Tried-And-True Tactics For Growing Your Client Acquisition Efforts

In the quest to attract more clients, we’ve gathered insights from CEOs, founders, and top marketing professionals to share their single most effective strategies. From forging partnerships with complementary businesses to increasing clients with niche-specific outreach, explore the diverse tactics in these 33 expert insights that could revolutionize your client acquisition efforts.

Forge Partnerships with Complementary Businesses

Create meaningful relationships with parallel businesses. For example, I’m a website copywriter. It makes sense for me to invest in relationships with website designers who attract similar clients to me. Everyone wants to have their go-to partnerships to send their clients to, so think about businesses that complement yours. What other services or products are your clients looking for when they find your business? Creating relationships with those businesses can help create a strong ecosystem of reliable partners with whom you can support your clients.

Delaney Rietveld, Website Copywriter, Dark Roast Copy Co.

Adopt a Customer-Obsessed Strategy

When you’re looking to get more clients, build a customer-obsessed strategy. Oftentimes, companies are aiming at a number of different customer targets. Instead of throwing lots of haphazard arrows, choose your ideal customer bullseye. Start by defining the best customer for your company. Don’t be afraid to niche down! Focusing on one ideal customer gives your business new growth power. When you clarify your ideal customer, you unlock their mindset and tap into what they care about most.

A customer-obsessed strategy takes your company beyond just knowing your ideal customer at a demographic level. Customer-obsessed companies go deep into the gray matter and psychographics to better understand the goals, attitudes, behaviors, and preferences of their ideal customer. When you have this deeper insight and knowledge, you can then build experiences that meet your ideal customer where they are and help them on their buyer’s journey—making your company the obvious choice.

When you focus on your ideal customer, you carve out ownable whitespace, sharpen brand differentiation, and stand apart from the competition. This customer-obsessed strategy makes your go-to-market more efficient and effective. According to Forbes, customer-centric companies grow their revenues 4% to 8% faster than their market competitors. Not to mention the sustainable business growth that leads to higher retention and loyalty rates. When you want to grow your business, get obsessed. Giddy up!

Michelle Heath, Founder & CEO, Growth Street

Cultivate Genuine Connections for Referrals

As a business owner, I’ve found that creating genuine connections and leveraging referrals has been crucial in acquiring more clients. By building strong relationships with existing clients and industry partners, I’ve earned their trust and confidence, leading them to refer others to my business. One strategy I’d recommend is to actively network within your industry, attending events, and engaging in meaningful conversations. Of course, once you’ve converted them, provide exceptional service to your current clients, as satisfied clients are more likely to recommend you to their networks. Trust me when I say that cultivating these connections and encouraging referrals can significantly expand your client base and enhance your business reputation.

Alysha M. Campbell, Founder and CEO, CultureShift HR

Encourage Customer Reviews and Networking

Luckily for me, word-of-mouth has been a big help in getting clients. I’ve realized that happy customers are your best salespeople. But, sometimes, if they don’t do it on their own, you might need to give them a nudge. You can ask them politely to leave a review on your website or share their experience on their socials. But not everyone is good with words. So, in such cases, to make things even easier for them, I also prepare a template. I put some questions in the template that they can answer in their review. This also helps me get a not-so-generic review like ‘They are great at their job.’ If I were to give one piece of advice, it’d be to focus on building relationships. I cannot stress enough the importance of networking when you are running a business. It’s not just about selling; it’s about connecting with people. Attend industry events, join online forums, and engage with your audience. The more you connect with people, the better your scope of getting a new client becomes. So, be authentic, be helpful, and build those connections.

Anita Vassova, Sales Operation Head, Property Management, Pluxa Property

Foster Relationships with Investors

I work with tech start-ups a lot, and one great strategy I’ve found that works is to “follow the money.” In reality, that means fostering and growing relationships with VCs and private equity, as well as angel investors. Funding is tight right now as the cost of money increases, and so a “fractional” approach to getting great experience into an early-stage business is increasingly favored by investors. And, of course, once you’ve proven your worth to one, they tend to bring you in across more of their portfolio.

