How to Find Web Design Clients in 2024 - A Complete Guide
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Starting from scratch as a web designer can feel daunting, especially when you don't have the connections or audience you might dream of.
So, how do you go about finding those first few clients?
And once you've got your foot in the door, how do you become the go-to designer that everyone wants to work with?
That's what we're diving into in this post.
Think of this as your ultimate guide to getting clients from scratch.
I’ll be breaking it down into two main sections:
Finding Clients This Week: Getting those first few clients to dip your toes into the world of web design, earn your first few dollars, and build your portfolio.
Building Long-Term Demand: Strategies to position yourself as the must-have designer for months and years to come, and ultimately booking out your design calendar months in advance.
So You Want to Find Clients This Week?
Here are three quick and easy to implement methods for you to start landing clients in seven days time:
1. Personal Connections
One of the easiest ways to get your first few clients is through personal connections.
One of my past students named Carl landed her first client in the most unexpected place—while walking down the aisle as a bridesmaid!
Paired up with a groomsman at a friend's wedding, she casually mentioned that she was a web designer. Even though she had just started and felt a bit like an imposter, she confidently owned her new title. To which the groomsman responded
"I just started a business and need a website. We should chat after we walk down the aisle."
👉 Check out my interview with Carly here to get the full scoop!
The moral of the story?
Don't be afraid to claim the title of web designer, even if you're just getting started.
Here are a few things I want you to check off this week:
Make it a personal challenge to tell everyone you meet this week what you do. Whether it’s at the school gates, your yoga class, or a casual get-together, let people know you’re about your fabulous new career choice and own it.
Now take this one step further by reaching out to any personal connections who run a business and offering to help them create the website of their dreams.
Open your phone, scroll through your contacts, and see if anyone sticks out as a potential customer or just someone who could help spread the word.
Check your social media platforms for friends and family who might be in need of your new skillset.
When you do start those conversations with potential clients, remember that building good relationships begins with asking the right questions.
Here are three to get you started:
What web design platform are you using right now, and how do you like it?
What are your marketing strategies, and is your website supporting them?
If you could have your dream website, what would it look like, and how would it differ from what you have now?
Remember, you’re just having a conversation with another human. There is no need to spend 30 minutes pitching yourself and trying to convince them that they should work with you.
Instead, get to know them and their business, and offer advice on how you can help solve their website challenges (honestly, that tends to seal the deal.)
2. Find the Groups of Your Ideal Clients
If you know the industry you want to serve, find online groups or communities where your ideal clients hang out.
This could be Facebook groups, LinkedIn groups, or any niche community forum.
Take my past student Charlotte for example:
When she decided to start her web design side hustle, she joined a Facebook group full of authors and posted in the group saying,
"Hey, I'm starting out in web design and offering three discounted projects to build my portfolio. If you’re interested, comment below!"
From that single post, she booked her three discounted projects and continued to convert the rest of the commenters into fully paid clients.
The key here is to choose a group where:
You’re one of the few (or only) web designers
You have a genuine interest in the industry and could imagine working in this niche. This helps you stand out and plus it makes the experience a lot more enjoyable for you.
So here’s your homework for this week:
Think about your hobbies, interests and also past experiences. Then make a list of three to five online groups that align with those topics and could be full of your potential clients.
3. Pitching
Pitching can be very effective, especially when you're just starting out.
It’s a proactive way to land those first clients before you’ve established a marketing strategy that brings them to you.
What’s my favorite thing about pitching?
You basically get to handpick who you want to work with which ensures that your first portfolio pieces are ones that align with your ideal client.
You can pitch through any method…
Instagram DMs
Email
LinkedIn messages etc.
Here are pitching 2 bonus tips for you:
Follow your bliss: For the best chance of success, focus on businesses you’re genuinely passionate about. If you love fashion, pitch to local boutiques. If your kids go to a private school, reach out to other private schools.
Start local: focus on small businesses in your local town or state. Being local adds an extra layer of trust and reliability and also means that you can meet the clients in person.
If I were starting all over again, these three methods would be my go-to course of action. I guarantee that if I were to really go for it with these methods, I could land at least a few clients within a week.
But remember, it’s a volume game.
