Client-Finding Secrets Revealed: Q&A with Proven Strategies

Finding and approaching potential clients can be daunting. The fear of rejection often paralyzes entrepreneurs, preventing them from taking the necessary steps to grow their client base. This week, we break down proven strategies for finding clients. From methods like personalized outreach to the power of rejection, this episode will give freelancers actionable insights to land their first or next client.

Topics Covered In This Episode:
1. Local or online, success requires going where potential clients are and having conversations.

2. Start with broad niches when finding clients, then narrow down as you get to know what works best for you.

3. Personalize outreach without coming across as too aggressive or pushy—maintain a friendly, conversational tone.

4. Research for leads needs to be practical, focused, and time-limited to avoid getting stuck in details.

5. Reaching success in business requires staying determined in discomfort and taking consistent action, regardless of rejection.

6. Cold emails and cold outreach require a numbers game—focus on volume along with personalization.

7. Overcoming the fear of rejection and adopting a proactive mindset is essential for finding and landing clients.

Find the full show notes at:  https://brandimowles.com/230

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Additional Resources:

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Transcript

Client-Finding Secrets Revealed: Q&A with Proven Strategies

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Brandi: [00:00:00] I ask in my signature program, conversions for clients, what questions do you have about finding clients? We have a whole module on how to find clients, but no matter how much information you have, this is every ad manager, freelancer service providers, biggest hangup is where and how to find clients. And lucky for you, this is my sweet spot.

This is what I excel at. And so in this week's episode of the Serves Salesforce podcast, I am answering all the questions about how to find your first or next client. So let's jump on into this week's episode.

Welcome back to the serves. Scalesor podcast. My name is Brandy Miles. I am your host and I'm just excited because I am here. If you are ready to start grow and [00:01:00] scale your ad management business, or maybe you're just a little curious about what that would look like. Let me know. Or maybe you're just a freelancer and you're offering another service, I drop all the amazing value for growing any service based business, really.

And so you can take whatever you're learning here and apply it to whatever service you have. Because today we're talking all about how to find a freelancer. Or land your first or next client. And I polled conversions for clients, my signature program, and I asked them. I said, tomorrow I'm recording an episode on finding clients and marketing minutes.

What questions would you like me to answer? So I'm literally pulling from the group of all ad managers wondering what they need help on right now. So we're going to break this down. A lot of the questions had a very similar trend. So we are going to break those down. And I'm going to go over those and answer all these questions.

And if they have these questions, chances are you have these questions [00:02:00] too. Okay. So the first question that came up is

If I want to work with local business and I need a client right now, what do you do? If you're going to work with clients locally, and I'm always, I always like to say location dependent because they could be local, a local business, a location dependent business, but not local to you and you can still work with them.

My first client was in Roanoke. I wasn't in Roanoke at the time. My second client was in Maryland. So not near me. And then my third local client was in Florida. But not near me in Florida. So when we think about local businesses, One, we have to say, am I wanting to work in my local community? Or am I just wanting to work location dependent?

And really, honestly, even if you're in a small town, If you want to work with local businesses, To start, the easiest thing to do and I'm going to talk a little bit more about that in just a second, but I'm going to talk a little bit more about how you can find people [00:03:00] that are in your local community that need you.

And if you're in a small town and you're like, Brandy, no one needs to hire me, bump that. I have so many people in conversions for clients who work with local businesses in their local community and they live in a small. town, like in the middle of nowhere. So if you're using that as your excuse, then you're going to stay stuck.

No matter what town, how big, how small you live in, there are businesses and they need to be running ads. So the first thing I'm going to tell you to do is get out in your local community, talk with business owners, get involved in any groups there are. If I needed a client today and I was working with a local community, I'd get out and start talking to businesses.

I was at the farmer's market and talked up a sourdough bread lady for so long. We talked for 45 minutes and we got on the topic of ads. I didn't start there. We got into that topic and she asked me, should I be running ads? And I was like, no, [00:04:00] you sell out every week and you have no room to expand.