Andrew Moloney, Managing Partner, KickDrum Partners

Utilize LinkedIn for Targeted Client Outreach

When it comes to expanding my client base for Elevate Events, I began by honing in on the ideal client profile and determining their specific job titles. Using LinkedIn, I conducted targeted searches based on these titles to connect directly with potential clients. This approach allowed me to initiate meaningful conversations and showcase how Elevate Events could meet their needs effectively.

Grant Morningstar, CEO, Elevate Events

Expand Reach with Influencer Partnerships

At my company, we have successfully expanded our client base through a combination of strategic initiatives and a commitment to our mission of impact investing. Here are some of the key strategies we employed:

• Revamping Our Online Presence: We launched a new website that provides a modern and engaging experience for our readers. This platform offers insightful articles, captivating multimedia content, and interactive features that keep our audience informed and inspired to make investment decisions that align with their values.
• Building a Community: We focus on creating a community centered around investing with impact and purpose. By fostering a sense of belonging and shared values among our readers, we have been able to attract and retain a dedicated audience that is passionate about making a positive difference through their investments.
• Collaborations and Partnerships: We have formed strategic partnerships with influencers and experts in the field of impact investing. For example, collaborations with athlete-turned-entrepreneur Craig J. Lewis and female footballer Santia Deck have helped us reach new audiences and provided valuable insights into the changing landscape of impact investing.

One effective strategy for gaining more clients is to leverage influencer partnerships. Collaborating with well-known figures who share your mission can significantly expand your reach and credibility. Influencers can provide authentic endorsements and share their personal experiences, which resonate well with their followers. This approach not only helps in attracting new clients but also in building a trusted brand image.

Paula DeLaurentis, CEO, Equities.com

Incentivize Conversations, Not Sales Pitches

We’ve doubled revenue growth in 2024 YoY simply by incentivizing our initial introduction conversation and turning it from a sales conversation into a pain/problem and desired-result conversation.

The introduction call is not a sales conversation but rather a conversation meant to get the prospect to talk through their core pain/problem and address that on the spot with a resolution.

We incentivize the initial call to respect people’s time, as they’re giving us additional data points to better understand the pains/problems of our ICP.

If they’re a fit for us to work together, great—we can continue the conversation; if not, we go away having helped and added value, and that’s what matters the most.

Justin Berg, Founder & CEO, Rock The Rankings

Transform into “Local” via Strategic Partnerships

As an IT services company, we initially had a competitive advantage by being based in Latin America. This location allowed us to offer better rates and operate in a similar time zone to the US, with some overlap with Western Europe. However, over time, the economic landscape changed, and we began to feel pressure from South Asian providers and other Latin American countries. This led to our first (and only, knocking on wood) year of negative revenue.

So, what did we do? We transformed into “locals.” We partnered with companies in different countries, using various partnering methods such as percentage-based agreements, white labeling, and fixed fees. Within a year, we multiplied our income by five and expanded our client base eightfold. While this meant more work and less income per client on average, the overall fivefold increase in revenue was a huge success.

Incidentally, I applied a similar strategy before entering the IT industry. I helped manage a small, family-owned chain of mini-markets, all located in the same city. I conducted a study on towns within a 60-mile radius, regardless of their size, and devised a plan to open 15 new stores in these towns. We established a distribution center in the main city and implemented a system for overseeing security, store quality, and adherence to company policies. This strategy turned the company into a regional staple and eventually led to its acquisition by a larger chain.

In short, my recommendation is to expand into other markets. Be prepared to earn less or invest more initially, but the long-term rewards can be really significant.

Fabio Devin, CEO, Dorve UX

Focus on Proven Client Acquisition Sources

Look back at the clients that you have booked in the past—how did they find you? Focus on the sources that are already working instead of spreading yourself too thin by marketing on every single platform. Find the 2-3 that have a proven history of working for you. Perhaps it’s a mix of in-person networking, Instagram, and SEO, or maybe it’s email marketing, Pinterest, and paid ads.

Personally, I prefer SEO because I can invest time and research into content that will drive traffic and leads for years. Social media, on the other hand, isn’t quite as evergreen and requires a lot more time on a weekly basis. I can post on my website blog 1-2 times a month, or maybe 1-2 times a quarter, and enjoy results for a long time. (My secret, though? I don’t just publish blog posts and leave them untouched. I go back and update ranking content every 4-6 months to ensure that it is still valuable and on-trend, which helps the rankings stay consistent.)

