Can I Really Make Money on Upwork? 17 Freelancers Share Their Stories

Freelancing involves running your own small business. You’re responsible for finding enough clients to make your business worthwhile. For independent professionals, one way to reach out to potential clients is directly through cold call emails and private messages. Another, often better, option is to use a freelancing marketplace like Upwork, where you can submit proposals to projects from clients who are actively looking to hire independent professionals. 

Before signing up for Upwork, you may be wondering: Can I really make money on Upwork? The short answer is yes, but you need to be strategic. This article dives deeper into this question and shares stories and tips from successful freelancers on Upwork. 

Is it really possible to make money on Upwork?

As a freelancer on Upwork, you get to set your own rates and decide what you want to charge clients for each project. First, you’ll need to sign up for an account, create a profile that markets your skills and explains to clients what you do best, and then you can start submitting proposals to bid on projects that fit your skills and background. 

The Upwork Research Institute found that in the U.S. in 2024, freelancers generated $1.5 trillion in earnings, often outearning their counterparts who hold traditional full-time roles. Those who earn exclusively through freelance work report a median income of $85,000, surpassing their full-time employee counterparts. 

‍Payoneer surveyed over 2,000 freelancers across 122 countries to discover what independent professionals were earning around the world. 

“I didn't know that what I'm earning right now was even possible. Once you land your first client, I mean, the sky’s the limit. You have several opportunities out there, and it's just up to you to reach out, and it will change your life. I had never been in this position before, and Upwork has made it possible for me. I never ever thought in a million years what I earn in a week or less is what I used to make in a month. It's unbelievable. If I could do it, anyone out there can, once they're determined and they're consistent."

– Vera Cus, Virtual Administrative Assistant

You can find out what freelancers on Upwork make by searching for talent yourself. Type the skill you’re interested in, and you’ll see a list of available freelancers. You’ll be able to see each freelancer’s hourly rate and what they’ve earned so far on the platform (unless they’ve upgraded to Freelancer Plus and chosen to hide their earnings). If you click on their profile, you’ll also be able to see how many jobs and hours they’ve worked through Upwork. 

Average freelancer hourly rates vary depending on each skill’s demand and the freelancer’s level of experience. Clients will typically pay for expertise. You can research average hourly rate ranges by skill to give you an idea of what you could charge clients.  

The short answer: Yes, the opportunities to make money are real, but it takes commitment 

Upwork is a marketplace where clients can post projects and freelancers can submit proposals for the jobs that spark their interest and match their skill set. Clients ranging from single-person startups to roughly 50% of the Fortune 500 use Upwork. Thousands of opportunities are posted every day. 

“I didn't think I'd be able to earn as much as I earned in an office job, but now I'm earning double what I used to earn.” 

– Pam Cheney, Top Rated Plus Graphic Designer

Freelancing is a business that you have to build, like any other. Success doesn’t happen overnight; it takes commitment and dedication. You have to spend time creating a profile that stands out, finding jobs that match your skills, and writing personalized proposals for each project that you’re interested in. 

Keep in mind that you may not land an interview for every proposal that you send. Upwork can be competitive, so you have to figure out what sets you apart from other freelancers. As you build your expertise and focus on a niche, marketing your skills and landing jobs often becomes easier.

New freelancers sometimes complain about the time they have to put in up front. Submitting proposals also costs Connects, Upwork’s internal currency. You’ll need to have a strong profile before you can start submitting proposals. Freelancing can be slow at the start, but it typically speeds up once you start gaining positive reviews and building your portfolio. 

Freelancers may give up before they start building momentum, expecting the day they sign up for Upwork to be the day they land their first project. You may need to start small, taking on lower-paying projects and charging less to build your reputation. Landing your very first job is often the most challenging. 

Can I make a living on Upwork? 

Freelancing can be a full-time career or a part-time job to supplement your income. Freelance work is flexible; your workload depends on your availability and the projects you accept. When just starting out, you may not have 40 billable hours of work. Building a reputation on the platform takes time. Many professionals transition into full-time freelancing work by freelancing part time while keeping their main source of income until they have enough clients and work to support themselves. 

“Once I started making around half of the income that a 'normal' job would bring in, I decided that instead of splitting my time between applying for jobs and freelancing, to shift my focus to freelancing. I wanted to see if I could just double what I was doing, which would bring in the income of the 9 to 5 jobs that I was applying to." –  Suzanne Ctvrtlik, Expert-Vetted Graphic Designer 

The short answer: Yes, many professionals on Upwork make a living freelancing full time 

Many professionals make a living by freelancing on Upwork. The Freelance Rate Calculator can help you decide what your minimum hourly rate would need to be to cover your monthly expenses. This can be your target hourly rate. As you gain experience and your schedule becomes more full, you can gradually increase your rates and earn more. 