Like it doesn't make sense. But I've also done this when we lived in Florida and I talked to our locals poke bowl place and I had a conversation. I was like, are y'all running ads? And he was like, no. And I was like, Oh man. So there's this really cool thing you could do. And we started chatting and he was like, do you run ads?

And I was like, no, but I can connect you with people who do. I teach people how to run ads, but I don't work with local businesses. And that's all you're doing is having conversations and just finding does this business need me? Do they not? But unless you're willing to get out in your community and start having these conversations, you're going to stay stuck.

If you live somewhere that has a business, you have people that you can market your business to. And if you're inside of conversions for clients, you have access to our risk reversal method. And if you're not coming up, we have the free bootcamp coming up. [00:05:00] You're going to want to get registered for that because that's going to give you a step by step plan on how to land clients using the risk reversal method.

So if I needed a client today and I was working with local businesses, that's exactly what I would do. I'd go out and talk to local businesses. Okay. Opposite of that, not opposite, but on the flip side I want to work with online businesses and I need a client now. What should I do? This is such a great one first if you're working with online businesses, we have to get really clear Who is that?

Is that a coach? Is that a course creator? Is that a membership? Is it e commerce? Online businesses. It's such a big broad term So first i'm gonna say like i'm not gonna break it down to what? And then [00:06:00] I'm going to say, you have really two big choices that you can do one is you find Facebook groups where those people are hanging out, where those people are being served, or you go to Instagram, so whichever way you're doing it, They're probably going to take about the same amount of time.

If you're going on Instagram, you're creating more content. That's going to be content and reaching out. Facebook is adding value and responding to like job ops. And when people ask questions about ads, you're in there responding with really valuable answers. As an ad manager, this is what I would do.

You're putting yourself out there. And so if I needed a client right now, I'm going to focus on marketing minutes I'm going to make it a habit that this week i'm going to spend time connecting with at least five people every single day Non negotiable So many people are like I need a client. I need a client I'm, like how many people have you talked to [00:07:00] in the last week and they're like three.

Okay you haven't talked to enough people. It's a numbers game client acquisition is a numbers game You It depends on how many people you need to talk to depending on your marketing method, but at the end of the day, it's a numbers game. And if you're not playing the numbers game, you're setting yourself up to lose.

So you want a client now? Figure out where do they hang out? Where are they asking questions? Go. And then you're making five daily connections conversations every single day with your ideal client. And if you're not willing to do that, you don't want a client. You don't need one bad enough. And so marketing minutes are so important.

So if you're wanting to work with online businesses, go where they are and have conversations. And if you want to work with local businesses, go where their business is, have conversations. All client acquisition is is having more conversations than you're currently having. Okay, so then we have a question [00:08:00] also in regards to local businesses. And the question is, what if I want to work with a couple of types of local businesses, but I know I should niche down more? Tips on how to pick which one to focus on. Such a good question. I think a lot of us do. niching, and this is why I teach the three tiers of niching.

The more niche you can get down to tier three, the more you'll get paid, the more you'll specialize, the more you can optimize. But we don't start there. No one starts three layers deep. It's really hard to do that because you don't know yet what all goes into the three tiers. To everything. So that's what we want to work towards.

That's not our starting line. So let's back it up. When you're just getting started, I always say, pick local or online or e commerce. Pick one of those three and let's just focus on that. Let's get some clients in that niche and then you'll quickly decide Oh, okay. I like working with dentist. I don't like working with boutiques and I don't like working with [00:09:00] chiropractors.

And then you can go all in on dentist. it. So when you're just getting started out, don't try to niche three layers deep. Just go to local, get some clients, race to your first three clients as quick as possible. And then from there, what you're going to do is you're going to figure out really quickly what type of businesses you want to work with and which you don't.

But I say, until you have three clients, So I'm going to talk a little bit about how you can do that and how you can pivot from there and how you can start to narrow it down. So don't focus so much on I have to get three layers deep right now. Focus on, I need three clients that are local dependent businesses.

And then I can focus on niching down as I figure out who So really want to work with and what I like and don't like.

