Over the next 60 days, this guide will help you land that first client.

Let’s get into it!

Pre-Sale Preparation — Do This Before You Start Pitching

First, you'll need to establish your professional foundation.

1) Create your service package document

Day: 1-2

Time needed: 2 hours

Progress milestone: Foundation set

Your service package document is your most powerful sales tool. Don't pitch clients without one.

Create a simple one-page PDF outlining your 3 core offerings with clear pricing tiers. A good service package will convert 30%+ of serious prospects into clients.

Generic "I can automate anything" pitches will convert less than 10% of prospects into actual clients.

Focus on solving specific pain points with measurable outcomes like "Save 15+ hours weekly on client onboarding" or "Reduce invoice processing time by 70%."

2) Identify your initial target list

Day: 3-4

Time needed: 3 hours

Progress milestone: Target acquired

Create a list of 50 potential clients matching your ideal customer profile:

• Companies with 10+ employees

• $5-10M annual revenue

• Clearly defined workflows that need optimization

• Industry you have experience in

Prioritize businesses where:

• You understand their operational challenges

• You have relevant experience to leverage

• The decision-maker is accessible

• They have budget for workflow solutions

Don't waste time targeting companies under $1M revenue—they rarely have budget or established processes.

3) Create your initial outreach template

Day: 5

Time needed: 2 hours

Progress milestone: Message crafted

Develop a simple, “non-salesy” outreach template that focuses on value, not features.

Your template should include:

• Brief personal introduction

• Specific pain point you solve

• Clear value proposition

• Proof of expertise (mini case study or example)

• Simple call-to-action

Example:

First Client Acquisition Tactics — How To Land Your First Paying Client

At this point, you've prepared your foundation. Now it's time to actively pursue your first client.

4) Leverage your existing network

Day: 6-15

Time needed: 1 hour per day

Progress milestone: 3-5 warm leads

Your fastest path to a first client is through people who already know and trust you.

Step 1: Create a list of all your business contacts:

• Previous employers and colleagues

• Industry peers and connections

• LinkedIn connections in your target industries

• Former clients from past work

Step 2: Send personalized outreach to each contact:

Don't pitch your services directly. Ask for introductions to people who need your help.

This approach:

• Positions you as helpful rather than salesy

• Makes it easier for contacts to say yes (no commitment)

• Builds your network organically

Follow up with anyone who responds within 24 hours.

5) Connect with decision-makers on LinkedIn

Day: 16-30

Time needed: 1 hour per day

Progress milestone: 10+ conversations started

LinkedIn is your most direct channel to decision-makers for workflow automation services.

Step 1: Connect with 10 new potential clients daily from your target list.

Step 2: After connecting, send a value-first message:

Step 3: Engage with their content before pitching:

• Comment on their posts (thoughtfully)

• Share relevant industry insights

• Provide value without asking for anything

Don't send the same generic message to everyone. Personalize each outreach based on:

• Their recent posts or activity

• Company news or announcements

• Industry challenges they've mentioned

6) Offer a Proof of Concept demo

Day: 31-45

Time needed: 4 hours per prospect

Progress milestone: 3-5 demos delivered

For prospects showing serious interest, offer a free 30-minute demo where you:

1. Review their current workflow challenges

2. Build a simple proof-of-concept automation live

3. Calculate potential time/money saved

This approach:

• Demonstrates your expertise immediately

• Shows tangible value before they pay

• Removes perceived risk

• Creates urgency through visual proof

Follow up within 24 hours of each demo with:

• Summary of what you demonstrated

• Estimated ROI based on their specific situation

• Clear next steps and implementation timeline

• Link to your service package document

7) Create case studies from pre-client work

Day: 46-50

Time needed: 5 hours

Progress milestone: Social proof created

Even before landing your first paying client, create mini case studies from:

• Your own workflow automation

• Pro bono work for friends/family businesses

• Hypothetical examples with real metrics

Each case study should include:

• Problem statement

• Solution implemented

• Concrete results (time saved, costs reduced)

