Struggling to Get Your First 10 B2B Clients? Here’s How to Do It (Even on a Tight Budget)

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If you're in the B2B game, whether you own a digital marketing agency, bookkeeping business, or SEO firm, landing your first 10 clients can feel like an uphill battle. I'm Daniel Fazio, co-founder of Client Ascension, and I’ve helped countless businesses like yours scale to multi-six and seven figures using practical, no-fluff strategies.

Today, I’m going to lay out exactly how to get those first 10 B2B clients, even if you’re starting from scratch with no portfolio or case studies to show off. This is the blueprint I used to build a business that generated over $5M before I turned 25.

Here's what you'll learn:

1. How to Get More Leads: Because without leads, you won’t have clients.
2. How to Convert Leads into Clients: Turning that initial interest into real, paying customers.
3. Leveraging Your First Clients for Referrals: Learn how to turn your first 10 clients into an engine that fuels your future lead generation.

By the end of this post, you’ll have a clear, actionable strategy for how to find B2B clients, and land your first 10, even if you’re operating on a tight budget. This is the same approach we teach in Client Ascension, where we help service-based businesses hit $30k-$100k/month through cold email, authority-building, and closing high-ticket deals.

Let’s get real - trying to land your first B2B clients can feel like hitting a brick wall. Sales cycles are long, competition is fierce, and nobody’s signing contracts without proof you can deliver results. Most people go about it the wrong way. They blast generic cold emails and wonder why nothing sticks.

Here’s the key: It’s not about sending 1,000 emails and praying one sticks. It’s about how you position yourself and the value you communicate. The right strategy will save you months of frustration.

In this post, I’ll walk you through the exact methods I’ve used to help businesses close clients in highly competitive industries. From mastering cold outreach, to building authority, to running sales meetings that actually attract potential clients convert - this is the blueprint to stop chasing clients and start closing them.

Clients Don’t Care About Services - They Care About Results

Here’s the hard truth: Nobody’s buying your service. They don’t care how perfectly you run Google Ads, how sleek your email marketing is, or how much you’ve boosted a brand’s SEO rankings. Clients only care about one thing: results.

They’re handing over money because they expect to get more in return. If you’re not communicating exactly what that return on investment (ROI) looks like, you might as well be asking them to gamble with their cash. People don’t pay for services—they pay for outcomes.

Let’s break it down:

Saying, “We’ll run Google Ads for you,” is flat. But saying, “We’ll generate an additional $200K in sales with a custom Google Ads strategy,” grabs attention. Why? Because it’s focused on the outcome, not the sales process itself. The clearer and more quantifiable the result, the more irresistible your offer becomes.

Example: Let’s say you’re pitching SEO services to a SaaS company. Don’t just say you’ll “optimize their site for better rankings.” Instead, promise: “We’ll boost your organic traffic by 35% over the next 6 months, adding an additional $100K in revenue through targeted SEO strategies.”

That’s the language clients understand. They care about measurable results like revenue growth or higher conversion rates—not the mechanics of how you’ll get them there.

Steps to Nail Your Pitch:

1. Quantify Everything: Always tie your claims to specific numbers. Whether it’s an increase in sales, leads, or website traffic, clients need to see hard data.
2. Speak to ROI: Frame your service in terms of how much money your client will gain or save. Show them the direct impact on their bottom line.
3. Ditch the Jargon: Avoid drowning clients in technical details. They don’t care how you’re going to do it—focus on what they’ll get. Keep the conversation centered on the tangible benefits.

Quick Tip: Whenever you talk to a client, stop listing services and start talking about results. Whether it’s boosting revenue, improving margins, or driving more qualified leads, clients only care about how their investment will pay off.

Clients trust you with their money because they expect you to deliver real, measurable outcomes. They’re not paying you to run ads, build landing pages, or tweak email campaigns. They’re paying you to increase sales, reduce costs, or scale their business.

So next time you’re pitching, focus on outcomes and ROI. Be clear, specific, and measurable. That’s what gets people excited to work with you.

Pro Tip: Lead with clear, quantifiable results. The sharper your focus on ROI, the more compelling your offer. Clients are far more likely to buy when they can see exactly how working with you translates into tangible growth for their business.

