By Bernard Kelvin CLIVE
A couple of weeks ago, a friend called to discuss his desire to start a business. As we talked, he mentioned the need for funds to get his venture off the ground. I explained that this particular business didn’t require much capital to begin; he could start immediately. However, he remained insistent that money was necessary. This conversation prompted me to revisit my book, “100 Ways Get Your First Paying Client in 24 Hours.”
Many startups or small-scale businesses don’t require significant capital to begin. There are different levels of business, some needing substantial investment, but many can start with little to no capital, especially when it comes to securing your first paying client.
Let’s explore how to get a paying client starting from zero, without any money. Preferably, you should have a basic foundation or some skill sets to help you get your ideas off the ground. Having done this numerous times, I’ve learned that the most important factor in running a basic business or selling products and services is clients, not money. You need clients who are willing to pay for your product or service.
Money is important, but what’s most fundamental is having clients ready to purchase. They need to be eager and see the value in your offering. First, identify a real need or gap in the market. Sometimes the need is superficial, but if there’s a genuine gap, your product or service can fill it.
People buy products and services for two main reasons: to avoid pain or to gain pleasure. They might purchase something to avoid a problem or difficulty they’re facing. Alternatively, they might buy something because it offers them enjoyment, fun, fulfillment, or convenience. When marketing your products and services, you must address these motivations: avoiding pain or seeking pleasure.
You need hungry clients who are not only willing but also able to afford your product or service. It’s crucial to adapt your offerings to meet the needs of these potential customers. Once there’s a need, you must effectively communicate how your product or service fulfills that need. If you can’t convey its value, your audience won’t buy it.
So, you identify a gap, find an audience or market that truly needs your product or service, or create a need for them. Your second responsibility is to market and promote your product or service to these ideal clients. For example, you might want to offer a service to nursing mothers with toddlers aged two to five, helping them with math assignments or language lessons (French, Latin, Spanish).
These nursing mothers are your ideal clients. To define and find your market, consider where you might encounter such people—perhaps in certain schools or communities. They may be willing to help their children learn and overcome educational challenges. Once you find them, you must effectively market your teaching service to make it appealing.
This is where copywriting skills come in. Your content should appeal to their emotions and needs, making them more likely to purchase your product or service. When you match hungry, needy clients with your capacity to market effectively, it becomes easier for people to patronize your offerings.
Another key aspect is having the skill and ability to market your product or service. But what if you don’t have a product or service? In this case, you can leverage someone else’s product or service that meets the client’s needs.
If you identify a real need but lack the expertise or product, find someone who does. You can then connect with that person and recommend their product or service to the clients you’ve identified. This approach is common in affiliate marketing, where you promote a product someone else has created. You must sell or refer the product to a third party, earning a commission when someone makes a purchase.
Just like earning basic commissions from selling bread as a child, you can earn commissions without being directly involved in the product or service through methods like drop shipping. We’ll discuss drop shipping in detail later. For now, understand that your role is to link hungry customers to those who have the solutions they need. Mastering the art of connecting these two, selling the product, marketing it effectively, and then taking your share is key.
You can start with zero capital. Imagine you have no product but know people who need baby products and services. You also know someone who sells these items at an affordable price. You can negotiate with the seller, agreeing to sell their products on your online store, WhatsApp status, or Telegram status. When someone asks for the product, you link them to the seller, earning a commission for each sale based on your referral.
The thing is that you can start earning money by mastering the craft of finding a hungry market or audience in need of a product or service and linking them with someone who has what they need. This process requires skills in marketing, copywriting, and negotiation.
If you don’t have a product, find someone who does and link them with your identified market. For example, if you know someone who needs a book written but can’t write it, you can connect them with a writer like BKC. Negotiate a deal where you earn a percentage for facilitating the connection.
Your goal is to find a market with a need and connect it with someone who can provide the solution. If you do this, even without capital, you can start earning money. Focus on developing your marketing and selling skills to effectively match clients with providers.
If you’re reading this now and want to get your first paying client in 24 hours or less, here’s a simplified approach:
- Find a hungry market or create a need.
- Identify people who already have the solution if you don’t have the skill or product.
- Master the skill of marketing and selling that product to those who need it.
- Link the clients to the providers and earn your commission.
This method allows you to get started with no money involved but leverages your skill in marketing and selling.
4 Practical Steps for Getting Your First Paying Client
- Identify your market and its needs.
Identify a problem: Assume you see many nursing women juggling childcare while balancing their academics or professions. This is an obvious pain point.
Create a Buyer Persona: Your ideal customer is a busy, educated mother with a kid aged 2 to 5, looking for flexible daycare and educational help.
Conduct market research. Visit local schools, maternity wards, and internet forums to learn about the special needs of this target market.
- Develop your value proposition.
Define your unique selling points: Provide personalized math and language education for toddlers, tailored to their learning preferences and scheduled around the mother’s availability.
Highlight the benefits: Emphasize how your service provides quality education, reduces parental stress, and assists children in developing key abilities.
Create appealing messaging: To connect with your target audience, use phrases like “Give your child a head start” and “Enjoy the quality time while your child learns”.
- Develop relationships and networks.
Leverage your network. Contact friends and family with young children, asking for referrals and testimonials.
Attend industry events like parenting conferences, baby showers, and local community events to meet new clients.
Online networking: Join online forums and social media groups for parents to promote your services and participate with the community.
- Master the Art of Selling.
Develop great selling skills: Practice your pitch by emphasizing the benefits of your tutoring service and resolving any concerns.
Practice your pitch. Create a brief, compelling elevator pitch to introduce yourself and your services to potential clients.
Overcome objections. Prepare responses to commonly heard arguments such as “I can teach my child myself” or “I can’t afford it,” by providing solutions and emphasizing the value of your service.
I hope this helps. I will continue with the part two soon.
I’m your personal branding and publishing consultant.
Bernard is a leading authority on personal branding and digital book publishing in Africa. With over a decade of experience in digital publishing, he has been a trusted consultant for entrepreneurs, pastors, and individuals looking to build their brands and write their books.
. To learn more about Bernard and his work, visit www.BKC.name. WhatsApp: +233244961121
