How To Get Clients
(How I Got My First Web Design Clients)
There are many ways you can get clients for your business, but at the end of the day, it all comes down to the numbers.
The more clients you can approach and the more you can optimize the way you approach them, the higher your chances of success.
It sounds easy when you put it like that, but honestly, it’s hard work.
Getting clients and generating leads is the toughest part of every single business, but it doesn’t have to be.
You just have to be smart about it. Unfortunately, it took me years of freelancing to figure out how to be smart about it, but lucky for you, I’ll share what I learned in this post.
Common Misconceptions with Getting Clients
As long as you’ll be working on generating leads and getting clients, you have to make it your priority to keep this rule in mind.
It’s this one rule that will separate you from the competition and ultimately allow you to get the project.
The rule goes as followed:
‘’Always take the hardest possible route.’’
Here’s what I mean by that.
The VAST MAJORITY of freelancers and businesses send cold emails that people move straight to the bin. They don’t stand out.
They’re taking the easy route. They’re focusing on quantity and not quality. This is the biggest mistake one can make when trying to land new clients.
Let’s figure out why…
You WIN By Providing VALUE
Business A sends out 100 cold emails per day. They’re all the same and in essence, the emails are about their business, services and what they can do for the other person.
While it’s not bad, it’s generic and common. People are bored by it and because we all value our time, these types of emails get moved straight to the spam box.
Business B on the other side sends 10 cold emails per day. But these emails are all custom made. These emails are tailored specifically to the client’s business and the area you can serve them in.
The emails are filled with value, tips, and advice for the business owner, while at the same time not pushing or asking for anything in return.
Business B’s email response rate will be at a skyrocket high. They’ll be able to sell more projects for more money while leaving Business A in the dust.
Writing the Perfect Email
The first piece of advice that I have for you is that you focus on quality and not quantity. Instead of emailing 100 people, email 10, but put in 10x the effort into the email.
Think about how you can provide as much value as possible in a single email.
Some good ways to do that are…
Creating a FREE SEO audit – if you’re an SEO agency.
Creating a FREE Web design preview – if you’re a website designer.
Creating a FREE Growth plan for the company – if you’re a growth hacker.
As you can see, each and every one of these will provide the business with a lot of info and value.
And because you did it all for free and invested your time, they’ll respect you and feel like the least they can do is check it out and invite you over for a meeting.
The second piece of advice is the way you present your findings of their current situation.
I notice a lot of people (including myself at times), expressing their opinion in a really ‘’offensive way’’, this is something I’m working on.
If a business has a shitty website, I would just straight up tell them that the website is shit and that they need to fix it. It makes me laugh when I look back on it.
A lot of people got offended by my approach, to say the least. So I started expressing my opinion in a different manner.
The technique is called ‘’Start with good, follow up with bad, end with good.’’
It’s pretty self-explanatory.
Instead of going straight for the bad about their business. Start with a compliment, gently sprinkle in your opinion on the bad and once again end with a compliment.
Here’s a real-life example from the life of a college student…
‘’”Hi mom, I just had a math test, feeling really good about it, those late nights studying are paying off for sure! A couple of friends are hanging out this weekend, we might go to a concert, the tickets are $$$, I already have $$, do you think you could help me with the rest $? I’m coming home in 2 weeks for grandma’s birthday, got her something I think she’d really like! Can’t wait to see you all!”
By following the tips mentioned above, you’ll skyrocket your email response rate, it’s basically guaranteed.
Creating a Client Generating System
Now that you know how to properly email clients and get some actual responses, it’s time to create a system.
It’s time to create a system that you can implement into your business so that you always have sufficient leads and clients.
I use a system created from 2 parts.
Part 1 – Finding the clients
The best way to find clients is by using the chamber of commerce, also known as a business registry.
You can also do a simple Google search for businesses in your local area, that may be in need of your services.
The next part is getting their contact information.
If they have a website, check it out and use Hunter.io to get their email address. You can also use the contact form.
If they don’t have a site, check for a phone number. Give them a call and mention that you’ve created a FREE __________ and that you’d like to send it to them.
Part 2 – Sending the emails
Consistency is key. As I mentioned at the top of this blog post, it’s a numbers game.
The more value-packed emails you’ll send, the higher the chances of landing a client.
The best way I’ve found to stay consistent is to dedicate an hour or two a day to just sending out these emails. Create a list and make it your goal to send out 10 emails per day.
You can send 5 or 100 emails per day, it’s up to you (as long as they’re value-packed). 10 emails per day work for me.
The First Meeting
The importance of not selling on the first meeting
If there’s one thing that I know people hate for certain, it’s pushy salesmen. When you have a mindset shift from being a pushy salesman to a value provider, your business will go through a shift as well.
Here’s how it works.
By not selling and being pushy on the first meeting, the potential client will get a good feeling about you. The client will see that it’s them you care most about and not the money.
And when people see that they’re prepared to pay you and usually don’t give any objections to the price.
The next time you meet with someone, make the whole meeting about them.
Ask them questions, provide value and get information. If they ask about the price, say that you need to talk to your team and that they’ll be hearing from you within a few days.
Then go on send the proposal and once it’s confirmed send them an invoice.
It works like magic.