How I Got My First 39 Clients: 5 Methods That Worked for Me

For a startup web design business, finding clients is at the top of the priority list. I think we all wish there was just one effective way to make this happen, because we'd all jump on it. But of course there is no single right way; instead, there are a hundred different possible ways to get business. For each of us, there are methods that suit our personality and budget, and those are the ones to try.

For instance, I am allergic to anything even slightly related to "cold calling". I simply don't feel comfortable being the one who initiates the contact. But some people have the character and skills for it and do quite well with this technique. (See the WebDevBiz articles "Dialing For Dollars" by Jerry Rodriguez for one person's successful methodology.)

I am indebted to a wonderful book on this topic: Getting Business to Come to You: A Complete Do-It-Yourself Guide to Attracting All the Business You Can Enjoy by Paul Edwards, et al. Their wise advice and wealth of information gave me a big leg-up on this process of finding people who can benefit from my services. I read it cover-to-cover and began implementing as many of their suggestions as I could - and it worked. Within a few months, I had a client or two. Within a year, I had a couple of handfuls, and by two years I had all I could handle.

From this vantage point, three years and 39 clients later, I have a good idea where my clients have come from, and which marketing and advertising efforts paid off. Following are the top 5 ways I have gotten business.

1. People who found my web site searching the internet

With a little studying, tweaking, and submitting, I've managed to get my business web site placed well on some major search engines under localized key-phrases (like "web design Chapel Hill" and "web design Durham"). You may not think many people search on these phrases, but apparently they do, because I have gotten a number of jobs from people who found me directly over the web. In fact, the very first client I got after launching my full-time business found me via a search engine. I continue to get several calls a month from people who found me in search-engine results.

I also have gotten business from people who found and liked a web site I produced, and followed the footer link to my web site.

2. Those who I met through a business networking group

I am fortunate to have found a fun and effective "leads group", which I've been attending weekly for several years. For those who aren't familiar with the concept, these groups are also often known as "business networking groups" and exist to introduce small business owners, entrepreneurs and sales people to one another, with the specific end goal of providing referrals to one another.

In my first year with my leads group, 25% of the business I did came directly or indirectly from people I met there. It really worked for me. Almost as important, however, was the way the group provided support and helped me to grow as a business person. The small amount of public speaking I do every week at the meetings has been a huge help in growing my confidence and my ability to explain clearly and succinctly what it is that I do.

Not every business networking group will have the same style as mine; many are rather stiff and dry and have lots of requirements which must be met in order to be a member. I offer this warning because I have recommended leads groups to people and had them come back asking why I sent them to such a boring and ineffective meeting! So please be aware that these groups are not all created equal. You may need to shop around to find one which you can actually enjoy and benefit from.

A good place to start looking is your local Chamber of Commerce. They may be less inclined to provide information on these groups if you aren't a Chamber member, but it's worth a try. And Chamber membership is usually a good idea anyway, so you may want to consider joining while you're at it.

3. Clients who found me through advertising

I ran a year-long ad in the local Yellow Pages, and my Chamber of Commerce ran a "free" half-page spot on my business. These two sources netted me a small handful of clients. The Yellow Pages ad was not worth its cost, and I haven't repeated it; the Chamber ad/article was wonderful, but was a one-time benefit of new membership.

However, because I did get some business via these ads, I think that advertising can conceivably be worth its cost. I know web designers who get business this way. I personally have not pursued it, because the other avenues mentioned here have been more lucrative and don't have the up-front costs of advertising.

4. People referred to me by personal friends and acquaintances

Your own circle of friends and acquaintances can be a source of possible referrals. When I first started my business, I sent out a mailing to a carefully-selected list of my own contacts, announcing the launching of my company. It was a form letter, but I added scribbled greetings on many of them to personalize them. Proudly announcing the grand opening of my business was really just an excuse; I wanted these people to know that someone they already knew and respected was available for web design work.

Sure enough, about six months later, I received a call from one of these people, and he became one of my biggest ongoing clients. That mailing produced only one job, but that one job was still well worth the time and money spent.

5. People referred by existing clients

Now, in my third year as a full-time independent web developer, referrals from existing clients are my single best source of new work. Happy clients have been glad to tell their friends and colleagues about me, and the people referred to me are already predisposed to think well of me. A personal referral is simply solid gold.

Of course, we can only work slowly and steadily at bringing about this kind of referral, but everything we do can contribute to that goal. I try to keep it in mind at every stage of a client project; this person may only be my client for a month, but he could conceivably refer ten of his friends to me, if he ends up satisfied and impressed.

Perseverance Furthers

These are only my experiences, but all of these techniques are worth considering. The real key here is not necessarily to do what anyone else does, but to be active and assertive about marketing your business. Until you have enough business to keep you busy, make marketing your full-time occupation. Don't let a day go by without doing something designed to promote your business; this kind of persistent effort is almost guaranteed to get results!