How an Email Marketer Earned $12k+ on Upwork with GigRadar
Testing The Waters 🌊
The entrepreneurial journey is one filled with peaks and valleys. You can dig a hole for nine months, ponder the value of your existence, and then strike gold the very next day. This happened to Gavin Hewitson, founder of email marketing agency In-box.
As a dedicated entrepreneur striving to bring his agency to the top, Gavin went through a testing phase of traction channels. Various platforms brought leads, some consistently, others not so much. In-box found early success with Fiverr, generating over $10k profit on the freelance platform. However, there was always a preference for Upwork as a lead generation channel, even when Gavin earned $0 on the platform.
With Upwork, it's easier to scale. I knew that by getting onto Upwork, we could open up another revenue stream and do so in a way that would help us generate good revenue. Because not all revenue is good.
For humble earthlings, the idea that revenue can be bad might sound strange and controversial. How can income possibly be bad? When I asked Gavin to elaborate, he explained it clearly:
If I sell a service for $1,000 and make a $100 profit but spend five hours doing it, I’m working at a crappy rate. But if I have another service that I sell for $200 and it takes me 20 minutes to fulfill, those are two different types of revenue. One is significantly better than the other. So the 1st job is revenue, but it's not necessarily good revenue, and it's revenue that took me away from other jobs. I’d normally be willing to compromise my time and make ten bucks an hour if it means securing a $4,000-$5,000/month retainer down the line.
This all goes back to the fundamental concept of leveraging time in business. Just because you are "working" doesn't mean you're doing something valuable or high-impact. To move the needle, it's always more about what you do rather than how much you do. Gavin knew he could unlock new opportunities by building his reputation and Upwork profile. The challenge was figuring out how to start from scratch.
The Initial Struggles
Everybody and their mother knows that building an Upwork profile from scratch is a steep climb. Even if you're reputable in your field, your name on Upwork is unknown. Gavin shared his experience:
I set up my account about a year ago. After a month of manually applying for jobs, it became a tedious and low-value process. Because when you first start on Upwork, you don't have any credibility. I've been doing email marketing for the last five years, so I know what I'm doing. But how does it look from a client's perspective on Upwork? All they see is that this guy Gavin has earned under $2,000 and completed two jobs for about $600. There’s no proof there.
And really, there’s no way around this challenging process. You have to build your reputation from scratch, which often means taking on lower-quality jobs just to get your name out there. Without that social proof, more prominent clients won’t consider your proposals. Gavin’s advice for newbies on Upwork is:
When you start on Upwork, you will have to compromise on what you want to get paid. When we first started, I was getting paid 15 bucks an hour. Then, we incrementally increased our rate by $5 every month. My actual hourly rate is between $150 and $200 an hour. So, it’s nowhere near what I would actually be charging. But you're trying to build up that social proof, right?
While it may seem like we’re painting Upwork in a negative light, the truth is that all lead generation channels come with their own challenges. Whether it’s SEO, Paid Ads, Content Marketing, or Cold Outreach, success rarely comes instantly. It’s always a slow grind. You have to choose your path, knowing the rewards will come later.
Making The Switch To GigRadar ⚡️
After seeing disappointing results with manual lead generation for his new Upwork agency, Gavin realized he needed a change. He was spending too much time writing proposals, getting little to no replies, and wasting time and money. Reflecting on those days, Gavin noted:
I parked my Upwork profile for nine months. I didn't do anything with it and realized I had two ways to go. I could use something like GigRadar for automation or hire a virtual assistant to write proposals manually.
Gavin chose the former as a more cost-effective and long-term solution for his Upwork strategy. With the right mindset, he integrated GigRadar into his agency within the first 7-10 days. Then, the leads started rolling in. When asked about the impact GigRadar had on his Upwork lead generation efforts, Gavin said:
It's entirely responsible for how we get work on the platform now. It's the whole thing. We're not reaching for jobs manually. It is literally just set and forget. I check the inbox every morning, and we'll have two or three new leads. Our current Upwork strategy is dialed in and entirely done through GigRadar.
This is impressive for an agency that was struggling to land even one client on the platform. Now, they can generate multiple clients per month consistently! When asked how many clients In-box has acquired since implementing GigRadar, Gavin commented:
We currently have eight active clients, but we've acquired about 25 in total. And it doesn't always end there.
Gavin went from $0 earned on Upwork to 25+ clients over the last few months. Talk about a kick-ass transformation! Out of curiosity, I asked if Gavin would consider returning to manual lead generation after creating his automation system. He comically replied:
No, I wouldn't. I mean, there's no reason because it pays for itself. It really does. For example, the fees that GigRadar charges - I make that back in a week now, so it's whatever.
This is true for any lead generation channel. You have to make upfront investments; there’s no way around it. But if you take Upwork seriously, create the right automation system and provide value to your clients, you can achieve results like Gavin’s.
As one marketer to another, I had to ask Gavin if he would recommend this tool to other email marketers and marketers in general. He replied:
Email marketers don't do it because I need all the leads. But for regular marketers, it's great, like 100%. I’d probably start now rather than later because more people are entering the space due to its ease. So you do what you can. But it’s been working super well for me. I mean, try it for three months, and you’re good to go.
How To Win and Retain Long-Term Clients
Upwork is just like any other marketing funnel. Proposals turn into lead replies, which turn into interviews, and then into hires. But not all leads are good, so it's crucial to be mindful of the clients you choose to work with to avoid future regrets. Expanding on that thought, Gavin stated:
Let's keep it simple - clients want three things: results, results with little effort, and results quickly. When I accept a job, I ensure I can deliver excellent results on a particular project. Because if I don't, I'll get a bad review, my profile will tank, and rebuilding it will be much harder.
One-off jobs are a great way to gain initial traction on Upwork, but they are not sustainable in the long run. Ideally, you should aim to secure clients on a monthly retainer. Otherwise, you're just a mouse on a wheel. So the tricky part is figuring out how to do that. Fortunately, Gavin has successfully landed multiple long-term clients and shares his insights:
From my experience with clients generating over $500K a month in revenue, they don't want someone who only manages email, right? They can hire someone full-time to manage email marketing at a certain point. Instead, they want somebody who can analyze data, relay information to the marketing department, and collaborate with experts like Google Ads specialists to integrate those insights into the email strategy. Becoming highly connected in the business, even if you’re specialized, makes it difficult for the company to replace you. Upskilling someone to your level takes time, making you essential. That’s the power of niching down and integrating up the line.
This goes back to one of the most important traits in business: versatility and continuous skill development. Even if you're hired to manage one particular avenue, continuously ask yourself: how can I provide more value to the business? And whenever you find the answers - implement them, and you'll never have to worry about money again.
Closing Thoughts
Gavin's implementation of GigRadar into his Upwork Agency was an exponentially ROI-positive business decision. He has already earned over $12k+ with Upwork-sourced clients, and the positive growth trajectory shows no signs of slowing down. When asked for his closing thoughts, Gavin shared:
Guys, use GigRadar. It's been great for me. Don't be greedy at the start. Just take what you can get and then build up your profile. Still, remember, you’re speaking to two groups on Upwork: clients and the algorithm. Keep both in mind, and use GigRadar. It's been super good for me, and our revenue will only increase exponentially as we build up our profile. So yeah, 100% do it.
