==================================================================== FREELANCE INCOME STABILITY SCRIPTS 11 Word-for-Word Scripts for Income Smoothing SoloStack | solostack.madethis.app/resources/freelance-income-stability ==================================================================== These 11 scripts cover the full income smoothing playbook: re-engaging past clients, pitching retainers, expanding scope with existing clients, asking for referrals, and diagnosing income shortfalls. Each script includes a tone note. Adapt to your voice — the structure matters more than the exact words. ==================================================================== SECTION 1: PAST-CLIENT RE-ENGAGEMENT EMAILS (3 scripts) ==================================================================== ──────────────────────────────────────────────── SCRIPT 1A: WARM CHECK-IN EMAIL Tone: Friendly, low-pressure, genuine interest Use: Monthly outreach to past clients you haven't heard from in 60+ days ──────────────────────────────────────────────── Subject: Quick check-in — [project name] Hi [Name], Hope [project name] has been going well since we wrapped up. I've been thinking about [something specific from their business — a goal they mentioned, a challenge they were working through, an industry change that affects them] and wanted to check in. I'm opening up a couple of slots over the next 6–8 weeks and wanted to reach out to past clients first before filling them. If you have anything coming up that could use [your specific service], I'd love to reconnect. Even if the timing isn't right, no worries at all — I just wanted to stay in touch. [Your name] P.S. If you know anyone who could use [your service], I'd love an intro. Happy to take great care of them. --- NOTES: - Send this to 3–5 past clients per month, rotating through your roster - The P.S. referral ask is optional but converts consistently - Keep it short — the goal is to start a conversation, not explain your services - Reference something specific (not generic "hope you're doing well") — it proves you actually remember them - If they reply positively: schedule a 20-min call before sending any proposals ──────────────────────────────────────────────── SCRIPT 1B: PROJECT ANNIVERSARY EMAIL Tone: Warm, proud, forward-looking Use: Exactly 6 or 12 months after project delivery ──────────────────────────────────────────────── Subject: One year since [project name] — a quick update Hi [Name], Can you believe it's been [6 months / a year] since we launched [project name]? I've been reflecting on what we built together, and I'd love to hear how it's been performing for you. [If you have any data: "I noticed [X metric] — how has that tracked for your business?"] I'm also in the early stages of planning my client roster for [next quarter / next year] and wanted to check in before my slots fill up. [Your name] P.S. If the work we did together has paid off, a quick testimonial would mean a lot — even just a sentence or two. Here's the link: [link if you have one] --- NOTES: - The anniversary hook makes this feel natural, not opportunistic - Works especially well if you can reference measurable results - The P.S. testimonial ask is worth including even if it feels awkward — most happy clients are glad to be asked - If they share positive results: that's a case study. Ask permission to share it. ──────────────────────────────────────────────── SCRIPT 1C: NEW SERVICE ANNOUNCEMENT EMAIL Tone: Helpful, direct, brief Use: When you've added a new service or productized offer that fits their needs ──────────────────────────────────────────────── Subject: New offering — thought of you Hi [Name], I've been getting a lot of requests for [new service/offering], so I've put together a formal [package / retainer / offer] around it. Based on our work together on [project], I thought it might be useful for you — specifically for [specific application to their business]. I've kept it simple: [one-sentence description of what it includes and the price]. Would it be worth a quick 15-minute call to see if it fits what you're working on? [Your name] --- NOTES: - Only send this when the new service genuinely fits what they do - Generic "I wanted to reach out about my new services" reads as a mass pitch — personalize the "specifically for" line - Works well for productized offers (fixed scope, fixed price) because the pitch is simple ==================================================================== SECTION 2: RETAINER PITCH SCRIPTS (2 scripts) ==================================================================== ──────────────────────────────────────────────── SCRIPT 2A: RETAINER PITCH — ACTIVE CLIENT MID-PROJECT Tone: Confident, mutually beneficial, natural Use: About 60–70% through a project when the client is happy ──────────────────────────────────────────────── "Before we get too close to the end of this project, I wanted to ask about what comes next. Based on what I've seen working on [project], you have a consistent ongoing need for [service type] — the work we've been doing here really needs continued [attention/maintenance/development] to keep delivering results. I work with a handful of clients on a monthly retainer for exactly this kind of ongoing support. You get priority access to my schedule, we skip the re-scoping overhead every time, and the work keeps getting better because I stay embedded in your context. For you, that would look like [specific deliverable] per