If your first few pitches don’t land, keep going. Not everyone needs a website at the exact moment you reach out, so don’t get discouraged.
The more people you connect with, the closer you get to landing those first clients. And once you do, you can easily rinse and repeat this process until you have the client base you’re looking for.
But what happens when you run out of personal connections and groups to tap into? That’s when it’s time to step up your marketing game with some long-term strategies that will keep your calendar booked out for months, not just weeks.
Here’s the thing:
the most successful web designers aren’t just skilled at design—they’re also masters at marketing their own businesses.
5 Long-term Client Finding Marketing Strategies:
Content Creation
Social Media
Public Speaking
Becoming a Community Leader
Pitching (the long term kind)
Now, before we dive into the details of each strategy, there's something I believe with every fiber of my being: You will only succeed with one of these strategies if you genuinely enjoy doing it.
Let’s be real: when you’re your own boss, waking up every day to force yourself into doing something you hate is almost impossible—especially when no one’s breathing down your neck to make sure you get it done.
Here’s the secret to success:
Choose the one strategy you can see yourself enjoying for the long haul. Because, honestly, you’re going to be marketing your business as long as you’re running it.
how to find out Which Strategy Is Right for You:
Before we get into the nitty-gritty of what you need to do for each of these strategies, I want you to take a quick quiz to find out which client-finding method suits your personality best.
This quiz will help you determine which of these five options is the best fit for you so you’re not spinning your wheels on a strategy you’re just not cut out for. 👇
Important: Even if you’re leaning towards one of these options already, I recommend taking the quiz.
It’s such an important decision because you’re about to spend a significant amount of time learning, implementing, and perfecting whichever strategy you choose.
The last thing I want is for you to spend three months pouring your heart into one method, only to realize it’s not the right fit for you.
Save yourself that frustration and take the quiz first. Trust me, it’s worth it!
So go take the quiz, find out your result, and then scroll down below to read more on how to implement it!
#1: The Content Creator
When I say content creation, I’m talking long term content creation in the following formats in order to attract your ideal clients as well as establish your name as an authority in your chosen niche.
Blog
video
Podcast
Here’s your step by step to-do list for getting started:
1. Define Your Ideal Client
Before diving into content creation, it's crucial to know who you’re creating content for.
The blog post that helps a yoga studio owner choose the best booking software will be very different from a post that guides a wedding venue owner on scheduling site visits or a restaurant looking for the best reservation system.
Each type of business has unique needs, and your content should address those specific challenges.
So, start by clearly defining your ideal client.
What industry are they in?
What problems are they facing?
What do they need help with regarding their website?
Getting REALLY clear on this will be a huge help in making sure you create content that resonates with them and attracts the right clients to your business.
2. Choose Your Content Format
Now that you know who you’re speaking to, it’s time to decide how you’ll reach them.
Will it be through blog posts, YouTube videos, or podcasts?
Here’s what to consider:
Blogging: Great for clients who prefer reading and are looking for step-by-step guides. It’s also the easiest to get started with if you’re limited on time.
YouTube Videos: Perfect for a visual audience or if you enjoy being on camera. It can be more time-consuming but has a high engagement potential.
Podcasts: Ideal if your clients are busy and like to listen on the go. If you love conversations and interviews, this might be your best fit.
Tip: think about your ideal client’s preferences AND your own preferences and abilities
Are they avid podcast listeners with long commutes?
Or maybe they’re business owners who are constantly Googling solutions and prefer reading?
Are these people really obsessed with YouTube? or are they an older demographic that never uses this platform?
Do YOU love speaking?
Are you camera shy and prefer writing?
Do you have a camera and equipment that would enable you to create videos?
How much time do you have to dedicate to this? (if it’s not a whole lot, I’d recommend you go with blogging since it’s definitely the easiest of the three).
The ideal format for you is: the format that aligns with your audience + is a format that you enjoy creating.
Tip: I definitely wouldn't recommend you get into all three at the beginning cause that can be overwhelming. But definitely can encourage you to add on more formats later on the road!
3. Start Collecting Content Ideas
Start brainstorming content ideas that would be valuable to your ideal client.
