How to get more clients: 11 proven strategies to grow your business

Published Wednesday 6 May 2026

Table of contents

• Identify your ideal client and target market
• Build a strong online presence
• Create valuable content that attracts clients
• Network and build relationships
• Develop a referral program that works
• Use promotions and discounts to attract new clients
• Use social media to connect with potential clients
• Use testimonials and online reviews to build trust
• Provide excellent customer service
• Re-engage past clients and dormant leads
• Measure and track your client acquisition success
• Manage your growing business with Xero
• FAQs on getting more clients

Key takeaways

• Define your ideal client by analyzing your most profitable customers and specializing in a niche, which leads to higher-quality leads and more focused marketing.
• Build a professional website with clear messaging, fast load times, and mobile optimization, since most potential clients research businesses online before reaching out.
• Create a referral program that rewards happy clients for sending new business your way, as referrals from trusted sources consistently produce the best leads.
• Track your client acquisition efforts with simple metrics like cost per acquisition and conversion rate, then focus your budget on the strategies that deliver the strongest results.

Identify your ideal client and target market

The fastest way to get more clients is to get clear on exactly who you're trying to reach. When you define your ideal client, every marketing effort becomes more targeted and effective, saving you time and money.

Follow these four steps to zero in on your target market:

1. Evaluate your current client base. Look at your most profitable and enjoyable client relationships. What do those clients have in common? Consider their industry, business size, location, and the services they value most.
2. Define your specialization. Choose a niche where your skills and experience stand out. Specializing helps you charge higher rates and attract clients who are actively searching for your specific expertise.
3. Build your services around that expertise. Tailor your packages, pricing, and messaging to solve the exact problems your ideal clients face. This makes your business the obvious choice when they're comparing options.
4. Reach your target market where they already are. Identify the platforms, communities, and events your ideal clients use. Then focus your outreach on those channels instead of spreading yourself thin across every option.

Taking time to define your target market upfront means you'll spend less energy chasing leads that don't convert. You'll also find it easier to create marketing messages that resonate.

Build a strong online presence

Your website is your primary sales tool, and most potential clients will visit it before ever contacting you. A strong online presence builds trust and makes it easy for people to understand what you offer.

Make sure your website includes these essentials:

• Professional, clean design that reflects your brand
• Clear messaging that explains who you help and how
• Fast loading speeds (aim for under 3 seconds)
• Mobile optimization so the site works well on any device
• Easy-to-find contact information on every page

Beyond the basics, add elements that build credibility. Include case studies, client logos, or results you've achieved. A dedicated services page with specific descriptions helps potential clients see exactly how you can help them.

Check out this effective website checklist to make sure your site covers all the essentials. Search engine optimization (SEO) also plays a role here; use keywords your ideal clients search for, and keep your content up to date so search engines rank your site higher.

Create valuable content that attracts clients

Content marketing builds trust with potential clients before they ever speak with you. By sharing helpful, relevant content, you position yourself as an expert and give people a reason to keep coming back.

Here are the most effective types of content to create:

• Blog posts: Write about the questions your clients ask most often. If you're an accountant, topics like "how to organize receipts for tax season" attract people actively searching for help.
• Video content: Short, helpful videos perform well on social media and your website. A 2-minute explainer video can build more trust than a page of text.
• Email newsletters: Stay top of mind by sending regular updates with tips, industry news, or seasonal reminders. Keep them short and actionable.
• Lead magnets: Offer a free checklist, template, or short guide in exchange for an email address. This gives you a direct line to potential clients who are already interested.

The key is consistency. Publishing one blog post per week or sending a monthly newsletter is more effective than posting a burst of content and then going silent. Each piece of content is an opportunity for a potential client to discover your business through small business marketing channels.

Network and build relationships

Building genuine relationships is one of the most reliable ways to get new clients. People hire professionals they know, like, and trust, and networking puts you in front of the right audience.

Focus on these networking tactics:

• Industry events and conferences: Attend events where your ideal clients gather. Prepare a short, clear description of what you do and who you help, so introductions are natural and memorable.
• LinkedIn: Optimize your profile with a clear headline and summary. Share helpful content regularly and engage with posts from potential clients and industry peers. Sending personalized connection requests works better than generic ones.
• Local business groups: Join your local chamber of commerce or small business association. These groups create regular opportunities to meet other business owners who may need your services or know someone who does.
• Strategic partnerships: Connect with professionals who serve the same audience but don't compete with you. For example, a web designer and a copywriter can refer clients to each other.