Step 1: Master the Service Pyramid - Start with Done-For-You (DFY) Services

When you’re just starting out, the type of service you offer can make or break your success. There’s a clear hierarchy in service models—Done-for-You (DFY), Done-with-You (DWY), and Do-it-Yourself (DIY)—and if you’re aiming for fast traction, let me be straight with you: start with DFY.

Why? Because clients don’t care about your coaching program or course if they’ve never heard of you. When you’re new or still building your reputation, DFY services are easier to sell because they offer the client convenience, results, and minimal effort on their part.

Why DFY Services Are the Starting Point:

• Clients want low-effort, high-reward solutions. With DFY services, you’re doing all the heavy lifting. You take the operational burden off their shoulders and say, “I’ll handle everything, and you’ll see the results.” And believe me, clients are willing to pay a premium for that level of convenience.
• As you move up the service pyramid to DWY and DIY models, the authority gap gets bigger. To sell coaching or courses, clients need to believe you know way more than they do. But if you haven’t built up a strong reputation or racked up a solid portfolio of case studies, that’s a hard sell. Without credibility, selling high-level guidance is a steep uphill battle.

Want to attract high-paying clients? Our post on How to Get High-Ticket Clients covers the strategies and positioning you need to appeal to premium customers.

Here’s How to Climb the Service Pyramid Effectively:

1. Start with DFY: Focus on delivering Done-for-You services where you manage everything. It’s the easiest sell because it requires minimal effort from the client and promises maximum results. Clients love this because they can sit back while you take care of the work.
2. Crush DFY and Build Credibility: Use DFY to deliver excellent results, build case studies, and gain client trust. Every successful project becomes another stepping stone toward establishing yourself as an authority in your niche.
3. Scale to DWY: Once you’ve earned credibility with DFY, gradually move into Done-with-You services. In DWY, you coach or guide your clients while still being hands-on with the execution. By now, clients will trust your expertise and will be open to paying for your guidance.
4. Offer DIY: When you’ve built enough authority and proven yourself as an expert in your field, you can offer Do-it-Yourself programs or courses. By this stage, clients will view you as the go-to authority, eager to learn from you because they’ve seen your success.

Key Takeaway: You can’t sell coaching or courses if you haven’t established credibility. Start with Done-for-You services—this is your gateway to building trust and landing clients. Once you’ve proven your worth with DFY services, you can level up to DWY and DIY models when you have the proof and authority to back it up.

Step 2: The Power of Cold Outreach - Targeting Your Ideal Clients

When it comes to landing your first 10 B2B clients, cold outreach is one of the most effective strategies—if done right. Most people think cold outreach doesn’t work because they’re spamming thousands of generic emails and hoping for the best. That’s a surefire way to waste time and burn leads.

The truth is, cold outreach can be your secret weapon, but only if you’re laser-focused on targeting your Ideal Customer Profile (ICP) and personalizing your approach to their specific needs. Working with a digital agency coach can help streamline this process, ensuring each step aligns with your goals and audience.

Here’s how to turn cold outreach into a client-generating machine:

Step 1: Identify Your ICP (Ideal Customer Profile)

You can’t land clients by casting a wide net—you need a targeted marketing strategy. The key to success lies in knowing exactly who your service benefits most. This means getting crystal clear on your ICP:

• Specific industries: Which sectors will get the most value from your service? For example, if you’re running a digital marketing agency, e-commerce brands or B2B SaaS companies are often prime candidates because they rely heavily on visibility and conversions.
• Company size: Are you targeting startups, mid-sized companies, or larger corporations? Understanding this helps you tailor your messaging to address their specific challenges and growth stages.
• Pain points: What problems are you solving? Whether it’s scaling marketing efforts, improving sales, or streamlining operations, the more specific you are, the more likely you are to grab attention.

For example, if you offer SEO services, instead of sending a generic email to any business with a website, focus on industries that live and die by organic search traffic, like e-commerce or local service providers. Narrowing down your focus will dramatically improve your results.

Step 2: Personalize Your Outreach

Cold outreach only works when it doesn’t feel cold. Personalization is the difference between a message that gets opened and one that goes straight to the trash. Once you’ve zeroed in on your ICP, take it a step further by researching each prospect.