Keep in mind that some weeks may be busier and more lucrative than others. When working on hourly projects on Upwork, clients are invoiced weekly. On fixed-priced projects, you don’t get paid until you submit your milestone. Income can vary, and freelancers need to be strategic about budgeting and prepare for slow weeks or even months. 

“There have been ups and downs but Upwork has been my primary income for over 8 years now. When I went through my ‘downs’ I still made at least 1-2K a month which is still a livable income due to the currency exchange rates where I live. My best months were 5K+, which weren’t rare when I was like really hustling. I was able to save up enough to have a long maternity leave too. And some of my clients have grown to be good friends over the years. I have been fortunate to somehow have at least 2 long steady clients at all times and I still do.” – Upwork user on Reddit

Why freelancers choose Upwork 

Upwork is a global marketplace connecting freelancers with clients in over 180 countries. Freelancers can find jobs from clients looking to hire right now — hot leads. Upwork makes it easy to find jobs, manage contracts, communicate with clients, and get paid all in one place. 

“Upwork made getting started so easy that if it wasn’t for Upwork, I probably wouldn’t have given freelancing a try. And my wife and I wouldn’t have been able to move out of Serbia. I paid off all of my debt within six months. That’s when I decided: This is it; I’m a freelancer.”

 – Mateja Miladinović, Expert-Vetted Editorial and Graphic Designer 

Using Upwork as a freelancer can help you manage your freelance business. Freelancers have access to exclusive tools like Uma, Upwork’s Mindful AI^TM, to be more productive and streamline their workflows. When working with clients on Upwork, you can feel confident that you’ll always get paid for the work that you do (when terms and conditions are followed) with payment protection on both hourly and fixed-priced contracts. 

Some freelancers prefer to work independently, off a platform to avoid service fees. This means reaching out to cold or warm leads, potential clients or referral sources, via social media, email, or in person. While you may avoid service fees by working directly with clients and not using a platform, you’re responsible for finding leads and invoicing. 

“When I first started writing, I sent solid story pitches to many magazines and got only rejection letters (or no response!) Once I started using Upwork (Elance at the time), I connected for lots of jobs. Clients on the platform are actively seeking freelancers vs cold call clients not thinking they have needs. That's a big difference.”

 — Nancy Bach, Freelance Writer/Editor

A LinkedIn study found that only 2% of “cold calls” lead to conversions.

However, when using Upwork, the Talent Marketplace is full of hot leads. Clients post their projects because they need to hire a freelancer now. These jobs can range from one-off projects to long-term and even contract-to-hire roles.

When working independently, clients may not immediately pay their invoices. On Upwork, once you submit your deliverable or the week closes and you’ve logged your hours, clients are automatically invoiced. Clients have 14 days to respond to fixed-price projects and around one week to review hourly work diaries. If they don’t respond in these time frames, you’ll still get paid. 

Real talk: stories from freelancers who make money on Upwork

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Everyone has their own freelance journey. Some independent professionals choose to commit to freelancing full time, while others freelance part time to test the demand for their services. Like any business, what you get out depends on what you put in. 

“I started in Upwork in 2023, having no experience or knowledge about the platform. Did some research and started sending proposals. [Landed] some great long-term clients, became top rated in 3 months and have earned over $30K in a year. It all comes down to the effort you put in, and one good client can work wonders for you…” 

– Upwork user on Reddit

When reading stories of freelancers, you’ll hear both sides — those who have been able to support themselves with full-time freelancing and others who gave up after not immediately landing high-paying jobs. 

“I started Upwork 28th of November 2024. I now have 12 jobs total, and just signed a contract for 40 hrs a week 20 USD per hour more than half a year…I also have a few side projects going on there as well. So I'd say I'm pretty successful. I have sent out 39 proposals, with 18 interviews, 12 hires.”

 – Upwork user on Reddit

Upwork is a global marketplace with freelancers and clients from all around the world. Being able to work remotely can mean unlocking opportunities that just wouldn’t be available otherwise for some freelancers. 

“I think one of the biggest benefits of being able to work remotely and work with clients on a global scale is the earning potential. In South Africa, we have a minimum wage of around $1 (USD) an hour. So for somebody to charge what we're charging now, like $150 an hour in South Africa, that would just be unheard of. Doctors don't earn that money. Nobody earns that money.”

