The origins of clients - a short history…
A recent tweet by Sophie, editor of the must-read Freelancer Magazine, asked “who was your first client?”
The question prompted me to go further and take a nostalgic trawl through a spreadsheet I began in 2006. It lists all my clients in chronological order; with columns on how they found me and how much I have invoiced them each year.
Pleasingly, I still work with 4 of the first 10.
What have I learned?
Simple... word of mouth is how your best clients will find you.
Cast your net wide. You can never predict where the next one will come from.
The more people you meet, the more you do in your community (in person and online), the more you help, the more you smile, the more you learn, the better quality your work will be and the more you will be recommended.
So here is a summary of how 195 clients found me (in brackets is the % share).
Friends and family (14.4%)
When you start a business countless articles will advise you to ask your family and friends for work or referrals.
They are right. It may feel uncomfortable to ask. But these people love you, they want you to succeed and are keen to support you.
Don’t put them under any pressure. Kinship and friendship are far more important than any client. If friends and family recommend you be eternally grateful. But please don’t place any expectations on them.
My first 9 clients were found this way.
Community (8.8%)
The first website I won independently of friends and family was my 10th client. Lucy ran a cake stall at the local market. I was a regular (as you can imagine) and she wanted to sell her delicious chocolate brownies online. I couldn't resist helping.
If I hadn't got involved in the local community I don't think my business would have survived the early years. Fortunately, the community spirit in Bradford on Avon is very strong. It is filled with enthusiastic, committed and welcoming people who are dedicated to making the town better.
I joined the Chamber of Commerce and within a couple of years was elected Chair. I was a founding member of the BoA Photo Group which contributed to the Arts Festival and we ran annual exhibitions (we still do). I also became heavily involved in a couple of local political campaigns.
I had a high profile within the town.
My 18th client was the first via the local business group. Peter was a print broker. He has since given that up and 14 years later is refurbishing our sash windows.
The least expected places (0.6%)
Clients can arrive in the most unexpected ways. Many come from strange coincidences. Many of these I have pigeon holed into a digestible category except this one.
Andy became my 11th client when I sold him a sofa on Ebay. The deal was done and we were chatting away while we loaded it onto his trailer. He asked what I did. And the rest is history. I'm still working with his company 15 years later and have joyfully seen them grow into an international business.
Organic Search (13.4%)
Jessica was the first client to find me on Google search and was my 12th. She had just set up a new tutoring business in Bradford on Avon and it was her encouragement that got me involved in the local Chamber of Commerce (18th client). She was also the first client to recommend me (17th client).
Organic search still provides a good source of enquiries - some are spam, but some are worthwhile (like Jessica).
Adverts and Paid Listings (2.6%)
My 13th client was a composer and found me through an advert in the local magazine, The Gudgeon.
Adverts and paid listings haven't brought me much business. Fortunately I learned this early on which has saved me a fair bit of money.
Client referrals (19%)
Client referrals are the most satisfying new clients to win (and also the biggest source of new business).
It's vindication for what you do. The ultimate in client satisfaction.
My first referral took a while. It was two years in and Phil was my 17th client.
Social media (3.1%)
My first client to find me via social media (LinkedIn) was my 26th. Gareth saw I was connected with the above printer / sash window restorer, Peter. You see… there are connections everywhere.
Social media hasn't directly gained me lots of new clients. However, I suspect it has played a large role in raising awareness and reminding people that I'm here.
Courses (1.6%) - complete with two bonus lessons in business.
My 19th client, Neil, likes to share the story of how he found me. We were attending a Business Link course where I deliberately asked a question so I could introduce myself. Neil was looking for someone like me.
There are two further lessons from meeting Neil.
1) His first task for me was a small one - to design an email newsletter template. Some would have declined because it was a small job. I said yes. I’m glad I did because I ended up designing their website and much more.
2) The second lesson is the most important. Not only did I win a new client, but I got a new friend. Even when his business decided to go to pastures new, it didn't impact our friendship.
There's business courses where you may hope, or even expect, to meet a new client. But there are also evening classes. My 39th client, Gavin and Eve, came from a recommendation from Lee who I met at a City of Bath College course in 2009.
You see, clients can come from anywhere.
Previous colleagues (1.6%)
My 23rd client was Brian who I used to work with at Kodak.
The most recent was my 183rd. I last worked with Jennie at Courage Brewery in 1993.
Collaborators (18%)
Recommendations from collaborators are a rich source of new clients. Many came from Angelfish Software who I have worked with since 2009.
Others via agencies I have collaborated with (thank you Tribe, Ninepoint and Fox Design).
So there it is. A nostalgic reminiscence of 16 years in business. It’s been fun reminding myself of the early years and all of the characters I worked with.
If you are one of the nearly 200 clients, thank you for entrusting me. It’s been a ball.
And I look forward to meeting some new clients soon.
The data (195 clients 2006 - 2022)
Client Recommendations = 37
Collaborator Recommendations = 35
Local Business Groups = 32
Friends & Family = 28
Organic Search = 26
Community = 19
Social Media = 6
Ads / Listings = 5
Courses = 3
Ex-colleagues = 3
Ebay = 1