Open up your phone and create a note titled “Content Ideas.” Jot down everything that comes to mind—nothing is too big or too small. Inspiration can strike at any time, whether you’re walking down the street or chatting with a potential client.
Next, research what type of content performs well in your niche. Even if you’re not choosing YouTube as your primary format, YouTube is a goldmine for content ideas because its analytics are public (you can see how many views a youtube video got but you can’t always see how many plays a podcast episode has).
4. Educate Yourself on Content Production
Now it’s time to get into the nitty gritty of the content format you’ve chosen.
If you’re blogging, learn about SEO, headline writing, and what makes a blog post stand out.
If you’re podcasting, research the best practices for recording, editing, and distributing your episodes.
If you’re venturing into YouTube, there are countless resources on lighting, sound, and video editing.
Each format has its own set of best practices and a learning curve. Dedicate a bit of time to learning what it takes to produce high-quality content.
Pro tip: Don’t get stuck in a cycle of “procrasta-learning”—endless research without taking action. Learn the basics and then jump into creating your first piece of content.
5. Create Your First Piece of Content
Okay now don’t overthink this step; the goal is to get something out into the world.
Remember, your first piece doesn’t have to be perfect—it just has to exist. You can improve with each new piece of content you produce.
Psst...make sure to grab a copy of my free content creation outlines to help with this step!
6. Optimize for SEO
Whether it’s a blog post, video, or podcast, make sure your content is optimized for search engines:
Blog Posts: Aim for 2,000+ words with a clear, searchable title. Include relevant keywords, subheadings, and meta descriptions.
YouTube Videos: Use descriptive titles, tags, and a keyword-rich description. Also create an engaging thumbnail.
Podcasts: Write detailed show notes and transcrips to improve searchability.
7. Promote Your Services
Don’t forget to link back to your services in every piece of content you create.
Whether it’s a call-to-action at the end of your blog post or a link in your podcast show notes, make sure you’re directing your audience to your offerings.
Consider creating a freebie opt-in to capture leads and nurture them through email.
8. Create an Editorial Calendar
I guarantee you: every successful content creator out there has some form of an editorial calendar.
I highly recommend creating an editorial calendar to keep yourself organized and consistent.
I use Asana to plan my content and it took me YEARS to figure out the perfect system for me and my team. Lucky for you , I now have an entire YouTube video on how I set it up. Watch the video here to get some tips on what to look out for when setting up yours.
9. Pick a Frequency & stick to it.
Finally, the most important part: once you start creating content, be consistent.
Decide on a REALISTIC frequency that works for you, whether it’s weekly, bi-weekly, or monthly, and stick to it.
Thinking of starting a YouTube channel as your long-term strategy? I’ve got you covered! Grab my free gear guide here!
#2: Social Media
1. Define Your Ideal Client
The first step is understanding who your ideal client is and what social media platforms they’re active on.
Are they spending their time scrolling through Instagram reels, engaging in Facebook groups, or binge-watching TikTok videos?
Knowing where they hang out and what kind of content they consume is essential when getting started.
Ask yourself these questions:
What platforms are they using?
What types of content do they enjoy consuming (videos, photos, stories, live sessions)?
What topics are they interested in learning about?
What vibe or delivery style do they connect with most?
Also research the popular creators your ideal clients are already following. What’s working for those creators? What types of posts are getting the most engagement?
2. Choose the Right Platform
With so many social media platforms available, it’s crucial to pick the one that best aligns with both your ideal client and your own preferences. If you enjoy using the platform, you’re more likely to stay consistent with posting and engaging.
Consider:
Where are your ideal clients most active?
Which platforms do you naturally spend the most time on?
The sweet spot is the intersection of both. Don’t force yourself onto a platform just because it’s popular with your audience. If you’re miserable using it, you won’t stick with it, and that’s a recipe for burnout.
For example, if Instagram isn’t good for your mental health, but you think all your clients are there, get creative! Could you reach them on LinkedIn instead?
Remember, your ideal clients are probably on more than one platform, so you have options. Choose a platform where you can show up authentically and enjoy spending time on it.
3. Get to Know the current trends
Once you’ve chosen your platform, dive into its latest features and trends.
Social media is constantly evolving, and each platform is competing with the others.