Here’s what personalization looks like:

• Research their business, competitors, and current challenges.
• Mention specific pain points they might be facing and how you can solve them.

For example, in one of Client Ascension’s most successful cold email campaigns, a student named Jake Romero was able to personalize his outreach so well that he scaled his cold email lead generation agency from $10,000 to $45,000 per month in just six months. He narrowed down his ICP, researched his prospects, and tailored each email to address their business-specific problems.

Watch how Jake did it here:

You’re not just sending a sales pitch—you’re showing that you’ve done your homework. Generic outreach like, “We offer digital marketing services to help you grow,” won’t cut it. Instead, hit them with something like this:

“Hey [Name], I noticed your competitors are ranking higher for [specific keyword]. We helped a similar business increase their organic traffic by 30% in six months. Let’s chat about how we can do the same for you.”

With this approach, you’re not selling a service—you’re selling a solution to a specific problem. Clients are far more likely to respond when they see that you understand their business and can offer a tangible result.

Step 3: Follow-Up Until You Win

Here’s where most people fail—they send one email, get no response, and give up. The real power of cold outreach lies in the follow-up. Most sales happen after 5 to 7 touchpoints, not after the first email. It’s about being persistent without being annoying.

Here’s how to follow up effectively:

• Timing matters: Don’t bombard your prospects with emails every day. Space your follow-ups 3-5 days apart to give them time to breathe.
• Keep adding value: Every follow-up should offer something new—whether it’s a case study, an insight, or a fresh angle on their challenges. You’re not just reminding them you exist; you’re proving that you can help.
• Change your approach: If email isn’t getting results, try LinkedIn, a phone call, or even a video message. The goal is to stay top of mind while showing that you’re genuinely interested in solving their problems, not just closing a deal.

Example: Instead of sending a follow-up like, “Just checking in,” say something like:

“Hey [Name], I noticed [Competitor] has been making strides in [specific area]. We’ve helped businesses like yours close similar gaps, and I’d love to explore how we can do the same for you—can we chat next week?”

You’re not just “following up”; you’re continuing to show why they should care. It’s the difference between a follow-up that gets ignored and one that starts a conversation.

Cold outreach, when done right, can be the quickest way to land your first 10 B2B clients. Target your ICP, personalize your approach, and follow up with value. That’s how you take cold leads and turn them into warm, ready-to-buy clients. Investing in a effective Digital marketing agency coaching could provide insights and templates for personalization, making it simpler to build meaningful connections.

Step 3: Building Authority with Case Studies and SEO

Alright, let’s talk about authority. If you’re serious about attracting high-paying B2B clients, you need authority. And there’s no shortcut to building it - you either have case studies to back up your claims, or you’re stuck in the “trust me” zone, which is a tough sell.

Case studies are your strongest asset. They act as proof that you can deliver real, quantifiable results. And I’m not talking about vague, fluffy testimonials. I mean hard numbers - specific metrics that show how you increased a client’s revenue, ROI, or conversions. Every case study should answer one critical question: What did you achieve?

Example: Let’s say you helped an e-commerce brand increase their sales by 40% in three months through email marketing. That’s a powerful number, and it makes your offer more believable. People buy results, and a solid case study is the proof they need to trust you can deliver.

But what if you’re just starting out and don’t have case studies yet? Two options:

1. Work on a performance basis: If you’re just starting out, offer to work on a results-based model. This reduces the client’s risk, and if you deliver, it gives you the credibility to build future case studies.
2. Invest in SEO: Search Engine Optimization (SEO) is your long-term strategy. When done right, SEO turns your website into an organic lead-generation machine that works 24/7. By ranking for keywords that your Ideal Customer Profile (ICP) is searching for, you’ll attract prospects without lifting a finger. It’s not a quick win, but once your website starts ranking, it’s a game-changer. Building authority with a b2b marketing mentor can be an effective way to ensure your SEO efforts are well-aligned with your client-attraction goals.

SEO is your long-term game. It’s not a quick fix, but over time, it becomes an organic lead-generation machine. When prospects are searching your online communities and forums for for solutions, you want to be the one they find. So, make sure your website is optimized for the keywords your ICP is searching for.

