Every thriving business started with zero clients. Yours starts today.
Starting a service business is exciting until you realize: you have no clients.
No reviews. No reputation. No portfolio. Just skills and an empty calendar.
This guide is the playbook for getting from zero to your first 10 paying clients as fast as possible. Not vague “build your brand” advice. Not strategies that require thousands in ad spend. Just proven, practical tactics that work for hair stylists, tattoo artists, massage therapists, contractors, lawyers, and every other service business starting from scratch.
Everything here can be done with zero marketing budget. Most of it can start today.
Your first 10 clients aren’t just revenue. They’re the foundation of everything that comes after:
Getting to 10 clients is the hardest part. After that, momentum takes over—reviews attract more clients, referrals multiply, and your calendar fills itself.
The goal isn’t to scale to 100 clients overnight. It’s to get 10 real people to pay you, love your work, and tell others about it.
Here’s the complete system, broken down into actionable steps:
| Step | Strategy | Expected Clients | Timeline |
|---|---|---|---|
| 1 | Personal network outreach | 2-4 clients | Week 1 |
| 2 | Strategic free work | 2-3 clients | Week 1-2 |
| 3 | Local community presence | 2-4 clients | Week 2-4 |
| 4 | Frictionless booking setup | Increases conversion | Week 1 |
| 5 | Referral system activation | 2-3 clients | Week 3+ |
Let’s break down each one.
Your first clients almost never come from strangers finding you online. They come from people who already know and trust you, or who are one connection away.
This feels awkward for many new business owners. You don’t want to seem pushy or desperate. But here’s the truth: people in your life want to help you succeed. They just don’t know how unless you tell them.
Make a list of everyone you know:
You’re not asking them to become clients (though some will). You’re asking them to spread the word.
Here’s a message template you can customize:
For close friends/family:
Hey [Name]! I wanted to let you know I’m officially starting my [type of business]. I’m taking clients now and would love your help spreading the word. If you know anyone who needs [service], I’d really appreciate you sending them my way. And of course, I’d love to work with you too if you’re ever interested!
For acquaintances/former coworkers:
Hi [Name]! Hope you’re doing well. I wanted to reach out because I recently started my own [type of business]. I’m building my client base and would be grateful if you could keep me in mind if you hear of anyone looking for [service]. Here’s my info: [website/booking link]. Thanks so much!
For the mass announcement (social media):
Big news: I’m officially open for business! I’m now offering [services] in [location]. If you or anyone you know needs [service], I’d love to help. DM me or book directly at [link]. Thanks for all the support!
Don’t measure success just by immediate bookings. You’re planting seeds.
When you have zero reviews and no portfolio, you’re asking strangers to take a risk on you. Most won’t.
Strategic free (or heavily discounted) work solves this problem. You’re not “giving away” your services—you’re purchasing the two things you need most: social proof and visual evidence of your skills.
Offer 2-5 people free or discounted services in exchange for:
This is a business transaction, not charity. Be clear about expectations upfront.
The best candidates are:
Avoid: Family members (reviews look fake), people who won’t follow through, or anyone you’d resent doing free work for.
Hey [Name]! I’m building my portfolio for my new [business type] and looking for a few people to work with at no charge. In exchange, I’d just ask for an honest Google review and permission to photograph the results for my website/social media. Would you be interested? I have openings [dates]. Let me know!
| Your Situation | Recommended Free Sessions |
|---|---|
| Complete beginner | 5-7 sessions |
| Some experience, new business | 3-5 sessions |
| Experienced, building in new location | 2-3 sessions |
Stop offering free work once you have 5+ reviews and enough portfolio photos. After that, your work should speak for itself.
After the free session, send this within 24 hours:
Hey [Name]! Thanks so much for letting me work with you today. I hope you love the results! When you get a chance, would you mind leaving me a quick Google review? Here’s the direct link: [link]. It would mean the world to me as I’m just getting started. Thank you!
Your potential clients are already gathering in online and offline spaces. They’re asking questions, looking for recommendations, and talking about their needs. You just need to be present where these conversations happen.