For instance, when TikTok became huge, Instagram responded with Reels. If you use social media you probably can remember that reels were the place to be during that time. Posting reels was a no-brainer because Instagram encouraged users to post them through boosting their visibility over its other formats.
Knowing what features are being prioritized can give you a major advantage.
Educate yourself on:
What new features are available?
Which types of content are getting pushed by the algorithm?
For example, if Instagram is currently favoring Reels, focus your efforts there. The same goes for any other platform- find out what the latest hype is and focus your energy there.
4. Generate Ideas & Research Trends
Start building a content ideas list in your phone’s notes app. Inspiration can strike anywhere, and having a dedicated place to jot down ideas will be invaluable.
As you brainstorm, also research what’s trending in your niche. What topics, formats, or hashtags are performing well? Study posts from other creators and analyze why they’re successful. Is it the type of content, the timing, the caption style, or something else?
The goal here is to spot patterns and apply those insights to your own content. Focus on what’s working and why, and then incorporate those elements into your own posts.
5. Start Posting & Testing
The best feedback comes from taking action, so don’t get stuck in the research phase!
Start posting and see what posts work well with your audience. Try different formats and styles—photos, videos, stories, etc.—and pay attention to what gets the best response.
6. Promote Your Services
Remember, you’re posting as a business now, so always include a clear call-to-action (CTA). Whether it’s directing them to your services, your email list, or a freebie, make sure every post serves a purpose.
Create content that naturally leads into your services or promotes an opt-in gift to build your email list. Every post should contribute to your larger business goals.
For example:
Share a success story and link to your services page.
Offer a free resource related to your post topic to encourage sign-ups.
7. Evaluate & Adjust
Social media is constantly transforming. What works today might not work tomorrow, so you need to keep evaluating your strategy. Look at your analytics and see which posts performed best.
Ask yourself:
What do my top-performing posts have in common?
Which topics or formats got the most engagement?
What could I improve or try differently?
Use these insights to refine your approach and keep evolving your content.
8. Create an Editorial Calendar
Consistency is everything on social media. To stay on track, create an editorial calendar that outlines what you’ll post and when. This will help you stay organized and ensure that you’re covering all the bases.
I use Asana for my editorial calendar, and it has been a game-changer. I have a whole video on how I set it up and plan my content. Watch my Asana Tutorial here to see how you can create your own system.
9. Post ConsistenTLY
Finally, just like with content creation, the golden rule for social media is consistency.
Decide on a posting schedule that you can stick to—whether that’s daily, every other day, or a few times a week. Your audience will come to expect and look forward to your posts, and consistency builds trust and engagement.
#3:The Public Speaker
Okay so if you got this result, you might be confused as to what it actually means so here is a quick breakdown:
The public speaker can either be online or in person (I’ll go more into that and which option is right for you in step 2). This might look like speaking at conferences, or guest speaking on podcasts.
Basically it’s all about getting in front of and speaking to new, relevant audiences.
Here’s a to-do list to get you started:
1. Define Your Ideal Client & Their Preferred Events
Start by thinking about your ideal client...
What events or podcasts are they already aware of and engaging with?
Are they more likely to attend in-person conferences and networking events, or do they prefer the convenience of online summits and podcasts?
TIP: If you’re not sure, ask! Reach out to people who fit your ideal client avatar and get their input.
Find out what events they’re attending, which podcasts they’re listening to, and where they’re getting their industry insights. This research will guide you in choosing the best platforms to pitch yourself to.
2. Choose Your Speaking Format
Public speaking can take many forms, so think about which format suits both you and your audience best. The two main categories for public speaking are in-person and online:
In-Person Speaking: Conferences, co-working spaces, libraries, business networking groups (like BNI), and local meet-ups.
Online Speaking: Podcasts, online summits, webinars, and virtual conferences.
Consider where your ideal client is most likely to show up and what you’re most comfortable with. If your audience prefers in-person interactions and you thrive in a live environment, go for local events. If they’re more into online learning, focus on virtual opportunities.
3. Pick a topic & Craft your talk
Now that you’ve chosen your format, it’s time to script your talk. This is where you really have to understand your ideal client’s needs.
Where are they in their business journey?
What are their biggest challenges right now?
How can your expertise solve those problems?
