I am frequently asked by other agency owners, “How do I get clients?”
Getting more clients is not about hacks or gimmicks. It is about strategy, consistency, and putting yourself in situations where opportunity can find you.
There are countless ways to acquire new clients. The real challenge is not finding tactics, but choosing a small number that work and then committing to them long enough for results to compound. There are so many options that I decided to break one long article into four parts.
In this first part, we will focus on foundational and outbound methods that create momentum. These are the levers you control.
Start With a Bold Mission Statement
Most businesses blend in because their mission says nothing. In fact, most company missions are interchangeable across companies and industries. Often, it's not even clear what their mission means.
A bold mission makes a statement. It tells the market who you serve, what problem you solve, and why you exist. If your mission could apply to your competitors, it is too weak.
Like dating, clients are attracted to confidence and conviction. Make it clear what you stand for and, just as importantly, who you are willing to say no to.
Pair It With an Even Bolder Vision
If the mission defines what you do, the vision defines where you are going.
Your vision is not about today. It is about the future you are building and why that future matters. A strong vision gives prospects confidence that you are building something durable. People want to work with companies that grow intentionally, not ones that drift.
My vision for our company is to create unlimited opportunity by building a $100 million portfolio of agencies. When I set that vision, we were doing $1 million in revenue. It felt almost ridiculous to project that far ahead.
But that was the point. It was a clear signal that what we do today affects where we end up tomorrow, and that we are not playing small. I am not trying to be yet another mom-and-pop agency. I am building something that can compete at the highest level.
Once that vision was established, people inside and outside the organization aligned their expectations accordingly.
Use Advertising to Buy Attention
Advertising works when it is clear, targeted, and patient.
Do not try to be clever. Be direct. Identify a specific audience, speak to a specific problem, and offer a clear outcome.
Advertising is not magic. It is a game of volume and repetition. The goal is familiarity. Familiarity creates trust, and trust creates leads.
Work LinkedIn the Right Way
LinkedIn is one of the most underutilized client acquisition tools because people overthink it.
Use LinkedIn search to build a daily prospect list. Connect with around 20 people per day. No personalization is required for the connection request.
When they accept, send two messages. The first is simply to say hello and open the door. The second delivers value. Share an insight, a resource, or a relevant observation.
Do not pitch. Build goodwill first.
Consistency here compounds faster than almost anything else.
Network With Intention
Networking is not about collecting business cards. It is about building relationships over time.
Show up consistently in the same rooms. Be curious. Ask good questions. Follow up.
The goal is not to sell on the spot. The goal is to be remembered when the right opportunity arises. Once you feel comfortable in one room, go find others.
Attend In-Person Events
In-person events build trust in a way online interactions cannot. They remove friction and shorten sales cycles.
Choose events where your ideal clients or partners already gather. One strong conversation is worth more than a hundred passive impressions.
Follow up quickly while the interaction is still fresh.
Do Not Ignore Virtual Events
Virtual events are easier to attend and easier to scale.
Webinars, online roundtables, and live workshops still work when the content is practical and focused. They give you the opportunity to show your face and be heard.
Participate actively. Ask thoughtful questions. Connect with speakers and attendees afterward. Treat virtual rooms with the same seriousness as physical ones.
That said, virtual events do not come close to the impact of in-person events. They can amplify relationships or open doors, but they do not build trust the same way face-to-face interaction does.
This is the groundwork. Mission, vision, and proactive outreach create the first cracks in the door.
In part two, we will shift from direct pursuit to engineered visibility. We will cover outbound mailings, sponsorships, SEO, and social media engagement, along with funnels, CTAs, and giveaways that convert attention into conversations. We will also get into longer-term credibility plays such as applying for awards, writing a book, and taking strategic board positions—the moves that quietly stack trust and make clients come to you.
~ Erik