You need to be actively marketing yourself—even when you’re busy.
Cold Outreach
Cold outreach doesn’t have to feel awkward.
Think of it as starting a conversation. The key is personalization. Don’t send out generic emails. Do a little research, find a specific pain point, and offer a solution. It’s not about saying, “Hire me!” It’s about saying, “Here’s how I can help.”
Build Your Personal Brand
Your personal brand is what sets you apart. It’s how clients think of you when they hear your name. Are you the writer who helps companies engage customers? The designer who creates brand identities that last?
Building your brand takes time, but it’s worth it. Share your insights, post valuable content, and position yourself as an expert. The more visible you are, the more clients will come to you.
Actionable Steps:
Send out three personalized outreach emails this week. Focus on how you can help potential clients solve a problem.
Pick one social media platform (LinkedIn, Instagram, etc.) and commit to sharing insights twice a week for the next month.
Become the Go-To Expert in Your Niche
Imagine a world where clients come to you. That’s what happens when you’re the expert in your niche. You’re no longer just another freelancer. You’re the go-to person clients think of when they need a solution in your field.
Narrow Your Niche
You might think narrowing your niche limits your opportunities, but the opposite is true. When you specialize, you become the expert. Clients who need that expertise will choose you over someone more general.
Show Your Expertise
How do you become an expert? By sharing what you know. Blog posts, LinkedIn articles, webinars—these are your tools. The more insights you share, the more clients will view you as a leader in your field.
Develop a Signature Process or Framework
Create a unique approach for your work. It could be a step-by-step process for projects or a framework for achieving results. A signature process sets you apart and helps clients understand your value.
Actionable Steps:
Identify your niche and start positioning yourself as the expert.
Develop a signature process for your freelance work. Create a visual version and share it with potential clients.
Conclusion: Build Consistency, One Step at a Time
Freelancing doesn’t have to feel like a rollercoaster. The feast-and-famine cycle isn’t your destiny. It’s a pattern you can break.
But here’s the thing—you don’t need to fix everything at once. Consistency isn’t about overnight change. It’s about taking small, strategic steps—steps you can start today. Reach out to a past client. Offer a new service. Send a few personalized emails.
These aren’t massive shifts but the foundation of a stable business. Freelancing will always have its ups and downs, but focusing on relationships, diversifying your services, and being proactive can smooth out the ride. Bit by bit, you’ll build a business that feels reliable, less stressful, and more consistent.
Three Ways You Can Help This Newsletter Thrive
Share Your Ideas: Do you have a topic you'd love to see in the next edition? I’m always looking for fresh ideas. Comment your suggestions, and let’s make this newsletter even more valuable together.
Spread the Word: Do you know someone who would appreciate this content? Share it with your friends. Your help is essential to growing this newsletter.
Engage: If you enjoyed this edition, don’t forget to like, comment, and restack it! Your engagement helps more people discover the newsletter and keeps the momentum going.