For example:
If they’re just starting out with the website building process, do they already know which website-building platform is right for them?
If they’re in e-commerce, are they struggling to figure out how to do their taxes and shipping more efficiently
If they’re an online education company, do they need help with their sales pages or evergreen funnels?
Use the answers to these questions to help you craft a talk that will serve your specific ideal client.
If your ideal client/business is super new to the website-building game, your talk might be titled something like this…
"The 3 Best Website Platforms for Wedding Venues to Boost Bookings."
Or maybe you’re serving e-commerce sellers who are already convinced that they want to be on Squarespace so instead your title is something like this…
"How to Increase Your E-commerce Revenue by 50% with Advanced Email Marketing Strategies."
TIP: Focus a lot of your time and effort on the title. It should be enticing, specific, and clearly communicate the value your talk will provide. Try out different ideas, get feedback from people, and even run them by a tool like ChatGPT to see which resonates the most.
Once you have your title, outline the main points you’ll cover. This will serve as the backbone of your talk and keep you on track during your presentation.
4. add Supporting Materials
Depending on your format, you might need supporting materials like slides or handouts. Keep these materials visually appealing and aligned with your brand, but don’t overload them with text. Use bullet points, visuals, and key takeaways to support your message.
TIP: If you’re planning to speak on a podcast, write out potential questions the host could ask you. This ensures the conversation flows smoothly and hits all the key points you want to cover.
Also Think about whether you’ll be able to pitch your services directly or if it would be more appropriate to offer a free resource (like a downloadable guide) that leads to your services later. Tailor your call-to-action based on what the event or platform allows.
5. Pitch Yourself to Relevant Platforms
Now that you have a polished talk and supporting materials, it’s time to get in front of your ideal audience.
Start pitching yourself to conferences, co-working spaces, libraries, business groups, podcasts, and online summits. Customize each pitch to the platform and explain why your talk would be valuable to their audience.
Your pitch should include:
A brief introduction of who you are and what you do.
The title and description of your talk.
Why this talk is relevant to their audience.
Any previous speaking experience (if applicable) or why you’re passionate about this topic.
6. give Your Talk & Get Feedback
Engage with your audience, share valuable insights, and don’t forget to include your call-to-action, whether it’s directing them to a freebie or inviting them to learn more about your services.
After your talk, gather feedback. Ask the organizers or attendees for their thoughts on what they loved and what could be improved. This will help you refine your talk for future opportunities.
7. Leverage Each Opportunity for More Gigs
One of the great things about public speaking is that it often leads to more opportunities. After you’ve successfully delivered your talk, ask the event organizers if they know of other events or podcasts where your talk would be a good fit. Networking with people in the industry can open doors to new speaking engagements.
8. rinse & Repeat
The beauty of the public speaking strategy is that you don’t have to create a new talk for every event.
That’s one advantage that this method has over other strategies like content creation or social media (where you constantly have to come up with new content to put in front of the same audience to grow it).
With this method, you just need to create one incredible talk and then basically take it on tour.
#4: The Community Leader
If you got this quiz result, I’m sure you’re wondering
“what the heck does that actually mean?”
Let me explain.
I once came across a podcast that was for interior designers about the business of interior design.
Interestingly, it wasn’t hosted by an interior designer…
Yup, you guessed it: it was hosted by a web designer who had chosen interior design as her niche/ideal client.
She created a podcast as well as a Facebook group full of interior designers. The designers were active in the group and shared the problems and struggles that were typical in their industry in the group.
The web designer also hosted live stream educational sessions that the group was interested in and posted her new podcast episodes inside of the Facebook group. S
he also was a master networker and fostered connections and friendships inside of the group.
That is what being a community leader really means. She created a space and community that all her ideal clients were thrilled to hang out in and be active participants in.
Sound like something you’d thrive at? here are the steps to get started:
1. Pick a Specific Niche
The key to building a thriving community is choosing a niche that’s specific enough for people to feel a genuine connection with each other.
A broad group like “entrepreneurs” can feel too impersonal, but something more focused like “eco-conscious pet groomers” or “solopreneur lawyers” can create a sense of camaraderie and shared purpose.
