How to Get Your First Client Without a Big Following
Part 1 of 5 in the Solopreneur Starter Series — a practical guide to building your business from scratch.
Your first client is probably already in your phone. You just haven't told them yet.
There's a version of starting a business that looks like this: build a perfect website, post consistently for months, grow your audience to a certain number, and then — finally — clients start coming in.
That's not how most solopreneurs land their first client. And it's definitely not how it has to work.
The truth is, your first client doesn't come from your follower count. They come from the clarity of what you offer and the willingness to say it out loud to the right people. That's it. The rest can come later.
Here's what actually works in the early days — before you have a big audience, an ad budget, or a years-long track record.
Where Your First Client is Actually Coming From
It's almost never where you expect. Here are the four places to look first.
01. Your Warm Network
This is the most underused starting point for new solopreneurs — and the most effective. Your warm network is anyone who already knows you: former colleagues, friends, family members, old classmates, people you've worked with in any capacity.
You're not asking them to hire you. You're simply letting them know what you're doing now and who you help. A short, clear message — not a pitch, just a genuine update — plants a seed that turns into referrals. Most first clients come through a conversation that started with someone saying, "Oh, I actually know someone who needs that."
The key is being specific. "I'm doing some freelance work" doesn't stick. "I help small business owners build Squarespace websites that actually get them clients" does.
02. One Clear Sentence About What You Do
Most people freeze here — not because they don't know what they offer, but because they don't know how to say it simply. They over-explain, over-qualify, and end up leaving people confused.
The formula is straightforward: I help [who] get [what result]. That's the whole sentence. Everything else is detail you can add when someone asks.
If you can't say it in one sentence, that's the first thing to work on — before the website, before the social posts, before anything else. Clarity is what makes the next step possible.
Still Figuring Out How to Talk About Your Business?
The free Brand Clarity Starter Guide walks you through a simple framework to get clear on who you help, what you offer, and how to communicate it — before you build anything.
03. A Reason for People to Refer You
You don't need a formal referral program to get referrals. You need to make it easy for people to think of you when someone in their circle has a problem you solve.
That means staying visible in a low-key way — sharing your work when it's done, mentioning what you're working on in conversation, and following up with people naturally after a project ends. One client, served well, has the potential to send you two or three more. That's the quiet math of a referral-based business.
The best referral tool you have is a job done well and a clear explanation of who else you can help.
04. A Simple Placeholder While Your Site is in Progress
Here's one that stops a lot of people: "I can't get clients yet because my website isn't ready."
The client you land from a real conversation doesn't need a six-page website. They need confidence in you — and that comes from how you show up, how clearly you explain your work, and whether they trust you to solve their problem.
A one-page site, a link-in-bio page, or even a clean PDF overview is enough to look professional while you're getting everything else in place. Don't let the perfect version of your online presence delay the imperfect start.
Ready to Get Some Real Traction?
The Business Clarity Session is 90 minutes to get clear on your offer, your positioning, and exactly what to do next. No fluff — just a focused conversation that moves you forward.
Your First Client Isn’t Waiting for You to Go Viral
They're waiting for you to get clear enough to reach out to them — or to make it easy for someone else to do it on your behalf.
You don't need a big audience. You need a specific offer, a clear sentence to describe it, and the willingness to tell the people already in your life what you're building.
Start there. The website, the content strategy, the social media presence — all of that can grow alongside the business. But it can't replace the fundamentals of showing up clearly and asking for what you want.
Your first client isn't a numbers game. It’s a clarity game. Get clear, say it out loud, and let the rest follow.
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Start with your warm network — the people who already know and trust you. You don't need a long track record to land your first client. You need a clear offer and the confidence to share it. Lead with the problem you solve and the result you deliver, and let your work speak from there. One strong project, done well, gives you the foundation to build on.
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No — and waiting for your website to be perfect is one of the most common ways new solopreneurs delay getting started. A simple one-page site, a link-in-bio page, or even a clean PDF can establish your credibility while your full site is in progress. Clients hire people they trust. Build that trust first; the polished website can follow.
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Yes — Squarespace is one of the best website platforms for solopreneurs because it requires no coding knowledge, includes built-in e-commerce and blogging tools, and produces professional-looking results without a large budget or technical team. It's especially strong for service providers, coaches, consultants, and creatives who want a beautiful site they can actually manage themselves.
Ready to Put the Right Tools to Work?
Your first client starts with clarity — knowing exactly what you offer, who it's for, and how to say it out loud. Once that's in place, the next step is making sure you have the right foundation to support the business you're building.
That's what we're covering in Post 4 of the Solopreneur Starter Series: How to Build a Squarespace Website for Your Small Business. And whenever you're ready to get your site done right — I've got options for every stage of the journey.
Grab the free Brand Clarity Guide — get clear on who you help, what you offer, and how to say it before you build anything else. Every tool in this post works better with that clarity in place.
Browse the template shop — done-for-you Canva templates for your brand, your client documents, and your online presence. Professional design without the professional design cost.
Get started with HoneyBook — use my referral link for a discount on your first plan and set up your client process the right way from day one.
Inquire about a custom Squarespace website — and receive 20% off your annual plan when we work together.
Join the newsletter — monthly slow-growth strategy, tool recommendations, and real notes from running a one-person web design studio. No noise, just signal.
Read the full series:
Part 1: Before You Build Anything — How to Get Clear on Your Business Idea
Part 2: The Tools You Actually Need to Start (And What to Skip)
Part 3: How to Get Your First Client or Customer Without a Big Following ← you are here
Part 4: How to Build a Squarespace Website for Your Small Business (coming soon)
Part 5: What to Do in Your First Year as a Solopreneur (coming soon)
