[alinajaf]

I'm usually working with one client at a time, but as you surmised spend considerable effort keeping the sales pipeline bubbling. Haven't had any time without work for the past couple of years unless I wanted it.*

I should probably point out that "maximising my billable time" isn't really an important goal for me as a freelancer, so we're likely talking about a different business model. You'll hear this a lot from patio11 and tptacek, but overwhelmingly, my goal is to provide as much business value to my clients as possible and charge accordingly.

You don't necessarily have to position yourself as a content marketing/CRO/Security/Sandwich-making consultant to do this, just find a way to make or save your clients buckets of cash and you can charge them whatever you want.

*: That makes me sound like some sort of rockstar freelancer, but in reality I'm a boringly average Rails developer. I get and keep clients by working really hard on sales and treating existing, long-term clients like my family's financial security depends on them (hint: it does!).