When networking, focus on giving value first. Share a helpful resource, make an introduction, or offer a quick tip. The business often follows naturally from there.

Develop a referral program that works

Referrals from happy clients are among the highest-quality leads you can get. People trust recommendations from people they know, which means referred clients are more likely to sign on and stay longer.

Here's how to set up a referral program that produces results:

1. Ask at the right time. The best moment to ask for a referral is right after you've delivered a great result. Your client is happy, and your work is fresh in their mind.
2. Make it easy. Give clients a simple way to refer you. This could be a short email template they can forward, a referral link, or a business card they can pass along.
3. Offer meaningful incentives. Consider offering a discount on future services, a gift card, or a small cash bonus for each successful referral. Even a simple thank-you note goes a long way.
4. Follow up. When a client refers someone, follow up with the new lead within 24 hours. Then let the referring client know you've reached out and thank them again.
5. Track your referrals. Keep a record of who referred whom and what came of it. This helps you identify your best referral sources and reward them consistently.

You don't need a complicated system. Even asking your three happiest clients for one introduction each can produce meaningful results.

Use promotions and discounts to attract new clients

Introductory offers and promotions can lower the barrier for new clients to try your services. A well-timed deal gives potential clients a reason to act now rather than putting off their decision.

Consider these approaches:

• Introductory pricing: Offer a discounted rate on the first project or month of service. This lets new clients experience your work at a lower risk.
• Bundle deals: Package related services together at a slight discount. This increases the perceived value and encourages clients to commit to more upfront.
• Limited-time offers: Create urgency by running seasonal promotions or time-limited deals. A "sign up by the end of the month" offer can motivate clients who are on the fence.
• Loyalty programs: Reward repeat business with discounts or perks. A client who's been with you for six months might appreciate a free add-on service or a reduced rate. Learn more about building loyalty programs that keep clients coming back.

The goal isn't to undervalue your work. Price promotions should be strategic, with a clear end date and a pathway to your standard pricing once the client sees the value you deliver.

Use social media to connect with potential clients

Social media gives you direct access to potential clients and helps you build visibility without a large advertising budget. The key is choosing the right platforms and showing up consistently.

Here's how to make the most of each platform:

• LinkedIn: Best for B2B and professional services. Share industry insights, comment on relevant posts, and publish short articles that demonstrate your expertise. LinkedIn is where decision-makers spend their time.
• Instagram: Works well for visual businesses like design, retail, food, and fitness. Use a mix of posts, stories, and reels to show your work, share behind-the-scenes content, and highlight client results.
• Facebook: Useful for local businesses and community-based services. Join local groups, respond to questions, and run targeted ads to reach people in your area.

A few practical tips for social media success:

• Post two to three times per week on your primary platform
• Respond to comments and messages promptly
• Share a mix of educational content, client wins, and personal stories
• Use hashtags and location tags to expand your reach

Social media works best as part of a broader digital marketing strategy. Don't try to be everywhere at once; pick one or two platforms where your ideal clients are most active and build from there.

Use testimonials and online reviews to build trust

Social proof is one of the most powerful tools for winning new clients. When potential clients see that others have had a positive experience with your business, they're far more likely to reach out.

Start by collecting reviews from your existing clients:

• Ask for a review right after completing a successful project or milestone
• Make it simple by sending a direct link to your Google Business Profile, Yelp page, or industry-specific review site
• Follow up once if a client hasn't left a review; a short, friendly reminder is often all it takes

Once you've collected reviews, put them to work:

• Feature the strongest testimonials on your website's homepage and services pages
• Share client success stories on social media with their permission
• Include a short quote in your email signature or proposals
• Add reviews to your Google Business Profile to improve local search visibility

Managing your online reputation is an ongoing effort. Respond to all reviews, positive and negative. A thoughtful reply to a critical review shows professionalism and can actually build trust with potential clients who are reading them.

Provide excellent customer service

Exceptional customer service turns one-time clients into repeat clients and generates word-of-mouth referrals. Going above and beyond doesn't have to be complicated; it's often the small things that make the biggest impression.

