How I got my first 30 clients with zero portfolio (and you can too)

Hey Starterpreneur,

"Do you have case studies?" "Can I see your portfolio?" "What results have you gotten for other clients?"

When you're just starting out, these questions feel like a trap. You need clients to get results. But you need results to get clients.

I spent six months paralyzed by this catch-22. Then I realized something: Nobody starts with social proof. Everyone's first client takes a leap of faith.

The question isn't "How do I get proof?" It's "How do I get someone to take a chance on me?"

Here's what's inside this issue: The 5 strategies I used to land my first 30 clients without a portfolio, a startup idea for the service economy, a tool that legitimizes your business instantly, and a challenge that'll get you your next client this week.

The First 100 Customers: 5 Ways to Sell Without Social Proof

Let's be real: When you're starting out, you have three things going for you—hustle, hunger, and time. Here's how to turn those into clients.

Strategy #1: The Results-in-Advance Approach

Don't ask them to trust you. Show them you can deliver—before they pay.

Find 3-5 potential clients and offer to solve a small problem for free. Not your full service—something you can knock out in 2-3 hours.

Real example: When I started freelance copywriting, I found 10 businesses with terrible email subject lines. I rewrote five subject lines for each (unsolicited) and sent them over: "Hey, I noticed your welcome email sequence. I rewrote some subject lines that might increase opens. No charge—just wanted to help. If you like them, I'd love to discuss working together."

Three of them hired me within a week. The other seven? Still got free advice that built goodwill.

The psychology: You're removing risk. They don't have to trust your claims—they can see your work firsthand.

Strategy #2: The Founder's Discount

Position your lack of portfolio as an advantage for them.

"I'm building my portfolio and taking on my first 10 clients at 50% off my normal rate. In exchange, I'd love a testimonial and the chance to document the results."

Why this works: You're honest about where you are, but you're also making them feel like they're getting a deal. Plus, the scarcity (only 10 spots) creates urgency.

I used this for my first consulting gig. Charged $500 instead of $1,000. The client got a great deal. I got a killer testimonial and a case study.

Strategy #3: The Guarantee That Removes All Risk

Offer a guarantee so strong they'd be stupid to say no.

"If you don't see [specific result] within [timeframe], I'll refund 100% of your money AND give you $100 for wasting your time."

Real example: A copywriter I know offered: "If my new landing page doesn't increase conversions by at least 15% in 30 days, I'll refund you and pay you $200."

He landed 8 clients in two weeks. Only one asked for a refund (and he learned valuable lessons from that experience).

The secret: Be specific about the result. "You'll be happy" is vague. "10 qualified leads in 30 days" is measurable.

Strategy #4: The Strategic Partnership

Partner with someone who already has clients.

Find established freelancers, agencies, or consultants in adjacent fields. Offer to white-label your services or split revenue.

Example: I didn't have graphic design clients. So I partnered with a web designer who had more work than she could handle. She referred clients who needed copywriting. I referred clients who needed design. We both won.

The approach: "Hey [Name], I noticed you do [service]. I specialize in [related service]. I'd love to explore a referral partnership or collaboration. Can we chat?"

Strategy #5: The Micro-Niche Domination

Don't be "a marketing consultant." Be "the marketing consultant for boutique fitness studios in Austin."

When you niche down, you don't need 100 case studies. You need to speak the language of ONE specific group so well that they feel like you're reading their mind.

How I used this: I positioned myself as "the conversion copywriter for early-stage SaaS founders." I joined SaaS communities, studied their pain points, and created content specifically for them. Within three months, I was known in those circles—even without extensive case studies.

The tactic: Pick a niche. Join their communities (Reddit, Facebook groups, Slack channels). Provide free value. Become the go-to expert. The clients will come.

🔥 Weekly Spark

Business Startup Idea of the Week: Local Service Business Rescue

Small local businesses (plumbers, electricians, landscapers) are terrible at marketing. Most don't even have Google Business Profiles optimized.

Here's the play: Offer a service that gets them more local leads. Set up their Google Business Profile, get them reviews, optimize their site for local SEO, run simple Google Local Service Ads.

Charge $497-997/month per client. Target 5-10 clients in your area. It's recurring revenue, low churn (because you're making them money), and you can learn the whole skill set in 30 days.

Tool of the Week: Bonsai

Bonsai is an all-in-one tool for freelancers and small service businesses: contracts, proposals, invoicing, time tracking, and client management. It makes you look 10x more professional than sending a Word doc contract. Clients take you more seriously, and you get paid faster. Starts at $17/month. Essential if you're selling services.

Book of the Week: "The Win Without Pitching Manifesto" by Blair Enns

This book flipped my entire approach to selling services. Enns argues you should never pitch or beg for work—you should position yourself as the expert and make clients qualify for YOU. Sounds arrogant, but it's actually about confidence and setting boundaries. If you sell services, this will change how you approach clients.

Mindset Hack of the Week: The "I'm Still Learning" Advantage

When you're new, you care more. You hustle harder. You're hungry in a way established businesses aren't. That's not a weakness—it's your unfair advantage. Own it. Tell clients: "I'm building my business and I'll treat your project like it's my only one—because right now, it is." Honesty + hunger = trust.

⚡ Weekly Build Challenge

Your Challenge: Land one new client this week using the Results-in-Advance strategy.

Here's exactly what to do:

1. Identify 5 potential clients who have an obvious problem you can solve

2. Spend 2-3 hours solving a piece of that problem for free (a sample, a strategy doc, an audit, etc.)

3. Send it to them with a simple message: "Noticed [problem]. Created [solution] for you. No charge. If it's helpful and you want to talk about working together, let me know."

4. Follow up 3 days later if you don't hear back

Pro tip: Make your free work so good they feel guilty not responding. That's when you know you nailed it.

🎨 Creators Corner: What's Next?

Next week, I'm diving into "The Email List Myth: Why you don't need 10,000 subscribers to make $10,000"—and the exact strategies I used to monetize a list of just 247 people.

We'll cover micro-monetization, high-trust selling, and why a small engaged audience beats a massive uninterested one every single time.

You don't need a portfolio to get started. You need proof that you give a damn.

Show up. Do great work. Remove risk. The clients will come.

Now go land that first one.

Basat

P.S. Hit reply and tell me: Which strategy resonates most with you? I read every email and I'll send you personalized feedback on how to apply it to your specific situation.

P.P.S. Know someone stuck in the "I need experience to get experience" loop? Forward this to them. Sometimes all we need is permission to start scared.