All in all, though, I can get a greater ROI out of the time I spend on SEO versus social media. I use both, however, to present my brand as modern, professional, and operational. After all, someone might find me through SEO, but then check my Instagram to see what our day-to-day looks like.

Lauren Kutschke, SEO Copywriter, Salted Pages

Collaborate with Subject-Matter Experts

Partnering with a subject-matter expert can add significant value to your existing services and help you differentiate yourself in the market. It can also provide a powerful tool to attract and retain clients, and enhance your overall customer experience.

Giovina Lobozzo, Senior Manager, SAP Concur

Expand Network for Client Referrals

I’ve found that actively engaging with others and expanding my professional network is crucial to attracting more clients. Consistently maintaining communication through email, social platforms, phone calls, or in-person meetings opens up numerous opportunities. Engaging more with others increases your visibility and builds relationships that can lead to client referrals. One key strategy I’d recommend is identifying and connecting with people who understand and appreciate your value. These advocates can champion your business in spaces and conversations where you aren’t present yet, helping to expand your reach and attract new clients.

Jordan Iseral, Founder and CEO, Come Alive Communications LLC

Leverage Top-Tier Content Marketing

The one strategy that has always worked for me is using top-tier content marketing. I mean, developing a comprehensive content marketing plan and providing helpful, relevant content to your audience builds trust and authority, eventually getting you clients for your business.

Don’t limit yourself to just creating SEO-focused, engaging content for your website, but also use social media, build an email list, perform outreach for guest blogging and partnerships, and host webinars and live events.

Just be mindful of the fact that you have targeted the right audience, know what their pain points are, needs, and where they spend most of their time online.

Abdul Samad, SEO Specialist, Enterprise64

Build Inbound Leads with Personal Branding

How I’ve gotten more clients for my business is by building a reputable personal brand. Having to cold-call and cold-message in my first two years of business was my biggest motivation to build my personal brand, and I’m proud to say that today my marketing agency relies 100% on inbound leads through my personal brand. While building a strong personal brand doesn’t happen overnight, it is something that will pay off in the long run for any business owner or aspiring business owner. My personal brand brings millions of eyeballs (impressions) across all my social media channels on our services (60k on Instagram, 8k on LinkedIn, 8k on YouTube, and 18k on Threads App). When you’re intentional about your personal brand and come up with a plan to help you bring in more clients for your business, it is one of the strongest strategies with the highest ROI for your brand.

Milou Pietersz, CEO / Marketing Strategist, Simply Multimedia

Engage Clients Directly with Humility

Getting more clients for my business has hinged on showing humility and talking directly to my customers. Engaging with them personally demonstrates that I genuinely value their input and care about their needs. While this approach isn’t immediately scalable, the trust and loyalty it builds are invaluable.

One strategy I’d recommend is regularly checking in with your clients. Simple, authentic conversations can make a huge difference. Ask for their feedback and show that you’re willing to act on it. This not only improves your service but also makes clients feel appreciated.

Happy customers will naturally share their positive experiences, driving word-of-mouth referrals. In the end, humility and direct engagement turn customers into loyal advocates who help grow your business through personal recommendations.

Gabe Meyer, Founder & CEO, Chordly

Implement a Referral Program

Start a referral program and don’t be afraid to ask friends, family, and current clients to make referrals. Confidence is usually the biggest deterrent to asking for a referral. I struggle with it myself. There is something that seems so vulnerable about asking someone to recommend you to others. It’s the same for reviews. You know you just finished a job or service and you feel it was well done, and everyone is happy, but you hesitate to confirm what you think you know. A referral can be a much deeper head game than asking for a review because it’s not just words on a page; it’s asking them to share their trusted person’s information with you. However, most of the time, you will be pleasantly surprised, and those referrals are the best, most times easiest, sales you will ever make, so go for it!

Heather Benwell, Chief Marketing Officer, ChallengeWord

Build Honest, Effective Client Relationships

When it comes to getting more clients and expanding your business with a solid client base, human relationships are everything. Especially in cultures that build trust based on relations, people pass on information, names, and recommendations to each other. Not only do they act as your ambassadors and business developers, but they also take you wherever they go. Focusing on building sustainable, honest, and effective relationships will not only help in expanding your business but also provide sustainable growth.