Key takeaway: If you want to attract high-paying B2B clients, build authority with case studies and SEO. Start with performance-based deals to create case studies if you’re new. Over time, invest in SEO to ensure clients find you through organic search, generating leads while you sleep.

Landing those first clients can be daunting. Our guide on How to Get Your First 10 Customers is packed with actionable steps to help you build initial traction and establish your client base.

Step 4: Hybrid Prospecting - Blending Digital Marketing and In-Person Connections

If you’re still stuck in the “digital-only” mindset, you’re leaving money on the table. Let’s get one thing straight—digital marketing is king for scalability, but in-person prospecting is a game-changer for building trust and closing bigger deals. You need both.

I call this the hybrid approach.

What is Hybrid Prospecting?

A hybrid approach means combining the scalability of digital marketing with the relationship-building power of in-person interactions. In B2B, relationships matter, and meeting clients face-to-face builds trust faster than emails or ads ever could. This hybrid approach brings the best of both worlds, where agency coaching can guide you in balancing digital and personal outreach effectively.

1. Digital marketing: Use SEO, Google Ads, cold email, and social media to fill the top of your funnel. These methods bring in leads at scale.
2. In-person connections: Take those leads offline to build trust. Whether it's through local meetups, coffee chats, or business networking events, face-to-face meetings can significantly shorten sales cycles and close bigger deals.

Leverage digital marketing - SEO, Google Ads, social media posts - to fill the top of your sales funnel. These tools are great for brand awareness, but when it comes to closing deals, human connection is the real differentiator.

Example: Let’s say you run a cold email campaign targeting local businesses. Once you get a foot in the door, take it offline. Set up a meeting, grab coffee, or attend local networking events. When a prospect meets you face-to-face, trust levels skyrocket. And trust is everything in B2B sales.

Client Ascension members use this hybrid model to win bigger clients. For instance, Dillon scaled his lead generation marketing agency to $42k/month by blending cold outreach with in-person meetings. Watch Dillon’s story here:

Use LinkedIn for Social Selling: While we’re talking about blending strategies, let’s not forget about LinkedIn. This platform is a goldmine for B2B, but only if you use it right. Don’t just throw up posts about your services. Use LinkedIn to engage with decision-makers, build connections, and provide value. Comment on posts, start conversations, and show people you know your stuff. LinkedIn is the perfect bridge between digital and personal connections.

A hybrid approach - combining digital outreach with personal, offline connections - is the most powerful way to win and retain B2B clients. Build relationships, not just leads.

Step 5: Mastering the 3-Meeting Sales Cycle to Build Trust

Here’s the truth: sales aren’t won in a single meeting. If you’re trying to close deals in one go, you’re probably pushing too hard and losing clients along the way. You need to slow down and build trust over time. That’s where the 3-meeting sales cycle comes in. It’s designed to take prospects from “just met” to “ready to sign” without the pushy sales tactics.

Here’s how it works:

1. The Connect Meeting

The first meeting is all about connection. You’re not going in to sell - you’re there to build rapport. The goal is to get to know the client acquisition prospect, hear their story, and understand their business challenges. Ask questions, listen actively, and don’t push your service right away.

Pro tip: Keep the tone light and focus on vision. You’re setting the stage for future conversations. The more personal connection you can create, the better. This meeting is not about selling - it’s about qualifying the prospect and getting them interested enough to move to the next step.

2. The Analysis Step

Once you’ve established that connection and interest, it’s time for deep analysis. But don’t waste your time analyzing every prospect who isn’t serious cold calling you yet. Only dive into this step if the client has shown genuine interest.

Here’s what you do:

• Get access to their key data (tax returns, financial reports, marketing stats, etc.).
• Analyze their current systems, identify gaps, and build a clear picture of where they are and where they want to go.
• Prepare a detailed plan of action based on their specific needs.

This step shows them you’ve done your homework and understand their business. By the time you present your analysis, you’ve positioned yourself as the expert who knows their pain points inside and out.