 – Keenan Theron, founder of Workiflow

Many professionals decide to freelance for the flexibility. As a freelancer, you can make your own schedule and work the hours that fit your lifestyle best. If you want to work from nine to five, you can, but if not, you have the freedom to decide what your “working hours” are. This can be helpful for caretakers and digital nomads. 

“​​I make more money than I would at a 9-5 job, and in any case, money wasn't my main motivation for getting into freelancing. I wanted to be my own boss, set my own prices, choose what projects (and what people) I'd like to work with, and have the freedom to travel whenever I like.” – Upwork user on Reddit

As a freelancer, you can work as much or as little as you want. You can decline projects when your schedule is too full. You’re your own boss. Many independent professionals freelance outside of their full-time jobs to supplement their income. 

“Started in January 2024, my niche is Data Analysis and Engineering. Made 20k$, with 8 jobs completed, Top Rated with 100 % JSS. First three months, I was working all weekends, but I kind of took some time off in June for whole summer and now I'm slowly starting to get back :)

“I'm more than happy with what I make on Upwork. I work full time and freelance is my side hustle. Clients I work with are amazing, we set realistic project goals at beginning and so far both sides (me & client) are happy”

 – Upwork user on Reddit

When freelancing, you may have to start with small projects at first and charge clients less than your target rate to build your reputation and Job Success Score (JSS). As you complete jobs successfully, you can slowly raise your rate to reflect your experience and expertise. 

“Video editor, started freelancing in 2019, took me a couple months to land my first client at $17/h, 6 months to freelance full time. I raised my rate by $5 chunks up to $90/h today.” – Upwork user on Reddit

While freelancing can be a full-time career, it can also be an opportunity to change directions and explore your passions. You can learn a new skill or monetize an existing one and start gaining experience and explore the market demand. 

“Started last July and earned $1k+ from two jobs. Got really lucky with my second, it was my first 4-digit project. Might be small compared to others but this is huge for me since I only recently shifted to a design career. 🥹”

– Upwork user on Reddit

How to set yourself up for success as a freelancer

The most successful freelancers start by establishing and strengthening their business fundamentals. They’re strategic about the jobs they apply to and understand the value of every client. A one-off project could turn into a long-term client or referral. Freelancing is a reputation-based career, especially when working on Upwork. Feedback and reviews are important — they validate your skills and help quickly build trust with new clients. 

If you’re ready to start freelancing on Upwork, these tips from real freelancers can help you set yourself up for success. 

Find a niche 

As a professional, you may have a broad skill set. You can probably do many different things well. Instead of being a generalist, specializing and having a niche makes it easier to market your skills and position yourself as an expert. Niching can help you figure out what jobs you’re the ideal fit for and stand out from the competition. 

Many professionals choose to freelance so they can focus on the aspect of their job that they enjoy and are best at. If you’re a graphic designer, you could focus on logos and become the best you can be at that type of design. The niche could also be industry-specific if you want to keep your skill broader, like being a branding strategist but specializing in working with startups. 

"As a freelancer, you may think: I have all these skills. I'm a copywriter, I'm a graphic designer, I'm a web designer, I'm a virtual assistant, and I can also do content. But what is really resonating with you? What kind of work and projects do you feel more excited about? That's your specialty and what will make you stand out from the competition because you'll become a master in one specific thing. When you niche down, you can start positioning yourself as the go-to person to fix that problem." 

– Javiera Alfaro, Launch Strategist, Course/Coaching Builder and Online Business Manager 

Your niche can also change over time. As you learn different skills and explore other interests, you may want to adjust your niche to showcase these new capabilities. Keeping up with workforce trends can help you anticipate changes in client needs so you can lead the market in learning in-demand skills, like AI. 

Treat freelancing like a business 

Working as a freelancer truly is running a business. This means that you’re in charge of everything from finding clients to paying your taxes. Instead of working for a company and having a manager assign work to you, you’re responsible for finding your jobs. 

“As a freelancer, first, you're running a customer service business. Second, you're running a marketing business. And third, you're doing whatever it is that you were hired to do, like graphic design."

 – Suzanne Ctvrtlik

You’re entering a client-facing role while also being your own project manager and taking on administrative work like invoicing. The trade-off is that you’re the boss and have control over your career, deciding what projects you accept and when and where you want to work. 

During the week, you’ll need to account for the hours you’re not directly billing for client work. This is the time you’re spending applying to jobs, marketing your skills, and handling administrative tasks. You may bill clients for 30 hours a week, but be behind the computer for 40 or more. You’ll need to keep this in mind when charging clients and setting your hourly rate. 