Okay, so now this one question is coming in and we had several questions about cold emailing. So really that cold outreach and one thing I'll say about cold outreach, it [00:10:00] is you will send more touch points. You have to have more touch points doing cold email outreach than any other marketing form. But the good thing is you can send a lot fairly quickly if you have the right tools.

So this person's asking About cold emailing tools like limbless and I think last time I looked they're like 70 a month And this is how I'll put it. That's part of your marketing budget It is a tax write off. And so if you're going to go all in on email marketing It may be a good thing to invest in.

I've never used it. It has really good reviews. It's supposed to be really good Unless but i'm never going to recommend something that i've never used but if this is the method you want to use To do your marketing. I think it may be something to look into and it's 70 a month. I feel like That's a no brainer because if you're minimum charging a thousand dollars per month [00:11:00] and you land a client It would be worth it because I you think about when I was In direct sales and I was calling and I was doing all the sales calls I would pay three hundred dollars a month to get my list of bridal leads And so for 70 a month of having this tool that will send out emails for you, and it doesn't send them out for you, but it helps.

Make the process quicker. I'm like, oh heck. Yes that like I'm gonna give it a try. Why wouldn't I give it a try for? 90 days like say, okay, I'm gonna give this a try for 90 days and see what happens So in terms of using those software do your research look into them But they're probably worth it if that's your number one method that you want to use.

And then when we talk about how many emails should you be sending per day, that was the second part of the question. I like to break it up into how many emails do you need to send [00:12:00] in order to land a discovery call. So let's say you need to send 100 emails.

And then, maybe you're running, you need three discovery calls to land a client, and you want one new client. So if we look at that, we need to send 300 emails. per month to get three discovery calls to land one client. Now, from there, we just say, okay, 300 divided by 30. That gives us, is that right? 10 times 30.

So that means you need to focus on 10 emails per day. And oh, yeah, we have to take into account that we're probably not sending them on the weekends. So let's just say 2 times 4 is 8. So 30 minus 8. So that's 22 days that you actually are sending emails. So 300 divided by [00:13:00] 22 gives you 14 emails per day.

So if you want to hit 300 emails Monday through Friday and do that for a month, you're sending 14 emails per day. And so that's how you break it down. That's how we backtrack and reverse engineer the action that we need to take in order to do that. So then you're hitting You're you're hitting your five connections, five to 15 connections every single day, which is what you should be looking at.

And then how many follow ups? I like the rule of three. I'm going to send three follow ups and that's typically how I do it. Now if they respond, then it resets it to another three. So let's say you send two follow ups. And then they respond, and then you start talking, and then they like ghost.

It's another three. And the last one is the magic email, which we talk about. So that's how you break that down. Great question. And you're, you just have to think of it in a business sense. If I invest [00:14:00] 70 per month, and I know if I go full out on this, I'm going to land a client and I charge at least 1, 000 per month.

Of course, I'm going to invest 70. Why wouldn't I? That's a smart business investment. Okay. On the terms of cold email, we had a question come in. How do you personalize your outreach without coming across like a weirdo? There's this fine line between letting people know you're interested in their business and you care about helping them and thinking you're coming on too strong.

Now, this person didn't clarify if they were talking about cold email. DM strategies, LinkedIn strategies are where. So let's just talk about this. We got to think about the platform. What platform are we using? Because how you talk to someone on Facebook is different than how you talk to someone on Instagram, which is different than some, how you talk to someone on LinkedIn, which is different than a cold email, which is different than a phone call.

So we first have to look at this as what platform are we using? What platform are we talking about? So if we're talking about LinkedIn, [00:15:00] one thing we know about LinkedIn, it's a marketing network. Social media platform. So we're gonna be able to be a lot more direct on our outreach, because that's what it's for.

It's for business networking. Instagram is more social scrolling, things like that. So there we're gonna come off. More in a friendly way, but we're also not going to make people feel like we're trying to be their best friend, only to then pitch to them. I hate that. I, I don't do that. I come off, and this is what I say.

