7 Tips to Land Your First Client

A lot of the advice you find out there about landing clients has a major flaw you might have noticed. Most of what you'll find assumes you've already got clients and you're looking for more.

I can hear you banging your head against the computer screen in frustration as you search through article after article telling you to better leverage your existing client list by getting referrals, testimonials, and the like. The assumption is that if you're in business, you have business. Big assumption that's often not true.

Many of you are just getting started on your own and have no "real" clients to speak of. So, let's change that.

You have the knowledge and experience. You know you can help people, but you feel stuck because you're afraid of being exposed as an unqualified fraud when your prospect discovers she will be your first. Here is the best advice I can give you for getting over that hurdle so you can land your first client.

Create a Portfolio

You've likely done something in your past - something - that is very similar to the work you want to do for people in your business. Create an attractive and professional portfolio that best displays that work. Whether it's something you did as an employee or as a volunteer, add it to your portfolio. As you discuss work you did as an employee, reference that fact and don't try to hide it, but focus your conversation on what you contributed to the project and outcomes. If it's something you did as a volunteer, don't feel compelled to volunteer that fact. Never lie, but again, focus on the value you brought to the project.

Transition Smoothly

If you are transitioning out of a job in the same field and have a strong enough relationship with your employer, ask if you can do your next project as a consultant. If you've left a company, tap into contacts you made there to let them know you are offering services on your own. Be careful not to violate non-compete agreements or ethics, but operate with the knowledge that some of the most successful business people gained their first clients through previous employment.

Partner Up

Don't be afraid to approach a competitor or someone else in your industry to collaborate. Is there some specific aspect of the service that can be outsourced to your company? Can you serve as a subcontractor, so-to-speak? Can you add an additional layer of value to their service that their clients will appreciate? Be creative and confident to get in where you fit in.

Giveaways

This advice is controversial these days, but there's a reason for that. In many cases, giving away your services can be a bad, bad, bad idea. This is because people don't value stuff that is free as much as they value something they've invested in. It's also because many service-oriented entrepreneurs are just too damn nice and unwilling to set boundaries. They offer services for free for one person and then feel compelled to do the same for a whole list of friends. No. If you're going to give away your service, do it for a specific outcome - to add work to your portfolio or to get a testimonial or referral. Manage expectations up front and stand your ground.

Giveaways (part deux)

There's something else you can give away that is sometimes more powerful than giving away your service. That's your knowledge. Creating content for your online and traditional marketing that illustrates how smart and in-the-know you are can quiet doubts. People want someone who knows what she's talking about and knows what she's doing. If you can prove that through blog posts, articles, how-to guides, webinars, teleseminars, and speaking engagements, you're going to land clients. If you don't believe that, you're either not doing it at all or not doing it right. It's been proven again and again that compelling and consistent content quells questions about competence.

Be Honest

Please don't try to pretend like you have your sh*t completely together and have a hot happening business if you don't. It makes you look stupid. People can see right through it. It's important to present yourself as professional and incredibly confident, but also honest. Whatever you do, don't repeatedly apologize for your shortcomings like a bumbling humble fool, either. Just boldly own your start-up status and focus the conversation on the fact that you're capable.

Don't be Stinky

Clients can smell that you're desperate from a mile away and it stinks like cheap perfume. You can't go into a meeting expecting a win if you are giving off a desperate odor. I don't care if your mortgage is late. Do not let them know you are desperate. Do affirmations, meditate, crank up your favorite song on your ipod - do something to get you in the mood before the meeting. And whatever you do, for god's sake, don't' tell them your mortgage is late!

Remember, we all had to land our first client at some point. All of us. No matter how successful we are now, we were exactly where you are. Now, go out there and land your first client. You can do it!

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