This isn’t about spamming or self-promotion. It’s about being genuinely helpful and letting people know what you do when it’s relevant.
Facebook Groups:
Nextdoor:
Reddit:
Other Platforms:
DO:
DON’T:
When someone asks for recommendations:
“Hey! I actually just started offering [service] in [area]. I’d love to help if you’re still looking. Feel free to DM me or check out my work at [link]. Happy to answer any questions!”
When someone asks a general question in your expertise area:
“Great question! [Provide genuinely helpful answer]. If you need more specific advice or want to chat further, feel free to reach out—I’m a [your profession] in the area.”
When you see a problem you can solve:
“I’m a local [profession] and this is actually a common issue. Here’s what usually works: [helpful advice]. If it doesn’t improve, you might want to have a professional look at it.”
Don’t forget real-world visibility:
Here’s a scenario that kills new businesses:
Someone sees your post, gets interested, DMs you asking about availability, you respond 3 hours later, they reply the next day, you go back and forth on times, and somewhere in that exchange… they lose interest or book with someone else who made it easier.
Friction kills conversions. Every step between “I’m interested” and “I’m booked” is a chance to lose them.
A potential client should be able to:
…all without waiting for you to respond.
Free/Low-Cost Booking Tools:
What to Include on Your Booking Page:
Your booking link should be everywhere:
Always include a clear CTA when promoting your services:
Weak: “DM me if interested”
Strong: “Book your appointment at [direct link]”
Weak: “Contact me for pricing”
Strong: “Book a free consultation at [link]—I’ll follow up with a custom quote”
Referrals are the highest-converting leads you’ll ever get. When someone’s friend recommends you, they arrive pre-sold. The trust is already established.
Most new business owners wait for referrals to happen organically. The ones who grow fastest ask for them intentionally.
The best time is immediately after a positive experience:
Don’t wait weeks or months. Strike while they’re excited.
In person, right after the appointment:
“I’m so glad you’re happy with how it turned out! Hey, I’m just getting started and building my client base—if you know anyone who might need [service], I’d really appreciate you sending them my way.”
Via text, after the appointment:
“Hey [Name]! Thanks again for coming in today. If you know any friends or family who might need [service], I’d be so grateful if you’d pass along my info. Word of mouth means everything when you’re just starting out!”
For a client who raves about you:
“That means so much to hear! Would you be open to referring anyone else who might need [service]? I’d love to take great care of them too.”
You don’t need a complex rewards program. Simple works:
Or skip the incentive entirely—many people happily refer without one if you simply ask.
Ask every new client: “How did you hear about me?”
Track this in a simple spreadsheet:
| New Client | Referred By | Date | Thanked Referrer? |
|---|---|---|---|
| Sarah M. | Lisa R. | Jan 15 | ✓ |
| Mike T. | Facebook group | Jan 18 | N/A |
| Amy L. | Sarah M. | Jan 22 | ✓ |
Always thank the referrer—a quick text or a small discount on their next visit goes a long way.
Here’s how to implement everything in your first month:
| Day | Action |
|---|---|
| Mon | Make list of 50 people in your network |
| Tue | Send 20 personal outreach messages |
| Wed | Post announcement on social media |
| Thu | Set up booking system with services/prices |
| Fri | Identify 3-5 people for free work exchange |
| Sat | Send pitches for free sessions |
| Sun | Schedule your first 2-3 free sessions |
| Day | Action |
|---|---|
| Mon | Join 5+ local Facebook groups |
| Tue | Set up Nextdoor profile, introduce yourself |
| Wed | Complete first free session, photograph results |
| Thu | Request review from first session |
| Fri | Engage in online communities (30 min) |
| Sat | Complete second free session |
| Sun | Post portfolio photos from free work |
| Day | Action |
|---|---|
| Mon | Follow up with network contacts who showed interest |
| Tue | Complete remaining free sessions |
| Wed | Request all outstanding reviews |
| Thu | Engage in online communities (30 min) |
| Fri | First paid client (goal) |
| Sat | Ask first paid client for referral |
| Sun | Assess what’s working, adjust approach |
| Day | Action |
|---|---|
| Mon | Second round of network outreach (next 20 people) |
| Tue | Engage in communities, respond to opportunities |
| Wed | Follow up with all leads |
| Thu | Content post showcasing recent work |
| Fri | Referral follow-ups |
| Sat | Book clients 5-7 (goal) |
| Sun | Plan for Month 2 |
Hey [Name]! I wanted to let you know I’m officially starting my [business type]. I’m taking clients now and would really appreciate you keeping me in mind if you hear of anyone who needs [service]. And of course, I’d love to work with you too if you’re interested! Here’s my booking link: [link]
Hey [Name]! I’m building my portfolio for my new [business] and looking for a few people to work with at a discount/no charge. In exchange, I’d just ask for an honest Google review and permission to use photos for my portfolio. Interested? I have openings [dates].
