Struggling to pinpoint where your freelance clients are coming from? You’re not alone. In a rapidly changing industry influenced by AI and shifting networks, tracking your client journey is more important than ever. Discover simple yet powerful strategies to identify your best lead sources, optimise your discovery calls, and connect with potential clients – without the stress. From simple spreadsheets to CRMs like Dubsado and Notion – and even handy tools like Chatra – Emma Cosey shares practical tips and ways to track where your clients come from.
Listen to the podcast episode below, watch it on [Youtube], or scroll down for the summary!
Prefer to read it? Here are the main points!
Freelancing is full of ups and downs, and one of the biggest challenges many freelancers face is simply figuring out where their clients are coming from. It’s easy to assume you know – maybe you think LinkedIn is your goldmine, or you’re sure it’s referrals – but unless you’re actually tracking it, you might be missing some big clues.
Why Tracking Client Sources Matters
Most freelancers don’t keep proper track of where their leads come from. But this data is vital because:
It helps you see what’s actually working (sometimes it’s not the channel you think).
It shows you where to focus your marketing efforts.
It highlights which sources bring in your best, easiest-to-work-with clients.
For example, I’ve coached freelancers who thought all their clients came from LinkedIn until they reviewed things properly and realised referrals were their biggest source.
Simple Ways to Track Clients
You don’t need fancy tools to do this – though they can help! Try one of these approaches:
Manual tracking: keep a simple spreadsheet or even a note on your phone where you log each client and how they found you.
Onboarding forms: add a “Where did you hear about me?” question to your discovery call form or booking system.
CRM or project management tools: apps like Dubsado or Notion can make it easy to generate quick reports and spot patterns.
The key is to be consistent, so you start building a clear picture over time.
Make Discovery Calls Work for You
Discovery calls are often the next step after someone finds you – but how you run them makes all the difference. They usually fall into two categories:
- Clients who already know they want to work with you, and just want to confirm the fit.
- Clients shopping around and comparing options.
To make them effective:
Use a strong intake form so you already know their needs, budget, and which service they’re interested in.
Keep the call focused on providing clarity, not hard selling.
Follow up with a clear email recap rather than pressuring them to commit on the spot.
Not everyone loves calls, so consider alternatives like a website chat tool like Chatra, Voxer, or even email Q&A for those who prefer less direct contact.
Don’t Forget Testimonials
Your past clients can tell you a lot – not just about where they found you, but about why they chose you. Look at the words they use in testimonials. Are they describing qualities you can emphasise more on your sales pages and social posts?
What If You’re New to Freelancing?
If you’re just starting out and don’t yet have data, you’re in a great position to build these habits from day one. Begin with outreach:
Send a simple “scary email” (I’ve got a free template on my website) to friends, family, and contacts letting them know about your new business.
Reconnect with contacts from previous roles – sometimes they need freelance support while they replace a staff member.
Often, those first clients come from your existing network, so don’t be afraid to ask.
Your Challenge This Week
Take 30 minutes to review where your last few clients have come from – or, if you’re new, send out that first outreach email. Not only will this give you more clarity, it’ll help you stop wasting time on platforms that don’t actually bring in results.
Next Steps
Tracking client sources is just the beginning. Next week on the Freelancers Tea Break, I’ll be talking about how to get visible and share your offers without burning yourself out.
In the meantime, if you want more help with discovery calls, check out my £9 mini training which includes scripts, follow-up templates, and tips to make the whole process smoother.
And if you’re ready to chat more, come join the Freelance Lifestylers community on Facebook or Discord – or connect with me on Instagram @EmmaCossey
Links mentioned: Discovery Call £9 Training &The Scary Email Template
Affiliate Link: Dubsado 20% off your first year
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Email: hello@emmacossey.com
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Want more support? Check out the Freelance Lifestyle School courses and membership.
