How To Get Good Clients Without a Portfolio

Getting clients when you’re just starting out or trying to break into a new field can feel intimidating, especially if you don’t have a portfolio to show off.

It’s a bit like applying for a job without a resume—the lack of proof of experience or results can seem like a roadblock.

But here’s the thing: you can still get clients, and not just any clients, but good ones, even if your portfolio is a little empty or nonexistent. It’s all about how you present yourself, the strategies you use to connect, and the ways you build trust with potential clients.

For freelancers, consultants, or anyone in a creative industry, building a client base is essential. Without clients, your business simply doesn’t run.

But everyone starts somewhere, and many of the most successful freelancers or agencies began with zero clients, no testimonials, and not a single example to showcase. So if they could make it happen, there’s no reason you can’t.

This article will guide you through tried-and-true strategies that work for landing clients without a portfolio, helping you lay the foundation for a successful freelance or consulting career.

By the end, you’ll have a game plan for getting clients to say “yes” to working with you, even if you’re just starting out.

I’ll cover how to leverage your skills and network, use social proof, and demonstrate your value in other ways.

Plus, I’ll answer a few common questions that come up for those in your shoes.

1. Lean into Your Skills and Knowledge.

Just because you don’t have a portfolio doesn’t mean you lack valuable skills. Think about your expertise, your strengths, and the knowledge you’ve accumulated.

This is what you’ll leverage when approaching potential clients. Instead of showcasing your past work, focus on showcasing how you’ll approach their needs.

When you’re in early conversations with clients, let them know how you’d solve their problem or add value to their business.

One effective way to do this is by conducting a quick, mini-audit or analysis of their business and sharing your insights.

It doesn’t have to be detailed; even just a few ideas can help. For example, if you’re a social media manager, analyze their social presence and suggest a couple of quick improvements.

This way, clients get a taste of what working with you would be like, and they see that you’re proactive and knowledgeable.

2. Leverage Case Studies and Testimonials from Other Relevant Work.

Even if you haven’t done paid work in the field, there might be relevant experiences that translate well.

For example, if you’re a graphic designer who’s never had clients, maybe you did some volunteer work, helped friends, or created mock-up projects. Use those experiences as examples to show your capabilities.

Alternatively, if you’ve worked in a related role in a corporate job or volunteered for a non-profit, you can use these experiences to create “case studies.”

Testimonials are also powerful. You can ask for feedback from anyone you’ve worked with, even if it wasn’t for paid freelance work.

A testimonial from a previous boss or colleague vouching for your reliability, creativity, or skill set can go a long way.

Clients are usually just looking for proof that you’re reliable and can deliver results, so any relevant feedback can work in your favor.

3. Network Like a Pro.

Networking doesn’t mean spamming everyone with messages. Instead, it’s about building genuine relationships with people in your industry.

Start by reaching out to friends, family, and acquaintances to let them know about your new venture. You might be surprised how many people need or know someone who needs your services.

LinkedIn and other professional platforms are excellent tools for networking. Connect with people in your industry, join groups, and participate in conversations to increase your visibility.

The more people see your name and hear your voice on relevant topics, the more they’ll remember you. When the need arises, they’ll be more likely to think of you, even if you don’t have a portfolio yet.

4. Create Sample Work.

If you’re starting from scratch, create sample work that reflects the type of projects you want to attract.

This is common in creative fields like design, writing, and web development. If you’re a writer, publish articles on a personal blog, or create social media posts as examples of your style.

If you’re a web designer, build mock websites that showcase the quality of work you’re aiming to deliver.

Sample work can show potential clients that you know your craft, and it can be used as the starting point of a portfolio.

Plus, it gives you something to talk about when clients ask about your experience, as you can point them to examples of your skills, even if those aren’t “real” projects. This proactive approach can build confidence with clients who may otherwise be hesitant.

5. Tap into Social Proof Through Public Platforms.

If you don’t have testimonials or examples yet, another way to establish credibility is by sharing your knowledge publicly.

Posting relevant tips and insights on social media can help position you as an authority, even without a portfolio. LinkedIn, Twitter, or even a professional Instagram account can be great places to share valuable insights that prove your expertise.

For instance, if you’re a web developer, write a series of LinkedIn posts with advice on improving website performance, tips on user-friendly design, or optimizing sites for search engines.

As you consistently show your expertise, you build trust with potential clients who follow you, and they’ll remember you when they need someone with your skill set.

6. Offer a Free Trial or Discounted Initial Service

This might seem a bit controversial—after all, you want to get paid for your work—but offering a trial or discounted rate for your first clients can be a good way to get your foot in the door. Think of it as an investment in your future business.

When offering this, be transparent about why you’re doing it, and make it clear that it’s a special offer for your first clients.

This approach not only allows you to build a portfolio of real projects but also helps you get testimonials, case studies, and valuable experience.

Once you’ve completed these initial projects, you’ll have concrete examples of your work to show other clients and can confidently increase your rates.

FAQs

1. How do I keep clients even if I don’t have much experience?

Clients often stay with freelancers who communicate well and deliver on promises. Set clear expectations, maintain open lines of communication, and be proactive.

Even without extensive experience, showing a client that you’re committed, attentive, and responsive can be the key to building a strong working relationship.

2. Should I mention that I don’t have a portfolio?

If a client doesn’t ask, you don’t necessarily need to mention it. Instead, steer the conversation toward your skills, approach, and any sample work or case studies you’ve created.

If they do ask, be honest but confident. Let them know you’re new to freelancing but well-equipped to handle their project.

3. How do I convince clients to trust me?

Building trust is all about making potential clients feel comfortable with you. Be transparent, respond promptly, and provide as much information as you can about how you’ll approach their project.

Social proof, networking, and sample work also play a huge role in establishing trust.

Conclusion

Starting without a portfolio might seem like a hurdle, but it’s far from a deal-breaker. Building a solid reputation, showing up consistently, and creating sample work can help you attract good clients without an existing portfolio.

Remember, every successful freelancer or entrepreneur was once in your shoes—what matters is taking those first steps and building your credibility along the way.

What’s your biggest challenge when it comes to landing new clients?