3. The Take-Action Meeting

Now it’s time to show them the goods. This meeting is all about presenting your analysis and offering a clear solution. Here’s the kicker—you’re not selling anymore. You’re simply presenting the value you’ve found and how you can help them achieve their goals.

Lay out the plan and be ready to take the order. Confidence is key. You’ve already built trust through the first two meetings, so now it’s time to close the deal by showing them how your solution can get them to the next level. Be prepared to walk them through next steps, pricing, and logistics.

Key takeaway: Build trust in phases. Use the 3-meeting sales cycle to create rapport, deliver value, and position sales team and yourself as the clear solution—without being pushy.

Explore common barriers in our blog on Why Am I Not Getting Clients and get insights on turning your outreach into conversions.

Step 6: Cultivating Long - Term Relationships and Referrals

When it comes to B2B, the long game is everything. Referrals are gold, but you only get them by building relationships that last. Let’s get real for a second—referrals don’t just happen because you asked. They happen because you’ve proven yourself, time and time again, as someone trustworthy and valuable.

Here’s how to cultivate relationships that lead to long-term clients and more referrals:

1. Build Referral Partnerships

Some of your best referrals will come from other businesses—think accountants, web designers, or even insurance agents. These professionals often work with the same type of clients you’re targeting, so building relationships with them is a smart move.

But don’t just expect them to hand you referrals right away. You need to give value first. Offer to help them out, feed them clients when you can, or collaborate on projects. The more value you give, the more they’ll trust you—and that’s when the referrals start rolling in.

2. Stay Engaged with Current Clients

Let’s be honest—getting a client is great, but keeping them is better. Long-term relationships lead to repeat business and more referrals. Stay in touch with your current clients even after you’ve delivered your service. Offer them continued value, whether through follow-up emails, insights, or even free advice.

This constant engagement keeps you top-of-mind and shows that you care about their success long after the deal is closed.

3. Strategic Networking

Don’t underestimate the power of face-to-face connections. Attend industry events, meetups, and even casual business breakfasts. The more people you meet, the more potential connections you build. And here’s the thing—people like to refer their business contacts to those they know and trust. Networking in person allows you to build trust faster than any email or cold call ever could. For example, after an initial email exchange, setting up a face-to-face meeting or attending networking events builds trust faster than emails alone. An agency coach can help you structure this approach for maximum impact, ensuring you cultivate relationships rather than just generating leads.

Key takeaway: Long-term relationships lead to more business and higher-quality referrals. Focus on delivering value first, staying engaged, and building trust over time.

Step 7: Leveraging Content Marketing and Thought Leadership

If you’re not using content marketing to grow your B2B business, you’re missing out on a massive opportunity. The days when B2B clients waited for a sales pitch are long gone. 80% of the B2B buyer’s journey happens online—before they ever talk to a sales rep. Your clients are out there researching solutions, reading blog posts, watching videos, and evaluating case studies. They’re getting informed without you even knowing.

So, how do you make sure that when they’re searching, they’re finding you?

1. Create Valuable, SEO-Optimized Content

You need to create content that speaks directly to your Ideal Customer Profile (ICP). This means blog posts, case studies, whitepapers, and even videos that address the exact pain points your clients are facing. But don’t just create content for content’s sake—optimize it for SEO so that it ranks on Google. The more you show up in search results for relevant keywords, the more clients will come to you ready to buy.

Example: Let’s say your target audience or client is struggling with low ROI from Google Ads. Write a detailed blog post on "5 Proven Ways to Increase ROI with Google Ads". Make sure it’s optimized for SEO with relevant keywords, and back it up with real-world examples.

2. Establish Thought Leadership

When clients are looking for solutions, they want to work with experts. This is where thought leadership comes in. By consistently publishing high-quality content that showcases your knowledge, you’re positioning yourself as a go-to authority in your field. And here’s the kicker—once you establish yourself as a thought leader, clients will come to you.

Quick tip: Don’t limit yourself to your website. Post on LinkedIn, contribute guest articles to other industry news blogs, and even host webinars. The more places you’re seen, the stronger your authority among industry experts becomes.