Hey, thanks Susie for following me. I see that you're a podcast manager. And then I'm going to say, I would love to know why you're here. So if they followed me, I'm going to say, Why did you decide to follow me? Are you looking for help scaling your business? Or do you just like my funny memes that I post?

And that way I'm still being friendly, but I'm also saying, Hey, thanks for the [00:16:00] follow, but let me find out why are you actually following me? And so that's when they follow you. If you're doing some strategy where you say, comment below and I'll send you something, then they're showing up. You know exactly what they're there.

You can get right into, okay, so I see that you're interested in our how to hire an ad manager guide. Thanks for DMing. Here's the link to it. While I have you here, have you ever ran ads before? Now, if you're going in from a cold perspective, then it changes. Then

with cold messaging people that haven't interact with your profile, it gets into a little bit of a different category because spammy outreach. So I like to do things. To get people to follow me so then I can open up the gate or comment below So then I can open up the gate to have a conversation with them if you plan on doing cold outreach on instagram You just have to be careful.

You don't want to end up in people's spam And so [00:17:00] what I would do is I would follow them I would comment on some of their posts. I would like it. I would build some rapport and then I would reach out and say, Hey, I just love what you're doing with your course. I saw that you were just in a launch, but I also noticed when I went to the ad library, I didn't see any of your ads that you were running.

Do you currently run ads? But I do think there needs to be this level of liking and commenting and like engaging with their profile before just doing cold DMs. Now some people are totally going to disagree with me on that. Facebook, I think the conversations need to start on the post. So this is where you're reaching out to them because you said, Hey, like I have some valuable information on that, do you care if I didn't message you?

And that's where that conversations happening. I Cold messaging on Facebook. I think it's just a waste of time. Like we want to engage with them publicly on a post and then create that [00:18:00] conversation in the DMs. If we're talking about email, cold email, you have to make it seem like you're their friend.

Hey, I can't believe I didn't hear about your business until today. And then going into it. So we want it to be as friendly as possible. And then sales call are the same way. We want it to sound like it's coming from a friend and we'll link up Ashley Monk's podcast episode she did on cold calling.

So you have that, but it's about being their friend, like getting them to actually pick up and then have a conversation. So the big takeaway is You're not being a weirdo. Probably no one thinks you're a weirdo except for you. That's how it comes down to is we have so much stuff put in our head about what are people gonna think.

But what if we just erased all that? What does it matter if they think you're a weirdo? You're doing something to provide a living for your family and to help serve people. Who cares if they think that's weird? We have to move past that and move on to, I'm gonna take daily action. You [00:19:00] That gets me closer to my goals because I know that that's serving my family.

I know that serving clients that want to work with me and we have to get out of our head about what other people think about us. Because at the end of the day, if you think about it, if you get a cold call and someone hangs up on you, like I get them and they're like, Hey, your vehicle warranty is about to expire.

And I hang up. I didn't actually think two things about that person. Like at all. I just hung up and I go about my day. So we're putting so much pressure on ourself and caring about what other people think when they probably don't think twice about you after the interaction. It's over. Okay, and then we had another question on cold emailing and this is more about subjects and hooks.

Once again, I think it's really about how can you personalize them, make it sound like it's from a friend. So like doing the respond, the RE, I know some people have all kinds of feels about that. I don't think it's a bad idea. Big deal. I like to save this for [00:20:00] follow up, but then it's playing around with it.

But the email subject should sound like it's coming from a friend. Hey! I can't believe I didn't know this or something like that. Think of different ways and you could probably use chat GPT and say, Hey, I am an ad manager and I'm going to send out a hundred cold emails and I want some hooks that act, some subject lines that actually get people to open cold emails.

Can you give me the best 10 performing cold email subject lines? And it would probably spit out some pretty good ones that you could try. And then it's just all research, like which subject line got the best click through rate. And then the really big question of this that I definitely wanted to jump into is how much research Research.

Should we do Perlin? And one thing I see is you're spending so much time researching. You don't have to research the client, but you do want it to sound like it's coming from a friend. [00:21:00] So you're going to say, yeah, their name? The business and then just jump on their website and find something and then if they don't have a pixel, let them know.