Be strategic about the jobs you apply to

As a new freelancer, you may be tempted to apply to any and every job that you think you could do. A better strategy is to submit proposals for jobs on Talent Marketplace that you’re a close match for. Upwork compares a freelancer’s profile and proposal to the client’s job description; being aligned will help your proposal be one of the first that the client sees in their results list. 

“Focus on postings where you can clearly see why you are the best person or one of the few best people for that job. Being able to do the job isn't enough, since there will be thousands of others who are also capable of doing the job. Figure out where you stand out and focus there.” — Upwork user on Reddit

If you find a job that you’re a good match for, spend time writing a personalized proposal that explains why you’re the best freelancer for the project. You can also boost your proposal if you want to increase the chances that clients will see it. Boosted Proposals are 17% more likely to be seen by clients.

Focus on communication and building relationships 

For you as a freelancer, clients are the core of your business. Building long-term relationships with clients is how you create a steady workflow. Communication is an important skill to master, whether it’s for reviewing a project scope or discussing edits and changes to a deliverable. 

Clients want to hire freelancers who will deliver great experiences, not just results. While you may be an expert at the hard skills you’re offering as a freelancer, you’ll also need to build your soft skills that make you an effective collaborator and partner. 

"Make sure the client understands that you're out for their best well-being. I always let clients know that their project is important to me and that they're not just another number." 

– Catherine Marsden, Top Rated Plus Virtual Assistant 

When working on Upwork, after a contract closes, both clients and freelancers can leave public and private feedback to one another. Negative feedback can hurt your business. Going above and beyond to deliver great experiences can help you maintain a high Job Success Score and earn positive feedback. 

Build a strong portfolio 

Take the time to showcase your best work on your Upwork profile. Talent who’ve published a portfolio are hired 9x more often than those who haven’t. Clients want to see real examples that prove your skills and show what you’re capable of delivering.

“When I started out, my portfolio was diverse. But clients don’t always see things visually. They don’t understand that if I could design a poster, I can design a logo. So for them, it's always important to see stuff that is similar to what they're looking for. So once I started niching and just focusing on infographics, a lot of projects started rolling in. My business grew quickly and I learned a lot through each project.” 

– Adriana Danaila, Expert-Vetted Illustrator and Graphic Designer 

When submitting proposals, you can include a link to a specific Upwork portfolio item. Ideally, you want to have samples that closely match what the client is looking for within your niche. If you don’t have a portfolio of past work samples, you can create mock-ups. This can help you fine-tune your skillset and get the exact type of portfolio items that you need. 

Get testimonials 

Landing your first couple of jobs can be challenging until you have reviews. Clients may be hesitant to hire a freelancer who hasn’t had any feedback yet, as this can seem riskier. A way around this is to get testimonials from past employers and clients and add them to your Upwork profile. Testimonials can help to build trust with new clients. 

"Bring as many testimonials as you possibly can. For example, if you already have a few going on your LinkedIn profile, I would reach out to them and say, look can I just use the very same one here on Upwork? You're gonna get an email; just copy and paste it from what you previously wrote on LinkedIn.” 

– Corinna Zennig, Expert-Vetted Data Analyst

Be consistent and apply to jobs regularly 

In the beginning, new freelancers typically have to actively submit proposals to jobs. You may need to dedicate time each day to submitting proposals. Experienced freelancers, especially those who’ve earned Talent Badges, may have many repeat clients and regularly receive job invites. While this can be one of your goals, building a freelance business takes time, dedication, and consistent effort, especially in the beginning.

“I apply for jobs almost every day. Just set aside 45 mins in the evening or in the morning. It really doesn’t take long, just be consistent.”

 – Upwork user on Reddit

Make it a regular habit to check Talent Marketplace for jobs that fit your background. Being one of the first freelancers to apply to a project can help increase the chances that the client will view your proposal. Upgrading to Freelancer Plus gives you access to job alerts along with other exclusive perks so you can get real-time notifications for jobs that match your profile and interests. 

Start your freelancing journey today

On Upwork, you can find clients from all over the world looking to hire a freelancer just like you. Thousands of opportunities are posted every day. Instead of cold calling clients who may need your skills, you can find clients who are ready to hire right now on Talent Marketplace. You can make Upwork your home for work. Find clients, submit work, and get paid all within the platform. Feel confident you’ll always get paid for the work that you do with Upwork’s payment protection. Make an account today and start building your freelance career.