Think about who your ideal clients are. What do they do? What do they care about? What challenges do they face that they’d want to discuss with peers? Some niche examples could be:
Interior Designers: A space where designers share project tips, discuss client challenges, and collaborate on ideas.
Pet Grooming Businesses: A community focused on business growth, client retention, and industry-specific trends.
Lawyers: A group for solo practitioners looking to streamline their business operations and marketing.
The more focused your niche, the easier it will be to attract members who feel a true sense of belonging and purpose.
2. Choose Your Community Space
Next, you need to decide where your community will live. This could be:
Online Spaces: Facebook groups, LinkedIn groups, or community platforms like Mighty Networks.
In-Person Groups: Local mastermind groups, co-working meet-ups, or monthly networking events.
Combination: An online group that occasionally hosts in-person events, giving members a chance to connect face-to-face.
Your choice should depend on where your ideal clients are most comfortable and where they’re already spending their time.
For online spaces, consider where your niche audience is most active. For example, Facebook groups are great for interactive discussions, while LinkedIn is ideal for professional networking.
3. Invite & Attract Members
Once you’ve picked your niche and chosen your community space, it’s time to get the word out and start building your community. Here’s how:
Send Personal Invitations: Reach out to your ideal members directly. Let them know why you think the community would be valuable for them and invite them to join.
Promote in Relevant Spaces: Post about your community in other groups, forums, or platforms where your ideal clients are already active.
Leverage Other Marketing Methods: If you have a podcast, blog, or social media following, promote your community as the go-to place for your niche to connect and collaborate.
4. Build & Foster the Community
Creating a real community doesn’t happen over night. Growing your group into a thriving, engaging space takes effort and intention. Here’s are a few tips:
Foster Conversation: Ask questions, start discussions, and encourage members to share their experiences. The goal is to create a space where people feel comfortable interacting and supporting each other.
Host Events: Plan regular events like Q&A sessions, live streams, panels, or even virtual coffee chats. This helps keep the community active and engaged.
Bring in Guest Experts: Invite guest speakers to share their knowledge on topics relevant to your members. This adds value and variety to your community content.
Offer Support & Resources: Share helpful resources, answer questions, and be an active presence in the group. The more you contribute, the more your members will feel connected and supported.
The more valuable and interactive the community, the more people will want to stay and participate. Plus, they’ll start spreading the word, too!
5. Incorporate Your Services Naturally
Remember, while building a supportive community is your primary goal, this is also a marketing strategy for your business. It’s important to mention your services but do it in a way that feels natural and aligned with the community’s purpose.
Host Workshops or Webinars: Offer free workshops on topics related to your services, and mention that attendees can book a deeper dive or one-on-one consultation with you.
Share Success Stories: Talk about how your services have helped members of the community or clients in similar situations.
Offer Freebies or Lead Magnets: Create opt-ins like guides, checklists, or resources that lead members to your email list, where you can nurture the relationship further.
The key is to add value first and let your services be a natural next step for those who need more personalized help.
6. Repeat & Grow
Building a thriving community doesn’t happen overnight, so stay consistent and committed.
Keep engaging, hosting events, and inviting new members. As the community grows, it will take on a life of its own, with members contributing and interacting more frequently.
Evaluate & Adapt: Regularly check in with your members to see what’s working and what could be improved. Don’t be afraid to pivot or try new things.
Word of Mouth: As the community becomes more valuable, word will spread naturally. Encourage members to invite their peers and colleagues.
Keep Showing Up: keep contributing, and connecting with your members.
#5: The Pitcher
So I spoke about this as a short-term strategy earlier in the blog because it is indeed a good way to quickly get clients. However, it can also be a long-term strategy if you want it to be.
The key difference between pitching and the other four methods we discussed is that it doesn’t necessarily build on itself (there is no snowball effect).
In other words, it’s not exponential, buildable growth like the community leader or the content creator. It’s more of a straightforward, transactional approach: you pitch, you get clients, you pitch again.
That being said, if you want to do this long term, there are a few things that should be done differently to when it is simply a quick & easy short-term method.
Here’s how to get started:
1. Create a Hit List & Tracking System
First things first, you need to have a good system in place for keeping track of who you already pitched to and what method or channel you used (Instagram, LinkedIn etc).