Focus on what the client needs, deliver more than you promised, show the client you are thinking for their good, and let them do the rest.

Pinar Akkaya, Managing Director, Signature Communication

Grow Audience by Borrowing Others’

I have gotten more clients for my business by simply borrowing other people’s audiences. This can be executed by getting featured in magazines or on podcasts. You can also implement this strategy by doing Instagram Lives or collaborating with others in your industry for virtual or in-person events. Brand growth can’t happen without audience growth.

Lydia Bagarozza, Publicist, Lydia Bagarozza LLC

Network Anywhere and Everywhere

The main strategy I recommend to someone looking to get more clients is to focus on business development. That may seem obvious, but too often we build our product and do not get it in front of enough people.

You need to be able to openly talk and network with anyone, whether in line at the supermarket or with someone you sit next to on a train. Talk, talk, talk is my advice! You never know—the person you’re talking to might be a potential client or a referrer.

Nicholas Hopkins, Director, VIQU IT Recruitment

Leverage Referrals and Data-Driven Growth

One strategy I’d recommend for someone looking to get more clients is to build strong, authentic relationships with your existing clients. Focus on understanding their needs and aligning your services to help them achieve their goals. By consistently delivering value and optimizing your efforts based on data, you’ll not only retain clients but also encourage them to refer others. Leveraging the powerful impact of referral campaigns and word-of-mouth marketing is a highly effective yet often under-used strategy.

I’ve successfully gained more clients through referrals by focusing on client retention, networking, and providing clarity on data-driven growth. By optimizing campaigns to perform exceptionally well and being authentic in all interactions, I ensure my recommended services align with my clients’ goals. As they grow, I introduce services that genuinely help them expand, resulting in satisfied clients who provide referrals. People often underestimate the power of word-of-mouth and data; however, numbers don’t lie and offer valuable insights and opportunities for both you and your clients beyond the pitch deck.

Chelsea Swift, Director of Marketing, CSD Solutions Inc.

Showcase Testimonials and Case Studies

I’ve found that showcasing testimonials and case studies has been incredibly effective in attracting more clients. When potential customers see real-world examples of how our waterjet machines have solved specific challenges and provided significant ROI for other businesses, it builds trust and credibility. I always highlight diverse applications and industries in our case studies to demonstrate the versatility and reliability of our technology.

Testimonials, in particular, add a personal touch, allowing prospects to hear directly from satisfied clients about their positive experiences. This strategy provides social proof and addresses common concerns and questions that new clients might have. By sharing detailed success stories, we can show tangible results and the benefits our machines bring, making it easier for potential clients to envision similar success in their operations. I highly recommend this approach for anyone looking to gain more clients because it leverages the power of satisfied customers to build a compelling narrative that resonates with prospects and drives conversions.

Craig Tribe, National Sales Manager, TECHNI Waterjet

Focus on Quality of Delivery

Honestly, there’s no secret or magic trick or life hack. Shortcuts take you somewhere quickly, but it doesn’t mean it’s the right way to go or that you’ll be able to keep going.

Good work wins good work. The best and most valuable way to gain more clients for your business, and more importantly, maintain a sustainable business, is to invest your focus on the quality of delivery. You see a lot of companies, small and large, spend a lot of effort on the sale, the winning of contracts, proposals, and the flashy positioning. If you’re not closing the job just as strong as you’re starting, you’re not going to grow. You might briefly, and you’ll even think you’re succeeding, but that wave is headed for rocky shores.

My strategy has always been to pay careful attention to the sale, the business hygiene, the market positioning—but spend the largest portion of the focus on how we deliver, how we support our clients, the relationships we have, our integrity and ethics, and most importantly—matching value to the promise.

Jason Perelson, Partner

Build Rapport through Networking

Networking has always been our number-one source of clients. Nothing matches building a rapport with someone.

Look for local events, go to conferences, and put yourself out there. Try different events and methods of connecting with people and see what works. It doesn’t have to be in person; there are plenty of ways to put yourself out there online: from posting Instagram stories about building your business to talking to writers who are looking for content for their stories. You never know who you are going to meet or who is going to connect with something you post online.

I used to resist networking and insist that all business transactions should be based on merit alone, but that isn’t how the world works. Humans are social and want to connect with other humans. People are ultimately going to do business with the people that they know and have established some level of trust with.