month for [flat fee]. I have one opening right now — would it be worth talking through what that could look like?" --- NOTES: - "Before we get too close to the end" is key — it gives them time to process, and you're not pitching in the last week when they feel abandoned - "Priority access to my schedule" is a genuine benefit, not a sales line — make sure you actually deliver it - Lead with their ongoing need, not your desire for recurring revenue - If they say "let me think about it": send a brief scope summary email within 24 hours ──────────────────────────────────────────────── SCRIPT 2B: RETAINER PITCH — PAST CLIENT (3+ MONTHS POST-PROJECT) Tone: Direct, warm, low-pressure Use: Re-engaging a past client with a retainer offer ──────────────────────────────────────────────── "Hi [Name], it's been a few months since [project] — I hope it's been going well. I've been refining how I structure my client work, and I'm now taking on a few monthly retainer clients to keep a more consistent schedule. It gives both of us more predictability: you get reliable availability and no re-briefing overhead, and I get to build a deeper understanding of your business over time. Would you be open to a monthly arrangement where I [specific deliverable] for [flat fee]? Happy to put together a short scope document if it's worth exploring. No pressure either way — just wanted to make sure you knew it was available before I filled the spots." --- NOTES: - "No pressure either way" lands better than "let me know your thoughts" — it's direct without being pushy - "Before I filled the spots" creates mild scarcity without being false — only use it if it's true - Flat fee + specific deliverable is easier to decide on than "we can figure out the scope" - Follow up once after 5 days if no reply. One follow-up only. ==================================================================== SECTION 3: SCOPE EXPANSION / UPSELL SCRIPT (1 script) ==================================================================== ──────────────────────────────────────────────── SCRIPT 3A: SCOPE UPSELL TO EXISTING CLIENT Tone: Observational, helpful, specific Use: Within 1–2 weeks of project close ──────────────────────────────────────────────── "Now that we've wrapped [project], I noticed [specific adjacent need — e.g., 'your onboarding email sequence could use a similar refresh' / 'there's a gap in the follow-up flow we built for the launch' / 'the landing page we built would convert even better with a proper A/B test on the headline']. I could handle that for you for [price] — would save you the time of briefing someone new on the context we've built up over the past few weeks. Want me to put together a quick scope?" --- NOTES: - Specificity is the entire key here — "I noticed [X]" only works if X is real and specific - The "context we've built up" framing is a genuine benefit for the client, not just a sell - "Want me to put together a quick scope?" is a low-commitment next step — much lower friction than "want to hire me again?" - Existing clients close at 3–5x the rate of new prospects. This is the highest-ROI outreach you can do. - If they say yes: send the scope within 24 hours while the relationship is warm ==================================================================== SECTION 4: REFERRAL ASK SCRIPTS (3 scripts) ==================================================================== ──────────────────────────────────────────────── SCRIPT 4A: END-OF-PROJECT REFERRAL ASK Tone: Casual, warm, easy to say yes to Use: During the final delivery call or in the project close email ──────────────────────────────────────────────── "By the way — if you know anyone who could use [your service], I'd love an intro. I'll take great care of them. And if it turns into a project, I'll send you a [gift card / small thank-you / discount on your next project] as a thank-you. No pressure to think hard about it — just wanted you to know I'm open to referrals." --- NOTES: - "No pressure to think hard about it" removes the cognitive burden that kills referral asks - The incentive (gift card, thank-you) is optional but increases follow-through by ~40% - Best time: right after they express happiness with the result — not at the very beginning of the delivery conversation - Keep it short. Long referral asks feel like sales pitches. ──────────────────────────────────────────────── SCRIPT 4B: EMAIL FOLLOW-UP REFERRAL ASK (sent 1–2 weeks post-project) Tone: Warm, brief, specific about who you're looking for Use: A standalone email, separate from the project close ──────────────────────────────────────────────── Subject: One small ask Hi [Name], Thanks again for [project] — it was genuinely great working together. I hope [deliverable] has been treating you well. One small ask: I'm currently looking for [1–2 clients / retainer clients / small-to-medium businesses in your space] who need [specific type of help]. If anyone in your network comes to mind, I'd love an intro. Happy to send a brief note you could forward if that makes it easier. [Your name] --- NOTES: - "One small ask" in the subject line has unusually high open rates — it's honest and specific - Being specific about who you're looking for makes it much easier to refer you - "Happy to send a brief note you could forward" removes a huge barrier — they don't have to write anything - Keep the email under 100 words. Brevity signals respect for their time. ──────────────────────────────────────────────── SCRIPT 