Getting clients takes more than luck—it requires strategy. Learn how to identify your ideal audience, craft compelling outreach, and build trust through value-driven content. These tactics help you connect, convert, and grow a sustainable client base.
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How to Get Clients involves using strategic outreach, content marketing, social proof, and personalized engagement to attract and convert prospects. By optimizing your brand authority, leveraging referrals, and building a repeatable growth system, businesses can consistently turn interest into qualified leads and scale client acquisition with confidence.
Rethink the B2B Buyer’s Journey
Buyers Aren’t Waiting for Sales Calls
Modern B2B buyers don’t start with your sales team—they start with your digital presence. Research shows nearly 80% of the decision-making journey happens before contact. That means your online presence needs to do the heavy lifting.
Create Trust-Building Content
Buyers are comparing you to everyone else before they ever reach out. To earn their trust:
Share case studies that speak to real-world outcomes
Publish comparison guides that answer “Why you?” before they ask
Offer executive briefs that show you understand their strategic pain points
If you’re not the one educating your buyer, someone else is. Need examples? Explore Behind Selling's blog.
Optimize Your Website for Buyer Intent
Your website shouldn’t just look good—it should guide decisions.
Prioritize clear calls-to-action like “Book a Demo” or “See How It Works”
Ensure fast load times and a responsive design for mobile devices
Use simple navigation and modern UX to make exploration intuitive
If your site feels clunky or vague, buyers will click away before you get a chance. For web strategy support, check out Behind Selling’s Pricing.
Show Up Where B2B Buyers Actually Are
You don’t have to be everywhere—just where it counts.
Be active on LinkedIn with relevant, value-packed content
Host or attend webinars that address current industry challenges
Join and engage in niche communities where decision-makers spend time
Want a smarter, modern approach to B2B lead generation? Contact Behind Selling to build your new buyer journey.
Position Your Brand as the Go-To Authority
Teach, Don’t Pitch
If your content only talks about you, it’s not thought leadership—it’s self-promotion. Instead, create material that answers the questions your prospects are already Googling:
Share real solutions to common industry problems
Write how-to guides that reflect your methodology
Publish data-driven insights that elevate the conversation
Want inspiration for this kind of content? Visit the Behind Selling blog for examples that work.
Show Up in Industry Spaces
Your credibility compounds when it’s backed by visibility.
Join industry panels, podcasts, or roundtables
Answer questions in forums like Reddit, Slack groups, or niche communities
Comment on hot takes with your own perspective on LinkedIn
You’re not just sharing thoughts—you’re staking a claim as a trusted voice.
Give Before You Ask
Authority is built with generosity. Offering upfront value can lower the barrier to engagement and build goodwill.
Run free mini-audits that demonstrate your process
Offer live workshops or micro-consultations tailored to real pain points
Create downloadable resources that answer “Why you?” before the sales call ever happens
When you teach first, selling gets easier. Want help building a presence that positions you as the expert? Check our Pricing or reach out here.
Leverage Referrals, Reviews, and Social Proof
Ask (Strategically) for Reviews
Don’t wait around hoping clients will leave feedback. Ask directly—at the right moment:
After a major win or project milestone
When they compliment your work in a meeting or email
During a routine check-in
Offer a link or quick template to make the process easy. Aim for testimonials on platforms like LinkedIn, Clutch, or G2—where your buyers already look.
Make Client Wins Visible
If you helped a client cut costs, grow revenue, or launch faster—say it. With their permission:
Share a screenshot of their praise in your next social post
Create a visual quote card and tag them in your content
Turn one-sentence praise into short-form content for LinkedIn or X
This isn't bragging—it's proof. It's showing, not telling.
Build a Case Study Library That Converts
Generic testimonials don’t cut it. Buyers want to see:
Specific industries you’ve worked in
Measurable outcomes you delivered
Challenges you overcame
Structure your case studies to highlight the problem → process → result journey. Keep them short, visual, and focused on outcomes that map to your ideal prospect’s world.
Want to see high-performing case study formats in action? Check out our case studies for inspiration that speaks buyer language.
Get Laser-Focused with Outreach
Source Leads Like a Pro
Random outreach leads to random results. Tools like Apollo, Clay, or Clearbit help you filter prospects by:
Company size
Role/title
Technology stack
Recent funding or job changes
This intel makes your outreach timely, relevant, and impossible to ignore.
Personalize Beyond the Name
“Hi [First Name]” isn’t personalization. Real personalization includes:
A reference to their recent LinkedIn post
Mentioning a shared connection or event
Calling out a pain point you know their role faces
You’re not spamming—you’re starting a conversation they actually want to have.
Lead With Insight, Not an Ask
Instead of opening with “Can I get 15 minutes?” try:
“I noticed your team’s hiring for [X role]. We recently helped a similar company cut onboarding time in half. Here’s how…”
This makes it about them, not you. It builds curiosity and trust in one sentence.
Follow Up (More Than Once)
80% of deals are closed after the fifth touchpoint. That means if you stop after one or two, you’re leaving pipeline on the table. Set a smart follow-up cadence using CRM tools or automated workflows.
What strategies are effective for attracting new clients?
Effective strategies include networking, content marketing, offering free trials or consultations, and leveraging social media platforms to build visibility and credibility.
How important is social media for client acquisition?
Social media is crucial as it allows businesses to reach a broader audience, engage with potential clients directly, and showcase their services and customer success stories.
What role does SEO play in attracting clients?
SEO helps increase a business's online visibility, driving organic traffic to their website, and improving the chances of converting visitors into clients by targeting specific search queries related to their services.
Can referrals significantly increase client base?
Yes, referrals from satisfied clients can significantly increase your client base as they come with a high level of trust and credibility, often leading to quicker sales cycles and higher conversion rates.
How effective are email marketing campaigns in client acquisition?
Email marketing remains a powerful tool for client acquisition as it allows for direct, personalized communication with prospects, nurturing leads through tailored content and offers.
