Hi Reader,

Happy Friday!

Lately, I’ve noticed a strange shift in the freelance landscape — and if you’ve been feeling it too, you’re definitely not imagining things.

Projects that used to kick off within a week now linger in inboxes. Some leads circle back weeks later with a completely different scope. Others go quiet after asking for proposals.

But here’s the thing I’m reminding myself: slow isn’t the same as no.

Just because leads are taking longer to convert doesn’t mean you’re doing something wrong. In fact, this is a sign that clients are being more thoughtful, more strategic, and that when they do say yes, it’s likely to be a better, more aligned partnership.

P.S. This week on Instagram, I shared another day in the life video. See what I got up to here. And don't forget to give me a follow for regular tips and tricks!

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Here's what I've been up to this week work-wise:

👉 I wrote 4 pieces for clients (Shopify and a route optimisation tool)

👉 I gave 2 presentations - one on personal branding and another on warm pitching

👉 I held the first session with a new coaching client

⏱ Approx hours spent on client work this week: ~18

⏱ Approx hours spent on non-client work: ~4

💰 Total revenue this week: £3,750

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Check out my three practical courses that have helped 500+ people get more clients, earn more money, and create better content.

Friday Freelance Tip​​ ✨ ​

A few months ago, I’d hop on a discovery call, send over a proposal, and be working on the project by the following Tuesday.

But lately? Things feel… different.

Over the past two months, I’ve had plenty of enquiries (yay!), many of which led to great conversations and solid proposals. But instead of moving forward quickly, I’ve been met with a new kind of silence.

Not ghosting, exactly. More like a polite “We’re still hashing things out internally, we’ll be in touch soon.” Or, “Can you send over a new version of the proposal? We’re rethinking the scope.”

In one case, I wrote three separate proposals for the same lead, each one with a slightly different scope, depending on how their plans evolved.

It’s not just me, either.

I’ve been chatting to other creatives and freelancers lately and we’re all feeling it: sales cycles are stretching. Clients are slower to commit. Projects are still happening, but getting the green light is taking longer than it used to.

And honestly? It’s a bit disorienting.

I’ve always found it easier to navigate the feast-or-famine nature of freelancing when things move quickly. When leads roll in, and you either get a yes or a no, and then move on.

But these longer sales cycles sit in the middle. They drag things out. And if you’re not careful, they can really mess with your head.

You start wondering: Was my proposal not good enough? Should I have priced it differently? Do they just not like me?

But here’s what I’ve come to realise…

This is less about you, and more about them.

Many businesses are in a holding pattern right now. They’re navigating shifting budgets, reworked strategies, and internal team changes. Some are in “wait and see” mode. Others are planning Q2 campaigns more cautiously. Things are happening, just at a slower, more deliberate pace.

That doesn’t mean you’re doing anything wrong.

It just means the game has changed a little.

So, if you’re finding yourself in the same boat — proposal limbo, longer-than-usual waits, leads going quiet and then circling back weeks later — here’s what I’m reminding myself (and what might help you too):

Be patient but proactive

Longer sales cycles don’t mean no, they just mean not right now. So follow up (yes, even if you hate it). Check in with a friendly nudge. Keep the door open, and stay top-of-mind.

Sometimes, a simple “Just checking in — let me know if you need anything else from me” is enough to reignite the conversation.

Don’t over-invest too early

It’s easy to get excited about a promising lead and go all in — brainstorming ideas, writing multiple proposals, blocking out future availability in your calendar.

But boundaries are your friend here.

Give them what they need to make a decision, but don’t exhaust yourself trying to pre-empt every possible direction the project could go. If the scope keeps changing, gently steer them toward a paid strategy session or discovery phase. Your time is valuable too.

Keep your lead pipeline warm

When a lot of leads are in limbo, it’s tempting to wait. But this is the moment to keep warming up new potential clients.

Even if you feel like you’re on the brink of being fully booked, having a consistent stream of warm leads makes these slower sales periods much easier to handle.

For me, that means continuing to share content, nurture relationships, and show up online, even when the projects haven’t landed yet.

Trust that good work always comes back around

Some of my favourite projects started with a lead who went quiet for 6+ weeks.

And while it’s not ideal when you’re trying to plan your capacity, these “slow burn” clients often end up being the most thoughtful, collaborative ones. They just needed more time to get everything aligned on their end.

So don’t lose heart.

I’d love to hear if you’re noticing this too. Are your proposals taking longer to convert? Have you had leads go quiet and then reappear weeks later?

Hit reply and let me know how things are going for you. We’re all figuring this stuff out together ❤️

We need more Freelance Money Diaries submissions!

As you know, I'm on a mission to bring more transparency around rates in the freelancing world. And, to do that, it really helps to see what other freelancers are earning. I'd absolutely love it (and be eternally grateful) if you share your finances with us (you can do it totally anonymously!).

As always, happy freelancing :)

Lizzie ✨

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