Securing Your First Client: A Step-by-Step Guide to Getting Started
“How can I build a portfolio if I have no clients”
“I can’t market myself since I haven’t had a client yet”
“My client wants to see my past work history. But they’d be my first client…”
If you’ve been part of these conversations, you are not alone, my friend! One of the hardest parts about kicking off your freelance career is gaining that first client. It feels like a game of what came first: the chicken or the egg? In this blog, we will share tips on securing your first client. Remember, everyone's paths are different, but there are always a few routes that you can put your energy into!
Gaining the momentum
Ask most successful freelancers: “How do you attract all of your clients?” Most will tell you that once you have one or two successful projects, there seems to be some type of snowball effect. One client tells another, or a friend sees your work and mentions it to a past co-worker. All of a sudden one or two connections doubles, then triples, and then you are fully booked out! We want to preface the article by clarifying the importance of momentum — but that is natural, it is specific to the person, the industry, etc. What we are here to share, are more tangible ways to begin! Once you have that in place, things can start to take off themselves!
Define your niche and value proposition
If you haven't already, you must read our blog “Should you find a niche?” as it explores the value in getting specific, but simultaneously not putting yourself into a box. Once you’ve read through that, you can come back to finish the rest of this article! We also have a worksheet that helps you define what target audience and industry you want to place your focus on. Once you’ve gotten that far, you can start to flush out your value proposition. This is essentially why you or your business would bring value to others (aka: what makes you special?). When you understand your target niches and your unique value, it makes it easier to position yourself in the marketplace to attract those ideal people! A good rule of thumb: you should be able to describe your business’s uniqueness and target audience in just a short sentence or two. We love to practice out loud as if someone is asking us on the spot!
Building an online presence
Whether it be through a website or social media, you need to have a funnel built for people to find you on the web! We get it, not everyone wants to be a social media figure — and we are here to tell you that you don’t have to be. The way you market your business should feel authentic to you. It shouldn’t feel forced, because let’s face it, your audience will see straight through that!
A website is a great way to showcase more about you, your value props, and your services. If you are struggling to find money to kickstart a website, you can always create a PDF site for free through Canva. Once you are in a more comfortable space, building a simple site through ReadyMag or Squarespace can do the trick. This is not always something you have to invest a lot of money into. The early stages are about teaching yourself how to do a lot of the groundwork — and you never know what you’ll enjoy doing and what may turn into a new gig!
When it comes to building your portfolio, you can always showcase “mock projects.” These are passion projects that you have done on your own time to showcase your skills. It is best when you choose an issue that you really do see in real life and then you can create a mock project to resolve that issue! Take it from the founder of Brave University himself, Gabe Lopez: “I would much rather hire someone who can showcase their talents and insights with mock projects than someone who is not able to persuade me with their real projects.”
Networking (Online or in Person)
Networking is one of the most effective ways to land your first client. Reach out to people in your industry, attend virtual or in-person events, and ask for introductions! Make sure to join online communities relevant to your field, whether it's on LinkedIn, Slack, or Discord. This is a huge way you will meet new people in your field.
Here’s an action step for you today: Join at least two relevant groups or forums and contribute regularly by answering questions or sharing advice.
Discounted Service
To gain your first testimonial, consider offering your service for free or at a discounted rate. The caveat? Make sure you receive a testimonial to put on your website or social media platforms. This will give you credibility and a portfolio piece to show future clients. If you are going to offer free work, it would be most helpful to try to pitch to people who are part of your niche industry that you are trying to target. This way, the work that you have on your portfolio can speak to potential ideal clients that you want to attract.
The Follow-Up
If all we had to do was reach out once, and that’s it — then this thing would be easy! Instead, we are often made to follow up. Sometimes it pans out and sometimes it doesn’t. That is truly the name of the game! We’d advise following up 3-5 days after the initial reach out. Don’t be embarrassed! We all follow up — and often times, it leads us to scoring our ideal client (not everyone is as online as we are).
Your Offer
Let’s say you have followed all of the steps we have outlined thus far. You’re at the point where it is time to make the magic happen with your client. The most important thing you can possibly do at this stage is have an offer ready that they can't refuse. How do you do this? You think about all of the challenges the client has faced up until this point. Your job is to now make sure that your services and your solutions make your potential client feel confident that you can get the job done. Instead of just explaining what your services are and how you will execute them, you need to make the client understand how the endpoint will feel for them.
Parting Thoughts
Check out our worksheet “Your First Client Action Plan: Key Steps to Take Now” to start defining the types of people you want to pitch! You got this!
