How Do You Network to Secure New Clients Or Projects?
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How Do You Network to Secure New Clients Or Projects?
Networking to secure new clients or projects is a crucial skill in today's competitive business landscape. This article delves into effective strategies for expanding your professional network and attracting new opportunities. Drawing on insights from industry experts, it offers practical tips to help you build meaningful connections and grow your client base.
- Chase Connectors, Not Clients
- Demonstrate Value in Online Communities
- Share Detailed Case Studies on LinkedIn
- Leverage Podcast Appearances for Referrals
- Build Relationships Through Proactive Engagement
- Join Relevant Online Communities and Conferences
- Partner with Complementary Service Providers
- Teach to Attract Clients
- Offer Personalized Favors to Past Contacts
- Join Peripheral Professional Organizations
Chase Connectors, Not Clients
Most freelancers treat networking like a slot machine—show up, smile, pitch, hope for leads.
But that's backwards.
If you're hunting clients one by one, you're doing it the hard way.
When I started out with Design Hero, I joined every group going: Chamber of Commerce, BNI, you name it.
Some were great. Others were glorified coffee clubs for wannabe CEOs with too much time and not enough business.
The breakthrough came when I stopped chasing clients... and started chasing *connectors*.
These are the people who already have the trust of my ideal customers. Accountants, brand strategists, copywriters.
They don't need my services—but they *know* people who do.
I built relationships with them. No sales pitch. No desperation. Just value.
I asked about their business, listened carefully, and offered practical ideas they could use (or pass on).
And the leads started flowing. Not one-off jobs, but steady, warm referrals.
Here's how I made it work:
- I refined a 20-second, 60-second, and 5-minute pitch for my value offer, so I was never caught off guard.
- I treated every social interaction as potential networking—even casual ones.
- I never sold on the spot. I asked questions, listened, and helped.
The goal wasn't to get a job.
It was to plant seeds. Build trust. Show I could solve problems.
And when someone in their world had a problem? I was the first name they mentioned.
The other thing most freelancers forget:
Social media *is* networking.
Don't just post.
Start conversations. Comment like a human. Build relationships.
Networking isn't about events—it's about people.
And people don't like being pitched to.
They like being helped.
Help enough people, and the clients come looking for *you*.
Demonstrate Value in Online Communities
One networking strategy that's been surprisingly effective for me as a freelancer has been proactively helping potential clients in public spaces before pitching anything. Instead of cold emails or direct sales messages, I focused on answering questions in niche online communities—whether that was Reddit threads, Slack groups, LinkedIn comments, or even in webinars where my target audience hung out.
For example, in a Slack group for SaaS founders, I noticed someone struggling with positioning their product for an upcoming launch. I chimed in with a detailed suggestion, offered a framework I use with clients, and linked to a relevant article I'd written—with zero pitch attached. That founder DM'd me a few days later asking if I took on consulting work. That single interaction led to a contract, and more importantly, a referral pipeline because they sent two other founders my way within six months.
What surprised me was how this approach flipped the dynamic: I wasn't chasing work, I was demonstrating value where it was already needed—and letting the work come to me. It positioned me as a collaborator, not just a vendor.
If I had to give one tip, it's this: show up where your ideal clients are asking questions, and become known for giving clear, useful answers—even when no immediate sale is on the table. That trust compounds in ways cold outreach can't replicate.
Share Detailed Case Studies on LinkedIn
One networking strategy that has worked incredibly well for me is sharing case studies and behind-the-scenes breakdowns on LinkedIn. Instead of simply stating "I helped a client grow," I walk through the actual process—detailing the challenge, my actions, and the results we achieved. This transparency builds credibility quickly.
What makes this approach so effective is that it doesn't feel like pitching. It initiates conversations. I've had multiple clients reach out after a post saying, "I need this exact help. Can we talk?" No outreach was needed; I just showed up consistently with value.
If you're a freelancer, don't wait for perfect portfolio pieces. Share what you're learning, what you're doing, and how you're solving problems in real time. This approach builds trust and transforms your network into your next client list.
Leverage Podcast Appearances for Referrals
After numerous requests and, honestly, some gentle pressure from a close family friend, I finally gave in and attended a BNI event as a guest. Everyone said, "Your network is your net worth," so I thought, "Whatever, let's give it a shot. What's the worst that can happen?"
