Getting consistent clients for your small business requires patience, persistence and consistency. If you are beginning, ignore the fuss about getting clients through paid ads. Here’s a simple strategy I used to get a $300 website client without spending $ in ads.

1)  Pick a low served niche

In my scenario, I narrowed down to Bike shops in Nairobi. There has been a rise of biking activities lately and this low serviced niche provided an opportunity for me to tap this market without much competition.

2)   Do a search on Google Maps

Now comes the juicy part, I did a search on Google My Business and noted down businesses in this niche that did not have a website or needed a website revamp. Over 90% of these businesses had no website or social media presence.

3)  Pure cold calls, no emails

The next thing was to start calling these businesses and introducing my service to them.  This may sound easy but you have to do this right and make the first impression. There is no secret to cold calls. Be confident, introduce yourself and then get to the pan point.

“Hello, my name is Michael – I develop custom websites for bike shops. I saw your business on Google and noticed you don’t have a website yet. I have a template customized for your bike business and would like to share it on WhatsApp so you may preview and then we can have a discussion.”

I have used this simple strategy and after the call, I usually send my website portfolio and the customized template I have already made for this type of business.

When the client engages, proceed to step 4.

4)  Book a zoom meeting

Your customized template may not convert but a zoom call increases your chances of getting this client to buy your solution. You can propose a zoom call with the client and get to present other websites you have done.

5)   The power of relation

In your zoom meeting, get to show the clients unique features you can use to develop their website and the value additions.

I will use a contact form on the bookings page that links to email. This will help us get more direct email inquiries which we can follow up with ease. I have used contact forms in my past websites and noticed a 30% increase in leads generated.

6)  Get to the project timeline and budget

 Discuss project timeline and pricing in your zoom call. This reduces waiting time incase the client does not convert. Break down your pricing according to the project scope of work and features you will include.

7)   I need more time to think on your offer

 Expect this reply in 90% of your meetings. Acknowledge the client needs more time to think on your offer and share with them a proposal with what you discussed after the meeting.

8)  Show readiness and follow up

  Follow up after 2 days except weekends. The best day for a follow up is on a weekday. Shoot a message and engage the client in a positive way regarding your proposal.