And don't spend more. I would set a timer. You are not going to spend more than five minutes researching people. And I think five minutes is probably too long as well. Have a timer on your desk. I, this is one of the tips that I've learned from homeschooling and I share all the time. Have a timer.

And you can get these cute ones off Amazon, look up like kid timers and they're so easy to do and it's a loud beep, but that's all you get is three minutes to research and then you're moving on. You're sending the email, stop procrastinating when even if you have a 40 percent open rate, 60 percent of people aren't opening them.

Don't spend so much time. Move on. With cold email, it's about the numbers. How many numbers can you, how many emails can you get out? With cold calling, it's about how many calls can you make. If you want to go the cold [00:22:00] outreach, it's a numbers game and you've got to play the numbers. Don't get hung up in the details.

. We got one question and I think this may have been like if you're on a discovery call, so I want to answer it. They weren't really clear about it, but I do want to answer it. If a client, potential client says, I heard you really can't target too much anymore like before.

What's the best response? Facebook still has the most precise targeting out there. There are some niches like health. wellness that they've taken away some because of not privacy and things like that. But so is Google. TikTok doesn't have access to those. Facebook has the most precise targeting on the market currently.

So if you're going to advertise somewhere, you might as well advertise with the best. And the best is Facebook. And they actually have more targeting options because targeting is just people. And Facebook, Instagram, threads, all those platforms have actually seen an [00:23:00] increase in monthly activity, not a decrease.

So I would always say if you want to advertise with the best platform, that's Facebook, that's Instagram. Those places is where everyone's at. at even the people who say they don't like it, so I'm not worried about that. Great question, so those are some of the main questions we had. Now, and here's the deal we got a boot camp coming up.

I only do this boot camp twice a year and Vanessa and I have been talking and we don't know if we're going to do it twice next year. We only may only go down to once and so or we don't even know if we're going to do the boot camp. I love the boot camp but it is a lot on me and Vanessa to put it together.

So this is your chance. This is your chance to get into the bootcamp. It's coming up. I want you to be there. I want you to find your first or next client. And at the end, we will open up the doors to conversions for clients. But no matter if you decide to join us or not, you're going to leave [00:24:00] after those four days with your mind completely blown.

So join us in the bootcamp. But I do want to end this on one more thing is that so many people, when it comes to clients. They're not landing clients because they're not putting theirself out there. And I hear all the time, I don't like marketing myself. I don't like marketing myself. I don't like marketing myself.

But when in fact, it's not the marketing that you dislike. It's the fear of rejection. You're afraid someone's going to tell you no. You're going to be afraid that someone says something mean to you. You're afraid of what's on the other side. And the other side of that may be a no. Actually more chances you'll get no then yes.

Bye! That rejection is protecting you. Rejection is your friend. It's your protector. It's your lessons. And so when we can look at that and we can say, okay, if I get all these people saying really nasty things, maybe I should change my [00:25:00] message. Or that rejection is protecting my energy for those people who I can actually serve with my highest ability.

It's protecting me from working with clients who are going to drain the life out of me and not respect my boundaries. Rejection is our friend, it's our protector. And the other thing is, you have to go through the no's to get through the yes's. In MLM, I did over 10, 000 sales calls and over 40, 000 cold calls to get to where I was at the top 1 percent of the company.

99 percent of people aren't willing to do that. And if you're listening to this podcast, I know you want more. You want more for your life. You want more for your business. And so what are you willing to do in order to move past the discomfort to get all your desires, to [00:26:00] get all the success that you want, whatever that looks like.

But until you can be okay in the discomfort, you will not grow your business. Because nothing happens when we're comfortable. It's only until we learn how to be still in the discomfort and be okay in the discomfort

So if you're looking for the easy ride, owning your own business is not it but it will be the most rewarding ride that you can go on. So that's what I got for you my friends. I hope this helps you get out of procrastination and into action. And take these tips, run with them, let me know how they work, let me know if you have any other questions, and I will see you at the bootcamp.

So until next week my friends, go out, serve your clients, scale your business, and soar into the success you deserve. [00:27:00]