If you are pitching to hundreds of people (which will be the case if this is your long-term marketing strategy), it is guaranteed that you will forget who you already pitched to at some point.
It’s also helpful for when potential clients say “maybe next year” because then you can mark that in your tracking doc and actually follow up that following year which will make you appear very organized and professional!
So for this first step, you’ll want to:
Create a Hit List: Make a list of potential clients you’d like to work with. This can include local businesses, online brands, or even individuals you admire. The key is to be specific—research their business and make sure they align with your services.
Set Up a Tracking System: Use a spreadsheet, CRM, or even a simple Google Doc to track your pitching efforts. Include columns for the business name, contact person, email, date pitched, pitch method (email, LinkedIn, Instagram, etc.), response, follow-up dates, and notes.
2. Research & Develop Your Pitch Style
Before you start sending pitches, spend some time crafting and testing different pitch styles to see what works best for you as well as testing your pitches success.
Here are three common styles:
1. The Generic Pitch
This is a broad pitch template that you slightly customize for each prospect. It’s quick and easy, but tends to have a lower success rate. Use this method if you’re short on time and need to cast a wide net, but be prepared to follow up with more personalized messages.
2. The Audit Pitch
This is a personalized pitch where you offer value upfront. You could record a short video using a tool like Loom, where you go through the potential client’s website and offer suggestions for improvement. It’s like a mini consultation that shows your expertise and how you can help them specifically.
For example, if you’re pitching to an e-commerce site, you might review their checkout process and suggest how it could be streamlined to reduce cart abandonment. Then, at the end of the video, you can say something like,“If you’d like me to implement these changes for you, let’s work together.”
While this method takes more time, it’s also more effective because it’s tailored to each client’s needs.
When deciding between this or the generic pitch, you’ll want to evaluate your time ROI to determine if it pays off for you to go the more personal route.
3. The Premium Pitch
This is a high-investment strategy often used for landing big clients.
An example is the story of a Facebook Ads management company that sent iPads pre-loaded with a personalized video audit to a list of top entrepreneurs.
They analyzed the client’s past ad campaigns and provided a detailed plan for improvement.
This approach is time-consuming and costly, but if your potential clients have a high lifetime value, it can be worth the investment.
Keep in mind this strategy is best saved for larger clients or when you’re in a position to spend more on client acquisition.
3. Send Your Pitches
Once you’ve chosen your pitch style, it’s time to start sending them out. Here’s what to do:
Send a Lot of Pitches: Pitching is a numbers game. The more pitches you send, the higher your chances of landing clients. Set a goal for how many pitches you’ll send each day or week, and stick to it.
Stay Consistent: Don’t get discouraged if you don’t get a response right away. Keep sending out pitches and experimenting with different styles and messages.
Follow Up: If you don’t hear back, send a follow-up message a week later. Sometimes a gentle nudge is all it takes to get a reply.
4. Evaluate & Optimize
After you’ve sent out a round of pitches, it’s time to evaluate what worked and what didn’t:
Track Your Results: Use your tracking system to see which pitches got responses and which didn’t. What do the successful ones have in common? Was it the timing, the subject line, the pitch style?
Tweak Your Approach: Based on your findings, make adjustments to your pitch style, language, or follow-up process. This is all about refining your strategy over time to improve your success rate.
5. Scale & Expand
If you find that pitching works well for you and you want to make it a long-term strategy, here’s how to take it to the next level:
Scale Your Efforts: Increase the number of pitches you send out each week. Consider outsourcing parts of the process, like research or initial outreach, to save time.
Utilize Multiple Platforms: If you’ve exhausted your hit list on one platform, start exploring others. You can pitch through email, LinkedIn, Instagram, or even direct mail, depending on where your ideal clients are most active.
Expand Your Hit List: Keep adding new potential clients to your hit list. Stay updated on industry news and events to identify new businesses that could benefit from your services.
Regardless of which method you follow, once you land a project, you’ll want to deliver an amazing experience to get that glowing testimonial.
How do you do that? You follow a proven process that ensures you tick every box in terms of deliverables and get the project done on schedule!
If you need a hand refining your process, watch this video next, and I’ll walk you through mine from start to finish. 👇
