Hey all! 👋 Happy 4th of July 🇺🇸

This week, web developers will discover their performance on Upwork. I will also be sharing insights on a typical Upwork pipeline, some weird updates from the platform, exciting new offers, and more.

🤝 Welcome, new GigRadar Partners!

Last week, I invited you to become our partners.

I was pretty surprised at how many applications we got. I was looking for marketing & development partners but it came as a surprise how many of you decided to invest in GigRadar 🤯

What does this mean for you?

More features for GigRadar, more clients for GigRadar.

I'm fully booked with investor meetings, but our partner team still has some spots for resellers & affiliates.

Can you help us sell GigRadar?

Can you help us build or integrate GigRadar?

Become a GigRadar Partner

🌪️ How does a healthy Upwork pipeline look like?

Our community already knows that Upwork lead generation isn’t just about writing good proposals. It’s a lot more work for SDRs, appointment setters, and sales teams. (You would know if you followed our events & huddles too.)

Today, we're diving into the most sought-after category on Upwork: Web Development 🌐

Here’s a snapshot of a typical pipeline with real numbers, achieved with blood, sweat, KPIs, and tears:

  • Niche: Web Development
  • Upwork Agency: Top Rated Plus
  • Lead Generation Budget: $5k/mo (connects + GigRadar + appointment setting team)

Grow Your Upwork Sales with Automation

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If your Upwork profile is decent and your GigRadar setup works well, you should achieve an LRR of about 18%.

  • Also, let’s include invitations and direct chats: which total roughly 270 leads (replies).
  • Then, your SDR should act quickly and schedule a lot of calls, aiming for around 80 booked ones.
  • Without forgetting to follow up with your booked prospects, you might end up with 60 actual calls.
  • Out of those 60 calls, you may expect roughly 3 contracts in the deal cycle of <30 days (and +15% more developing from a long tail of open deals of 30-90 days old).

Yeah, it’s web development, so the deal size isn’t $1,500; we're looking at around $20k–$30k contracts.We’re talking about hundreds of thousands of dollars in the long term on the investment of $5k. So you just need to manage to close 5% of those calls, and everything will be peachy 🍑🍑🍑

💲4.99 Upwork Fee Explained

Upwork has a new update, and we're here to break it down for you. Spoiler: it's not as scary as it sounds! 😱

🗝 Key Points:

  1. Nothing to be afraid of: This fee only applies to direct offers.
  2. Invitations and proposals are not affected. No need to worry, your usual activities remain fee-free.

What's the Instant Connection Fee?If a client sends you an offer through direct messages, and it’s your first direct offer from that client, you’ll need to pay a one-time Instant Connection Fee of $4.99 USD to accept it. This fee will be deducted from the payment you receive from the client.

For agency freelancers:

  • If you’re an agency freelancer, the fee STILL (🙁) applies even if someone else in your agency has worked with the client before.
  • If the agency owner accepts the offer, the agency will be charged :(
  • If you’re not an exclusive agency member and accept the offer on your own, you’ll pay the fee.

This fee does not apply to Upwork Payroll or Enterprise contracts. Small mercies.

A direct message without a job posted? How????

👀 See:

Grow Your Upwork Sales with Automation

Discover how GigRadar helps you send better proposals, get more replies, and win clients faster — no manual work needed.

Book a Demo

Ready for your Upwork success story? Book a demo with GigRadar below!
Book a Demo
FAQ

Most Popular
Questions

Get a more consistent and cost-effective lead generator for your Upwork agency.

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What’s the best way to start a cover letter on Upwork?

Start with a strong, personalized first sentence that addresses the client’s pain point directly. Avoid generic intros or repeating information from your profile. The goal is to hook the client and stand out among hundreds of proposals.

Should I mention my title or team in the cover letter?

No. Avoid phrases like “We have the perfect developer” or highlighting titles like CEO or Founder in your intro. Clients want to connect with the person behind the profile, not a company structure. Focus on solving their problem first.

How do I write better follow-up messages?

Never just say “Hello” or “What do you think?”. Instead, revisit the job post, find a new angle or pain point, and ask a relevant question. Each follow-up bumps your message back to the top of their inbox, increasing your chances of a reply.

What’s the difference between free and paid lead generation tools?

Free tools are good for testing but lack scale and automation. Paid tools offer verified contact data, AI scoring, job scanning, and CRM integrations—making them essential for serious freelancers or agencies aiming to grow consistently.

Is manual lead generation still effective in 2025?

Manual outreach still works for testing or hyper-targeted campaigns, but it's slow and hard to scale. Automated tools give faster, more accurate results and free you up to focus on closing deals instead of chasing leads.

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How do I make my cover letter stand out on Upwork?

Start strong by addressing the client’s specific pain point in the first sentence. Avoid generic intros or repeating your profile. Personalization is key—use details from the job post and speak directly to the client’s need.

What are common mistakes to avoid in Upwork proposals?

Avoid using loud titles like “CEO” or “Founder” in your intro, overloading with emojis or bold text, and writing in a generic or AI-generated tone. Clients are looking for clarity, relevance, and a human touch.

How should I handle follow-ups with leads?

Use a structured follow-up approach: send up to 3 messages during initial contact, and 3 more over the next few months. Don’t just say “Hello”—revisit the job post, find new angles, and ask meaningful questions.

Is cold calling still effective in B2B lead generation?

Yes, but mostly in North America. Due to GDPR restrictions in Europe, cold calling is less viable there. US-based agencies often see 30–40% higher lead reply rates when offering cold calling services.

What’s the best way to grow a business development agency on Upwork?

Focus on niche services like appointment setting and lead generation, which have higher conversion rates. Avoid hiring too early—founders should lead initial growth. Later, bring in experienced leaders to scale and standardize operations.

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