Jenna VanArman, Operations Manager, Arman Electric

Attract Clients by Speaking Their Language

There was a pivotal time when I had to accept that if I wanted longevity in my industry, I would have to remove my emotions from the client attraction and acquisition side. This wedding industry is emotional by nature, and scarcity can be a factor in taking on clients you had that feeling about but ignored your intuition.

First, I had to get specific about who to attract and take on as a client. I couldn’t be afraid to get specific – when you know what type of clients you’re looking for, it’s time to get specific. The services they are interested in, service location, and budget are necessary, but whether they align with your company values and are coachable is even more important. Remember, you’re the expert. The more specific you are with the questions you ask, the better your chances of attracting clients who are just your type.

There are others, but the one that made the conversion process improve dramatically was speaking their buying language. Once you know your ideal clients, speaking their language is essential. Are they analytical and want all the facts? Are they dreamers and want all eyes and attention on them? Are they community- or relationship-centric, so their selections will be based on how their family and friends feel? Pay attention to the language they use and mirror it back. This will help build rapport and trust. If you can relate to them on a level that feels like you ‘get them,’ then you are one step closer to attracting clients just your type.

Jacqueline Vizcaino, Principal Designer and Lead Planner, Tinted Events Design and Planning

Showcase Expertise on Online Platforms

One effective strategy we’ve used at Metal Marker to gain more clients is leveraging online platforms to showcase our capabilities. Our website has been optimized to emphasize our dedication to quality, quick turnaround times, and unique manufacturing services. Through the use of case studies, product images, and testimonials, we draw in prospective clients who are looking for the services we offer.

We also actively engage in industry-specific forums and social media networks. We’ve been able to create leads and establish a reputation by conversing and sharing our knowledge. Recently, a new customer contacted us following a post we made in a LinkedIn group dedicated to metal fabrication, detailing our photo-anodization procedure.

Being truly helpful and knowledgeable in your online contacts is key. Instead of merely advertising your services, include insightful commentary that highlights the expertise and experience of your business. This strategy might eventually assist you in drawing in excellent leads and converting them into devoted customers.

David Primrose, President, Metal Marker

Be Genuine and Focus on Strengths

We have gained more clients by focusing on our strengths and expertise, adhering to a comprehensive playbook for the entire commercial cycle, and ensuring excellence in delivery. This approach has built a strong reputation that continuously attracts potential clients into our sales cycle. One strategy I recommend for acquiring more clients is to be genuine and avoid pretending to be something you are not. Potential clients often expect overselling and underdelivering. Any client you really want as a client is intelligent enough to detect the pretense. Pragmatism rules the day. People respect when you not only tell them what you are good at, but also when you are open about what you aren’t good at. And respect goes a long way in the sales cycle.

Edward “E.B.” Batten, Executive Vice President of Growth, BairesDev

Host Interactive Demos for Prospective Clients

One of the most effective strategies we’ve used to get more clients is hosting live, interactive demos where potential customers can see real-time data visualization in action. Instead of just talking about our product’s features, we show them how our products could solve their business problems. This hands-on approach resonates because it immediately showcases the tangible benefits and ease of use.

For anyone looking to attract more clients, consider adopting a similar strategy. Offer a free, personalized demo tailored to the specific needs of each potential client. This not only builds trust but also provides immediate value, making it easier for them to envision how your service or product can solve their problems. The key is personalization and interaction—people are much more likely to invest in a solution they’ve seen work in real-time for their unique scenario.

Cathrin Schneider, COO, Klipfolio

Attract Clients with Personal Brand on LinkedIn

I have worked with several B2B founders on LinkedIn and generated five-figure revenue months, all through 100% inbound leads, thanks to my personal brand on LinkedIn. Gone are the days of sending hundreds of cold emails; the new and better way of client acquisition is through personal branding. Start creating content about yourself, your offer, and your business to have clients discover you, rather than the other way around. LinkedIn is the best platform in 2024 to build your personal brand as a business owner and attract clients through content.

Optimize your LinkedIn profile by converting it into a sales funnel and consider posting up to four times per week. Post a mix of educational and sales content; the former will help you establish yourself as a subject-matter expert, while the latter will inform your audience about your services. Keep posting content to leverage free reach and convert relevant audience members into clients through targeted content.