Turns out, some of the business owners and BNI members had tried digital marketing before. They spent what they called "good hard-earned money," but the budgets were so low they couldn't expect real results. Others were perfectly happy with referrals and didn't really care to scale.
So I stopped going to these events and tried something different. I started appearing on podcasts for free.
I joined matchmaker.fm and pitched myself to hosts in the US, Canada, Australia, and the UK. I talked about SEO, automation, and how I actually get results. The conversations were real and personal. Hosts got to know me, and that trust led to referrals. One host even became a client. His consulting firm hired me to run their SEO campaign, and within the first six months, we helped them triple their ROI.
Turns out, sharing my ideas publicly worked way better than trying to network in a room.
Build Relationships Through Proactive Engagement
One of the networking tactics that consistently gets me results is what I call 'Proactive Relational Targeting.' Here's how it works: anytime I spot a compelling project on Upwork--or even get invited to one--I don't just apply and wait. I hunt down the decision-makers on LinkedIn. If it's a startup, I look for the founder or head of marketing. If it's a larger organization, I'll connect with multiple relevant team members.
Then I invest--just a few minutes each day--to engage with their content meaningfully. I leave thoughtful comments, likes, and a short but personalized intro message. Once the conversation is warm enough, I often ask them to contribute a quote to something I'm working on. Everyone loves to be asked for their opinion, especially if it feels like free PR.
More often than not, by the time they're reviewing applications, I'm no longer a cold name on a list. I'm the one who 'gets it.' And even if I don't land that gig, I've now built a relationship that turns into a future opportunity. That's the long game. And it works.
Cheers,
Viktor, Founder
www.viktori.co
www.bbdirector.com
Join Relevant Online Communities and Conferences
For me, it has been joining relevant online communities (such as Women in Technical SEO, The Digital Marketing Union, and Digital Freelancers) and also attending conferences. They provide great opportunities to meet people, and if you get the chance to work together and do good work, then referrals can occur. They are also great places where other community members share opportunities that they have seen that you might find appropriate to pursue. Up until a few years ago, I would have said social media, particularly Twitter (now X), would have also been great places, but aside from LinkedIn, I'd much prefer to focus on online communities elsewhere.
Partner with Complementary Service Providers
Partnering with complementary service providers has been our most effective networking strategy. We've built strong relationships with florists, photographers, and venue managers who serve similar clientele but don't compete directly with us. These professionals regularly recommend us when their clients need catering, knowing we'll provide exceptional service that reflects well on them. We reciprocate by highlighting their work on our social media and recommending them to our clients. These authentic partnerships have generated far more qualified leads than traditional networking events because they come with built-in trust and relevance to the client's needs.
Teach to Attract Clients
One of the most effective networking strategies I've used is teaching before pitching. Instead of cold outreach, I host free educational sessions, like my "SEO for Web3" webinars or live Q&As on LinkedIn, where I break down frameworks I use with clients. I also mentor startups at a leading Web3 incubator, which gives me direct access to founders who are actively building and seeking guidance.
These sessions position me as a trusted expert, and they naturally attract founders looking for solutions. One webinar alone led to 10+ direct project inquiries, all without a single sales pitch. When you lead with value and show how you think, the right clients come to you.
I recently launched a YouTube channel to scale this approach, sharing tactical SEO strategies that have helped Web3 startups grow.
Offer Personalized Favors to Past Contacts
Instead of asking for referrals outright, I reach out to past clients or contacts and offer a quick, personalized favor—like making a warm introduction or sharing a helpful insight—without asking for anything in return.
This approach creates genuine goodwill.
Later, when these contacts are asked for recommendations or referrals, I naturally become top-of-mind because I've already provided value.
This method feels authentic, not transactional, and has brought me some of my best clients.
Join Peripheral Professional Organizations
I have had good luck joining professional organizations that are on the periphery of what I do. I am primarily a ghostwriter, so I belong to a few writing organizations, including the Association of Ghostwriters. However, I also belong to the Editorial Freelancers Association, and I have a presence on the Manuscript Wish List website, which caters to literary agents. Editors and agents often know people who are looking for the services of a ghostwriter, so being in these organizations and making connections with their members has been helpful for meeting potential clients.
I also belong to a service that connects businesses with professional service providers, and I occasionally receive work that way.