3. Repurpose Content for Maximum Reach

Got a blog post that’s getting good traction? Turn it into a video, podcast episode, or infographic. Repurposing content allows you to reach different audiences on various social media platforms without reinventing the wheel. It’s one of the smartest ways to get more mileage out of the content you create.

Key takeaway: Content marketing builds trust and authority before you even meet the client. Focus on creating valuable, SEO-optimized content that positions you as a thought leader and repurpose it to generate leads and expand your reach.

Step 8: The Power of Social Proof - Client Testimonials and Reviews

Let me tell you something about social proof: It’s gold. In B2B, trust is everything, and nothing builds trust faster than showing prospects that others—especially people they respect—have already worked with you and gotten great results. That’s why client testimonials and reviews are crucial.

Here’s how to use the social media accounts for proof to your advantage:

1. Collect and Showcase Client Testimonials

If you’ve worked with clients who are happy with your service, don’t let that go unnoticed. Ask them for specific testimonials that highlight the measurable results you delivered. It’s not enough to have vague praise like, “They were great to work with!”—you want testimonials that say things like, “They helped us increase our revenue by 35% in 6 months.”

Post these testimonials on your website, your LinkedIn, in your email marketing, and anywhere else potential customers or clients might see them.

2. Utilize Online Reviews

Online review platforms like Google My Business, Clutch, or Trustpilot are incredibly important, especially for B2B services. Prospects check these reviews before they ever reach out to you. If you don’t have reviews yet, start asking your own existing customers and potential clients how to leave feedback. A string of 5-star reviews does wonders for your credibility.

3. Leverage Case Studies for Deeper Insights

If you’ve got a standout client success story, turn it into a full-blown case study. Case studies take testimonials a step further by breaking down the problem, solution, and quantifiable results. They allow prospects to see the whole journey and visualize how you can deliver similar outcomes for them.

Pro tip: Highlight before and after metrics in your case studies. Show how you moved the needle—whether it’s increasing revenue, improving ROI, or cutting costs. Numbers don’t lie, and they’re incredibly persuasive.

Key takeaway: Social proof like client testimonials, online reviews, and detailed case studies build trust and credibility, making it easier to convert prospects into paying clients.

Step 9: Networking and Strategic Partnerships - Your Secret Weapon

If you think you can do everything on your own and land every client just through cold outreach or SEO, let me stop you right there. Networking and forming strategic partnerships is one of the most underrated ways to scale your B2B business. The truth is, some of the best clients come through referrals or partnerships with other professionals.

Here’s how to make it work:

1. Build Referral Networks

The quickest path to a new client is through an introduction from someone they already trust. That’s why building a referral network is so powerful. Find complementary businesses—like accountants, web developers, or insurance agents—who work with the same types of clients but offer different services. If they trust you, they’ll send their clients your way, and you can do the same for them.

But don’t just expect referrals out of thin air. You need to nurture these relationships by offering value first. Help them out, send them leads, and eventually, they’ll reciprocate.

2. Partner with B2B Service Providers

Strategic partnerships can take your business to the next level. For example, if you’re in digital marketing, you can partner with a web development company or an SEO agency. You each bring something unique to the table, and together, you can offer prospective clients with a full suite of services.

Partnerships are about leveraging each other’s strengths. Find a partner whose services complement yours and see how you can help each other grow.

3. Attend Industry Events and Join Groups

In-person networking still works, especially in the B2B space. Attending industry conferences, meetups, online forums and business breakfasts can lead to meaningful connections that you just won’t get from cold outreach. BNI (Business Network International) is a great example of an organization that connects business professionals weekly. If you’re serious about expanding your personal network further, groups like BNI are worth exploring.

Key takeaway: Networking and strategic partnerships are critical for long-term growth. Build referral networks, partner with complementary businesses, and digital marketing agencies and get out there and meet people face-to-face.

Step 10: Follow Up - The Key to Winning Clients

You’ve heard it a million times—fortune is in the follow-up. Yet, here’s the harsh truth: most people still get it wrong. They’ll send one or two emails, then throw in the towel when they don’t get an immediate response. Big mistake.

Let’s talk about how to nail your follow-ups and why it’s critical to closing deals.