Fatima Khan, Founder, LinkedIn Tea

Expand Client Base with a Giving Approach

While the most obvious answer is to network with people who can either refer you to clients or to network directly with potential clients, the first can be painfully slow, and the latter is quite difficult to get into their “inner circle.”

What I have found to be most effective is to leverage my past clients without focusing on selling services. Allow me to explain. I make it a point to reach out to all of my past clients at least annually, and often semi-annually. My reason for reaching out is to learn from them what their current issues might be, with the sole purpose of introducing them to resources that can solve their most pressing issues. Approaching my past clients with an emphasis on how I can help them, without pitching my services, has resulted in open and meaningful conversations that serve them best.

What happens next is often them asking how they can help me. This leads to a very brief update on where my consulting practice is and who I have had great success in helping. There is also a subtle reminder of how we first met, which is often through someone we both knew and probably still stay in touch with. Not every time, but frequently enough, they have someone that comes to mind whom they think I should meet.

Getting a new introduction from a highly satisfied past client almost always results in a very warm conversation and an extremely high close ratio.

Coming from a “give” and not a “take” perspective has proven to be the best way for me to expand my client base. And my circle of influential clients, both current and past, continues to grow, which grows my consulting practice.

David Panitch, President, Results Technology Group LLC

Combine Strategic Planning with Follow-Up

To get more clients for my business, I’ve leveraged a combination of strategic planning, consistent follow-up, and problem-solving. Here’s how I’ve approached it:

• Strategic Planning: Every week, I outline specific goals for client acquisition. This involves identifying potential clients, understanding their needs, and tailoring my outreach efforts accordingly.
• Daily Follow-Up: One of the most effective strategies I’ve employed is dedicating time each day for follow-up. Consistency is key. By setting aside a specific time slot daily, I ensure that I stay connected with potential clients. This persistence demonstrates reliability and commitment, traits that clients value highly.
• Problem-Solving Approach: Clients are more likely to work with you if you can solve a problem they’re facing. I focus on understanding the unique challenges each business encounters and offering tailored solutions that address these issues. This approach not only builds trust but also positions my business as a valuable partner rather than just another service provider.

Additionally, integrating these strategies with a robust follow-up system can amplify your efforts. Use tools like CRM software to track interactions and set tasks for follow-ups. This ensures that you stay on top of your outreach and maintain a consistent presence in your potential clients’ minds.

Joe Brannon, CEO, textLIVING

Communicate Clearly and Concisely

Cut through the noise. The internet is full of stimuli fighting for people’s attention, especially now that poor-quality, low-effort AI-generated content is starting to dominate search results. In our case, as a university, our prospective students are career-track adults who don’t have time to entertain brands that meander with meaningless fluff. They’ll quickly lose interest unless we strive to convey a clear and concise message from top to bottom, with quality social proof, placing our programs front and center. That’s what they’re after. Potential customers care about what they’re getting, how much it will cost them, and how long it will take them. Be intentional in what you communicate, do it briefly and effectively, and you’re set.

Richard Madrigal, President, California Intercontinental University

Join Communities and Provide Free Value

Joining communities of your ICP is one of the best ways to find new clients. You can understand your target audience while connecting one-on-one.

How well you communicate your value allows prospects to convert to paying clients.

The best way to do this is by providing free value. For example, sharing a resource guide establishes trust while simultaneously showcasing your expertise. Instead of telling prospects why you’re the “best in the game,” show them how you are.

Sofia Saroyan, Founder, Sofia’s Word

Increase Clients with Niche-Specific Outreach

When we started the business, we did not have much idea how competitive it was going to be. We got our first few clients via referrals, but they were not enough to scale a business, and we needed more of them. So, we started sending cold emails, but due to the competition, this strategy was failing. However, a huge transition happened after we pivoted our email copies and made them more relatable to the clients we were reaching out to.

We made our service niche-specific to SaaS and a couple of other categories only, and then we started to reach out to companies, showing them the results we got for their competitors or other similar companies.

This helped the prospects to believe in us, and hence we were able to get 3X more clients every month.

So, if you are someone looking for more clients and you cannot afford the advertising budget, you can go for cold emails. Ensure that your email copies are highly personalized, offering value and not salesy at all.

Renu Sharma, Co-Founder, Tanot Solutions

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