In my last post, I talked about how mindset plays a role in finding your first client and talked about how to brainstorm a starting point.

In this post, I’m walking through tactical ways to land your first client through leveraging your own network and creating a killer proposal.

🙉 The truth: networking works

What I’ve realized is that the stronger your network, the less “selling” you need to do on your own behalf.

Before I left my job in November, I was making new connections with hiring managers, event agencies, and founders to start conversations.

Some of these connections required me to reach out first but a lot of them went something like, “Hey! I know someone in events, and they’re looking to hire an event marketing manager. Let me know if it sounds interesting and you want to be connected!”

✍️ Your turn

Make two lists:

1. People in your network who would be a good fit for your services

2. People in your network who might know someone who would be a good fit for your services

Craft your outreach message:

This can be super simple and something you can send via text message or LinkedIn, depending on your relationship with the contact you’re trying to reach. For example…

“Hey [name]! I’m looking to help consult Seed and Series A startups with growth marketing. Wanted to see if you knew anyone or could keep in mind for the future 🙂 

I call this passive networking because once you do some leg work up front, you don’t have to spend your time looking for the right opportunities because they come to you.

☎️ Set up a call

Eventually you’ll be connected with someone who might be a potential client! Offer to set up a meeting. Typically, the call might look something like…

• 5 min - Introductions: This is a chance to highlight your experience and share your story.

• 20 min - Questions & Discussion: Ask questions and get curious about the problems they’re trying to solve by hiring a consultant. Questions like… What is the #1 challenge you’re facing today with [X]? What are the ways you’ve tried to solve this problem? What would success look like if you solved this problem?

• 5 min - Next steps: Keep an eye on the clock and make sure to spend the last few minutes on next steps. This could be another meeting you set with them to go over your proposal.

✍️ Your turn

Create a draft of questions you might ask your potential client during your discovery call.

📜 Create your killer proposal

Based on what you heard from the call, it’s time to draft a proposal. You can create a simple word document or a deck to present. This is your change to tie your unique experience to their needs.

Your proposal might include…

• Background & Challenges

• Project Goals

• Future State & Desired Outcomes

• Proposed Process & Timeline

• Case Studies

• Scope of Work, Deliverables, & Investment (Pricing)

Present the proposal to them (vs sending it to them over email), so you have a chance to address their questions, concerns, or objections live.

In my experience, the hardest part of the proposal is figuring out how to price your services 🤑. If this is the first time you’re doing this, you might have no idea where to start.

This could be a topic on its own but, in general, I tend to do some research to determine an hourly rate for the work, estimate the # of hours for the project, and then add some buffer on top of that to come up with a number.

If you’re worried the prospect is going to say no because you’re charging “too much”, remember the research you did in the beginning and the value you’re providing. Also remember, it’s totally okay to negotiate, if you want!

✍️ Your turn

Make a list of the unique experience and value you can bring your potential clients that will help you feel confident when creating your prices.

When you’re ready, I created this proposal template you can use—the one I used to land my first client!

🎉 Land your first client

It might take time and follow up, but if you keep networking, listening to clients’ needs and delivering your services in a way that aligns with those needs, you’ll eventually land your first client. You got this!

✨ Weekly Feels ✨

Feeling like a busy 🐝 : To be honest, this week has been a little hectic as I’ve been trying to balance all of the things—staring a new PMM contract, working on my house in The Catskills, drafting a proposal, writing, networking, and more. A reminder to myself to focus on the top priorities and do one thing at a time 🙂 

🌟 Upcoming Events 🌟

THIS WEEK! Making the Leap From Consulting To Creative Entrepreneurship | Wed, March 5 (Virtual)
I’m hosting an interactive discussion featuring a few friends who pivoted their career from consulting at Deloitte and Accenture to wedding planning and jewelry planning.

Why generalists are built for portfolio careers - Anna Mackenzie | Tuesday March 25 (Virtual)

I’ve subscribed to Anna’s substack as I’m building out my portfolio career and wanted to share this event if it’s helpful for you too!

📖 Keep Reading

• Your hard work will only get you so far

• What if you didn’t have to choose one thing?

💼 Ways to Work With Me

• 1:1 private coaching: I’m offering free coaching strategy calls to those interested in career and lifestyle coaching with me. Feel free to book some time with me and come prepared with what’s on your mind!