4C: LINKEDIN MESSAGE REFERRAL ASK Tone: Friendly, direct, brief Use: LinkedIn DM to a past client or strong professional contact ──────────────────────────────────────────────── "Hey [Name] — hope things are good. Quick ask: I'm looking to take on a couple of new [retainer / project] clients for [next quarter]. If you know anyone who could use [your specific service], I'd love an intro. Happy to reciprocate if I can ever be useful in your network too." --- NOTES: - LinkedIn DMs should be shorter than emails — aim for 3 sentences max - "Happy to reciprocate" positions this as a mutual exchange, not a one-way ask - Best contacts to send this to: past clients, collaborators, people who've engaged with your content - Don't send this cold — only to people you've actually worked with or who know you ==================================================================== SECTION 5: INCOME SHORTFALL DIAGNOSIS SCRIPTS (2 scripts) ==================================================================== ──────────────────────────────────────────────── SCRIPT 5A: INTERNAL SELF-CHECK (run when income starts dropping) Tone: Analytical, calm, action-oriented Use: As soon as you notice income is trending below target — not after a crisis ──────────────────────────────────────────────── INCOME SHORTFALL SELF-CHECK When you notice income dropping, diagnose before you react. Run through these 3 questions: QUESTION 1: Is my pipeline empty? Signs: Fewer than 3 leads in the tracker. No proposals out. No active conversations. 1-Action Fix: Schedule a 3-hour outreach sprint this week. Contact 10 past clients and 5 warm prospects. Don't wait for the weekly block — do it today. QUESTION 2: Are proposals going stale without a decision? Signs: Proposals out for 2+ weeks with no follow-up. Leads going quiet after the discovery call. 1-Action Fix: Follow up on every open proposal today. Use Script 1B from above. Send within 24 hours of this diagnosis. If they don't reply in 5 days, send one final follow-up then move on. QUESTION 3: Is my positioning attracting the wrong clients? Signs: Getting leads, but they're not converting. Consistent "too expensive" objections. Clients who aren't a good fit for your service. 1-Action Fix: Don't lower rates. Expand your lead sources and refine who you target. Talk to 2–3 past clients who were great fits — ask where they found you. Double down on those channels. RULE: Never drop rates during a shortfall. Fix the pipeline problem first. Rate cuts during a low phase devalue your work and rarely bring in the right clients. --- NOTES: - Run this check the moment you notice income dropping — not after 2 months of decline - The goal is diagnosis, not panic - Most income crashes are fixable within 30 days with fast action on Question 1 ──────────────────────────────────────────────── SCRIPT 5B: OUTREACH TO TRUSTED PEERS (for overflow referrals) Tone: Honest, collegial, reciprocal Use: Email or DM to 2–3 trusted peers / collaborators during a slow phase ──────────────────────────────────────────────── Subject: Quick check-in / potential overlap Hi [Name], Hope things are going well on your end. Quick question — I'm in a quieter stretch right now and wanted to check in with a few people I trust in my network. I'm specifically looking for [type of client / project type] for [next 4–6 weeks]. If you have any overflow, referrals you're not taking on, or clients who might need someone like me, I'd genuinely appreciate a connection. Happy to return the favor — I'll keep you top of mind if anything comes through my pipeline that's a better fit for your work. [Your name] P.S. How are things on your end? Would love to catch up if you have 20 minutes sometime soon. --- NOTES: - Honesty about being in a "quieter stretch" builds trust — peers appreciate authenticity - This only works if you have a real relationship with the person. Don't send this cold. - The P.S. social check-in is important — it keeps this from reading as a pure transactional ask - Send to 2–3 people max per slow period. More than that starts to feel like a mass pitch. - Best contacts: freelancers in adjacent niches who get referrals they can't take, agency owners with overflow work, former colleagues who know your capabilities ==================================================================== SCRIPT USAGE QUICK REFERENCE ==================================================================== Goal | Script to Use ------------------------------|------------------------------------------- Stay top-of-mind monthly | 1A — Warm check-in email Reconnect after 6–12 months | 1B — Project anniversary email Pitch a new offer | 1C — New service announcement Pitch retainer (active client)| 2A — Mid-project retainer pitch Pitch retainer (past client) | 2B — Post-project retainer pitch Upsell existing client | 3A — Scope expansion / upsell Ask for referral (verbal) | 4A — End-of-project referral ask Ask for referral (email) | 4B — Email follow-up referral ask Ask for referral (LinkedIn) | 4C — LinkedIn message referral ask Diagnose income drop | 5A — Internal self-check Find overflow/referrals | 5B — Trusted peers outreach ==================================================================== END OF SCRIPTS ==================================================================== Downloaded from: solostack.madethis.app/resources/freelance-income-stability More free resources: solostack.madethis.app/resources Template library: solostack.madethis.app/products