Hey [Name]! Thanks so much for [coming in/letting me work with you] today. I hope you love the results! When you get a chance, would you mind leaving me a quick Google review? Here’s the direct link: [link]. It would mean so much as I’m just getting started!
I’m so glad you’re happy with how it turned out! I’m building my client base right now—if you know anyone who might need [service], I’d really appreciate you sending them my way. Word of mouth means everything when you’re just starting out!
Hey! I’m a [profession] in [area] and would love to help if you’re still looking. Feel free to check out my work at [link] or book directly at [booking link]. Happy to answer any questions!
Hey [Name]! Just following up—are you still interested in booking [service]? I have some openings [timeframe] if that works. Let me know! [booking link]
The mistake: Spending months on your website, logo, and business cards before getting a single client.
The fix: Start with the minimum—a booking link and a way to collect payment. Improve as you go.
The mistake: Posting on Instagram and hoping clients find you.
The fix: Social media is a tool, not a strategy. Combine it with direct outreach, community engagement, and referral asks.
The mistake: Assuming happy clients will leave reviews on their own.
The fix: Ask every single client. Make it easy with a direct link. Follow up once if they forget.
The mistake: Setting prices so low you attract bargain hunters and can’t sustain the business.
The fix: Price fairly from the start. Use strategic free work for reviews, not permanent low prices.
The mistake: Not telling anyone about your business because it feels “salesy.”
The fix: Reframe it as helping people. They need your service—you’re connecting supply with demand.
Most service businesses can reach 10 clients within 4-8 weeks using these strategies. The timeline depends on your service type, location, and how consistently you implement the tactics.
No. A booking link, Google Business Profile, and social media presence are enough to start. A website helps but isn’t required for your first 10 clients.
Avoid across-the-board discounts, which attract price-sensitive clients and undervalue your work. Instead, do strategic free work for reviews (a clear exchange) or offer a modest “new client” rate that’s still profitable.
You compete on personal connection, flexibility, and hustle. Established businesses often have longer wait times, less personalized service, and complacent client relationships. Your advantage is being hungry and attentive.
Focus on tactics that feel natural: helping in online communities, asking happy clients for referrals, and letting your work speak through reviews and photos. You don’t need to be a salesperson—just be helpful and visible.
In the beginning, spend at least 5-10 hours per week on marketing and outreach activities. As your calendar fills, you can reduce this—but never stop entirely.
After your free work exchange sessions (typically 3-5), charge full price immediately. Don’t create a habit of undercharging. Your work has value from day one.
Once you reach 10 clients, the game changes:
The tactics shift from “get anyone to book” to “attract ideal clients” and “build sustainable operations.”
But none of that matters until you get to 10. Focus here first.
Getting your first 10 clients isn’t about marketing genius or viral posts. It’s about:
No ad budget required. No complicated funnels. Just consistent action on simple fundamentals.
Your first client could book this week. Your tenth could book this month.
The only thing stopping you is starting.
You worked hard to get those first 10 bookings. The last thing you need is a no-show.
GoReminders automatically sends text reminders to your clients before their appointments so they actually show up, ready to become your next great review and referral.
It also helps you:
More bookings. Fewer no-shows. Better reviews.
Try free for 14 days – no credit card needed.
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