• Relevant screenshots or process diagrams

Share these case studies:

• In LinkedIn posts

• As attachments in outreach

• On your landing page

• During sales conversations

8) Make irresistible "first client" offers

Day: 51-60

Time needed: 1 hour per prospect

Progress milestone: First client secured

For your first client, create special incentives that reduce friction:

• Discounted "founding client" rate (20-30% off standard pricing)

• Money-back guarantee for first month

• Free workflow audit and optimization plan

• Premium support during implementation

• Future rate lock-in for 12 months

Frame this as an exclusive opportunity:

This creates urgency without being pushy. It's a genuine opportunity for both parties.

9) Follow up consistently

Day: Throughout the 60 days

Time needed: 30 minutes daily

Progress milestone: Persistence pays off

The key difference between those who land clients and those who don't is follow-up consistency.

Create a simple follow-up system:

• Day 3 after initial outreach

• Day 7 after initial outreach

• Day 14 after initial outreach

• Once monthly thereafter

Each follow-up should:

• Add new value (article, case study, industry insight)

• Reference previous conversation points

• Include a simple call-to-action

Example:

10) Deliver exceptional results

Day: After securing first client

Time needed: Ongoing

Progress milestone: Referral engine activated

Your first client is the foundation of your future growth. Overdeliver in every way:

• Implement faster than promised

• Document everything meticulously

• Train their team thoroughly

• Check in weekly during first month

• Provide unexpected "extras"

Once they see results, ask specifically:

Convert your first client into an evangelist by making them look like a hero in their organization.

Getting to Your First Five Clients

Once you've landed your first client, you'll have:

• A real case study with actual results

• Confidence in your approach and pricing

• Experience with implementation challenges

• Testimonials and references

The path to clients 2-5 follows the same process but with stronger proof points and greater confidence.

Remember, in workflow automation:

• Your results compound over time

• Each client provides insights for future ones

• Your most valuable acquisition channel is referrals

The most successful workflow automation businesses get their first client within 60 days and build to $10K+ monthly recurring revenue within 6 months by delivering measurable results and turning clients into advocates.

Recap & Traps to Avoid

Target the Right Market

• Companies with 10+ employees and $5-10M annual revenue hit this sweet spot perfectly.

• If you’re just starting out, begin with slightly smaller clients ($500K-1M revenue), but always plan your ascent upmarket.

• Choose a niche where you have depth of experience.

Package Your Knowledge into Products

• Develop three focused, standardized offerings that deliver immediate value.

• Before implementing your solution, establish baseline metrics with your client

Price for Value, Not Time

• Set monthly recurring fees that reflect the ongoing value – charge based on outcomes, not hours.

Build a Client Acquisition Machine

• Connect directly with decision-makers, but approach them as a human, not a salesperson.

• Demonstrate immediate value through quick demos – show, don’t tell.

Operate Lean but Ready for Growth

• Start by automating your own internal processes using the same tools you sell to clients.

• Invest in quality help desk software and implement workflow monitoring systems

Scale Deliberately, Not Desperately

• Track the metrics that matter: client satisfaction, implementation time, and client-reported ROI.

• Add complementary services that enhance your core offering rather than diluting your focus.

Sidestep the Traps

❌ Don't chase companies with revenue under $1M as your primary market—they typically need too much foundational work before your solutions can deliver optimal value.

 ❌ Avoid businesses with undefined processes. If they can't describe their current workflow, they can't implement yours, no matter how brilliant.

❌ Never work with clients expecting AI or automation to solve fundamental cash flow problems. Technology amplifies good processes; it rarely fixes broken ones.

❌ Resist the temptation to offer endless customizations. Each customization reduces your scalability and increases your support burden.

Final thoughts

Getting your first client in 60 days isn’t easy. But if you stay consistent and use all the tactics and strategies in this post you’ll get there faster than most.

Hope this helps!

If you have a question or feedback for me — leave a comment on this post.

– Paul