But How Do I Find My First Client?
This week marks the official launch of my Project Management consultancy, janinetsoflias.com. After 22 years of managing projects, resolving challenging situations, and helping teams thrive under pressure, I’m stepping into an exciting new chapter. Yet, one big challenge remains: finding my first client.
The Shared Struggle: Finding That First Client
The hunt for new clients is both thrilling and daunting at once. It takes me back to when I went skydiving—you know you’ll land safely, but that initial jump from the plane feels anything but natural.
Like many others who’ve been in my shoes, I’m navigating uncharted waters. Sales has always sparked a bit of anxiety for me, but this time, it’s paired with excitement and determination.
I have a plan, and I’m following it—but patience has never been my strong suit! The anticipation of landing that first client makes me reflect on others’ journeys:
- How long did it take to land their first client?
- What approaches worked best for them?
It’s comforting to know I’m not alone in this process. Everyone who’s started a business has faced this moment of uncertainty.
A Newfound Respect for Sales Teams
Throughout my career, I’ve been fortunate to work alongside incredible Sales Directors, Client Service Teams, and New Business specialists. Their expertise brought in the incredible clients I’ve had the privilege of working with, enabling me to focus on delivering successful projects and supporting teams. Now, that responsibility is mine, and I have a deepened respect for the skill required to bring in new business.
Building a client base from scratch is no small feat. It’s not just about strategy—it’s about connection, timing, and authenticity. I’ve learned that starting those first conversations with potential clients is an art form in itself, requiring confidence and genuine curiosity.
From Project Manager to Salesperson: Navigating New Challenges
In project management, I’ve always thrived on building trust-based relationships. I was confident, the “sales” phase had passed—contracts were signed, and the focus was on delivery. But starting fresh with potential clients is a different dynamic, and it’s pushing me outside my comfort zone.
I’ve always been honest and direct, which allowed me to deliver exactly what I promised. Now, I’m learning how to approach sales in a way that aligns with those same values. For me, it’s about staying true to my belief that long-term relationships matter more than short-term wins.
Rather than asking, “How do I stay authentic while selling?” I’m reframing it as, “How do I bring the same integrity and care to sales as I do to project delivery?”
Moving Away from the Hard Sell
One thing I’m holding onto is the idea that sales doesn’t have to feel pushy or forced. Instead, I’m focused on building genuine connections—listening, understanding, and offering solutions that truly make a difference. While this approach may take longer, it feels like the right way to build lasting partnerships which is align with the values of my business.
For those who’ve been in this position, I’d love to know:
- How did you build your client base from scratch?
- What kept you motivated while building your client base?
Gratitude and the Road Ahead
Launching my business has been humbling, but the support I’ve received so far has been incredible. To everyone who’s liked, shared, or sent a message of encouragement—thank you! It means the world as I navigate these early days.
If you’re on a similar journey, I’d love to hear your story. How did you approach finding your first clients, and what lessons have stayed with you?
Here’s to building relationships, learning as I go, and welcoming my first clients soon!