1. Persistence Pays Off

On average, it takes 5 to 7 follow-ups before a prospect says yes. If you stop after the first or second attempt, you're leaving opportunities on the table. Don’t be afraid to send multiple follow-up emails, but make sure each follow-up brings something new to the table. Here’s the trick—each email should offer fresh value.

That might be:

• A new insight about their business
• A relevant case study to demonstrate your success
• A testimonial from a client in a similar industry

By continually providing value, you’ll keep prospects engaged and show them why you’re the right choice.

2. Space Your Follow-Ups Properly

Timing is everything when it comes to follow-ups. Too many emails too soon and you’ll come across as pushy. Wait too long, and you risk being forgotten. The sweet spot? Space your follow-ups 3-5 days apart.

This keeps the momentum going without overwhelming the prospect. Remember, follow-ups are about building a relationship over time, not bombarding them with messages.

3. Be Creative with Your Follow-Up

Your follow-ups don’t have to be limited to emails. Mix it up to keep things fresh:

• Drop them a personalized message on LinkedIn.
• Make a quick phone call.
• Send a direct mail piece if it fits the situation.

The goal is to stay top-of-mind without being repetitive. Each touchpoint should offer something valuable—whether it’s a new angle, insight, or relevant content. This way, you're always moving the conversation forward instead of just reminding them you exist.

Pro tip: If you’re following up after a cold email, reference the original message. This adds continuity to your communication and reminds them who you are. Something as simple as, "Just wanted to follow up on my previous cold emailing you about [specific pain point]" can make a big difference.

Key Takeaway: Don’t give up after one or two follow-ups. Stay persistent, time your follow-ups correctly, and diversify your approach. The more value you provide, the more likely you are to win that client. Every follow-up is another opportunity to prove you’re the solution they’ve been looking for.

Scaling can be a challenge for any agency. Our guide on How to Scale a Digital Marketing Agency provides actionable insights for achieving sustainable growth and expanding your client base.

Ready to Land Your First 10 B2B Clients?

Finding and landing your first 10 B2B clients isn’t about chasing one magic solution. It’s about applying a blend of proven strategies consistently. From positioning yourself as a results-driven expert to building relationships that last, everything ties back to one goal - providing undeniable value to potential new and existing clients everywhere.

Final Checklist for Getting Your First 10 B2B Clients:

• Position outcomes over services: Clients want to know how you’ll grow their revenue, reduce their costs, or improve their efficiency - make that crystal clear.
• Offer Done-for-You (DFY) services first: This builds trust faster than trying to sell coaching or consulting right off the bat. Once you have credibility, you can move to Done-With-You or DIY offers.
• Send personalized cold outreach: Target your Ideal Customer Profile (ICP) and make your messages relevant and tailored to their pain points. Don’t blast generic emails.
• Build authority with case studies and SEO: Start gathering client results to showcase in case studies. If you're new, work on a performance basis to get your first wins. Optimize your website with SEO to attract clients searching for your expertise.
• Use hybrid prospecting: Balance digital outreach (cold email, LinkedIn) with face-to-face meetings or local networking to build real trust.
• Follow a structured sales cycle: Don’t rush the sale. Use a 3-meeting process to build trust and present a clear solution that feels low-risk to the client.
• Nurture relationships for referrals: Long-term engagement leads to repeat business and referrals. Stay in touch with clients and ask for introductions when appropriate.
• Stay persistent and follow up: Don’t give up after one or two follow-ups. Most sales happen after multiple touchpoints, so keep offering value and keep the conversation going.

With these strategies, you’ll not only see sales reps find more B2B clients but also build stronger, longer-lasting relationships that lead to repeat business and steady growth. Now go out there, apply these tactics, and start your sales teams closing deals.

If you’re ready to go beyond just a few clients and take your business to the next level, Client Ascension is here to help. Whether you’re trying to hit $30K/month or scale beyond $100K, we provide the systems and guidance to get you there.

Client Ascension has helped 400+ business owners build systems that scale their businesses to $30k–$100k per month. Ready to level up? Schedule a call today!

Also, if you’re new to B2B and don’t know where to start, check out Internet Money Group - it’s designed for beginner entrepreneurs who need guidance on what to sell, how to sell it, and how to get started on the right foot.