How to Use Instagram to Find Clients as a Service Provider
You've taken the courses, you've got the skills, you're ready to start scaling your service provider business…but how do you start attracting clients?
One of my go-to spots to connect with potential clients is Instagram. Especially if you're a social media manager like me, what better place to connect than social media? Here is my step-by-step process for researching, discovering, and engaging with potential clients on Instagram specifically.
Step 1: Research
Look at industry peers who are following (or followed by) your current clients. For instance, if you currently manage Instagram for a wedding photographer, look through their followers/following to find other wedding photographers in different regions who may be interested in your services!
If you are brand spankin' new and don't have any clients yet, think about what niches and industries you would thrive in. Look at who your industry peers are following or who their clients are following, and go from there!
Step 2: Engage
Once you find a potential client you're interested in working with, spend some time over the next several days interacting with their content. Watch their Stories (and engage with polls, questions, etc.), like and comment on their posts, and maybe share a post or two to your own Stories if it’s relevant to your own audience.
By engaging first instead of just cold pitching, you're showing an appreciation and recognition of their work and the value they bring. You're establishing a relationship before you try to make a business proposal. I've even had potential clients reach out to me about working together before I've had a chance to pitch when I start with engaging.
Step 3: Show Your Work
While continuing to engage with the potential client (or clients), stay active on your own Instagram in a way that demonstrates your value to them. Share your expertise, create high-quality graphics for feed posts, show up in Reels and Stories, maybe even post a review or two from past clients. You want to be ready to receive them if they're intrigued by you interacting with their content and click over to your profile.
Your profile is basically your cover letter, and your website plus any direct communications with the potential client become your resumé. Make sure it's all ready to go so they can review your value and know what you're all about!
Step 4: Slide into the DMs
If it's been a week or two and you feel like you've established good rapport, take that bold step and cold pitch! Send the potential client a DM complimenting them on their business and sharing your offer. Be sure to emphasize why you want to work with them specifically, expressing your understanding of their industry, their brand, and their goals.
If they follow one of your clients, be sure to mention that so they know how you found them and can use that person as an initial reference.
Keep it friendly and authentic. Don't copy-and-paste some generic template and send it to hundreds of accounts. Find a selection that you truly believe are the right clients for you, and message them to share why! I've got a whole blog on using DMs for your business here if you want more tips.
Step 5: Don't Stop Believin'!
Even if the potential client says no, don't just stop engaging with them right away. You've taken all that time to form a connection, and it wasn't for nothing even though they're not interested in working with you. Reply with a gracious "No worries, thanks for chatting with me and let me know if you'd like to discuss working together in the future!" and then continue interacting with their content for several days or even weeks after the no.
Respectfully cease direct messaging them, but keep up with their posts! Comment on one or two a week and maintain that connection. Even if they don't change their mind, they might have a colleague who is in need of your services, and continuing to engage for a while will keep you in mind and may bring you future clients. A no isn’t a sign to ghost, it’s an opportunity to keep championing their success.