Here are practical ways to deliver standout service:

• Respond quickly. Aim to reply to client emails and calls within a few hours during business days. Fast responses show you value their time.
• Set clear expectations. At the start of every project, outline timelines, deliverables, and communication preferences. Clients appreciate knowing exactly what to expect.
• Check in regularly. Don't wait for clients to reach out with questions. A quick progress update or a check-in call builds confidence and prevents misunderstandings.
• Fix mistakes promptly. If something goes wrong, own it and resolve it fast. How you handle problems often matters more to clients than the problem itself.
• Add unexpected value. A small bonus, like a free follow-up consultation or a helpful resource, shows clients you care about their success beyond the current project.

The goal is to make every interaction easy and positive. Clients who feel well taken care of are far more likely to stay with you and recommend you to others. Understanding how the sales funnel works can also help you identify moments where better service converts more prospects into long-term clients.

Re-engage past clients and dormant leads

Your past clients and old leads are often the easiest source of new business. These people already know who you are and what you do, which means you can skip the trust-building phase.

Try these tactics to re-engage them:

• Check-in emails: Send a short, personal email to past clients asking how things are going. Mention something specific about their business to show you're paying attention, not just sending a mass email.
• Win-back offers: Offer a returning client a special rate or a free consultation to restart the relationship. A "welcome back" discount can be the nudge they need.
• Share something useful: Send an article, tool, or resource that's relevant to their situation. This keeps you top of mind without feeling like a sales pitch.
• Seasonal reminders: Certain times of year create natural touchpoints. Tax season, year-end planning, or budget reviews are great reasons to reach out.
• Review your CRM. Using a CRM for small business helps you track past clients and leads so no one slips through the cracks. Set reminders to follow up at regular intervals.

Most past clients don't leave because they were unhappy. They simply moved on or forgot. A well-timed, genuine outreach can bring them right back.

Measure and track your client acquisition success

Tracking your results helps you identify what's working and where to focus your time and budget. Without measurement, you're guessing, and guessing gets expensive.

Start by tracking these key performance indicators (KPIs):

• Cost per acquisition (CPA): Divide your total marketing spend by the number of new clients gained. This tells you how much each new client costs you.
• Conversion rate: Track the percentage of leads who become paying clients. If you're getting plenty of inquiries but few sign-ups, your sales process may need attention.
• Client lifetime value (CLV): Calculate how much revenue the average client generates over the full length of your relationship. This helps you decide how much you can afford to spend on acquiring a new one.
• Lead source: Note where each new client came from, whether that's a referral, your website, social media, or a networking event. Over time, you'll see which channels consistently deliver the best results.

Review these numbers monthly or quarterly. Look for trends, not just snapshots. If referrals consistently bring in your highest-value clients, put more energy into your referral program. If social media generates traffic but few conversions, adjust your approach.

Simple tracking doesn't require expensive software. A spreadsheet or basic accounting tool can handle it. The key is to stay consistent so you can increase your revenue over time by doubling down on what works.

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FAQs on getting more clients

Here are answers to frequently asked questions about getting more clients for your business.

How do you get clients with no experience?

Start by offering your services at a reduced rate or pro bono to build a portfolio and collect testimonials. Reach out to your personal network and let people know what you're offering. Even one or two successful projects give you credible results to share with future prospects.

What is the fastest way to get new clients?

Referrals and direct outreach are typically the fastest methods. Ask your happiest clients for introductions, and reach out personally to people in your target market. These approaches skip the slow build of organic marketing and put you in direct conversation with potential clients.

How do you attract high-paying clients?

Specialize in a niche where you can demonstrate deep expertise and clear results. High-paying clients want confidence that you understand their specific challenges. Position your services around outcomes rather than hours, and check out this guide on how to promote your value to clients for more tips.

How can you get more clients online?

Build a professional website optimized for search engines, and create helpful content that answers the questions your ideal clients are searching for. Combine that with an active presence on one or two social media platforms and a simple email list to stay in touch with leads over time.

How much should you spend on client acquisition?

A common guideline is to allocate 5% to 10% of your revenue toward marketing and client acquisition. Track your cost per acquisition and client lifetime value to make sure your spending produces a positive return. Start small, measure results, and scale up the channels that perform best.