 Well, welcome My name is Daniel Swain own a small agency in the Marietta area called JDS web design. I've been in business for about 10 plus years It's a nice-looking guy right there. Oh You can find me almost at everything with JDS web design LLC on Twitter, but everything else is just JDS web design My slides are going to be very very Generic and the reason for that is I really like to take in terms this Conversational piece of how you get your second client into a conversation The reason why I came up with this is I Love helping our community and one of the things in the community is I mean a lot of folks who are new In terms of whether they want to turn what is the hobby into their business and One of the first things that I always hear is how did you get your second client? The interesting thing is what I always tell them is I can tell you how I didn't get my second client. I I'm not going to discuss job boards. I Think if you want to learn how to write proposals go to job boards Send them out because a lot of what you will see is you don't get as many responses a Positive responses that you would think you would receive and I do know that there's some people who only use job boards and Are running a successful agency and I applaud them I wish they would come and speak at work press so I could learn how to find jobs Did I could get the value that I deserve? But most of them don't I Won't talk about code call if you are a button for punishment and you want to go through your phone book and say hey, I can build your website and Go through 60 or 70 phone calls of people hanging up on you more power to you I won't even talk about what I call walk-ups Walk-ups is where you will say hey You do my dry cleaning and you don't have a great website. So I'm a walk-up to you and say hey, I can create this great service The problem with that is that individual is trying to conduct business and You're trying to conduct business and in most cases they don't want to be Unkind but they're still trying to get to the next customer And so I don't think that's a really great way to find your second client So you say to yourself, okay, then you told us how not to get it. How can we get it? Well, the first way that I would always encourage people is what I call my AT&T plan And what the AT&T plan is is tell your fans tell your family your friends Your circle what you're doing a Lot of times I notice that people will say hey, I'm a web designer. I'm a graphic artist But they don't tell everybody else Tell everyone because of the ego in you says well my mom has been an at-home mom for 30 years She's not gonna she doesn't need a website But what you don't realize is That your mother has friends and she loves to brag on you and she loves to say hey My son can build you a great website always tell people Two stories and I had a guy that was like I'm really struggling to find Clients and I said hey, well, you need to mention it to your family and friends and he was like well, I said trust me and And he came back about three weeks later said hey, I got my second client and you will never know how I got He said my mother is in this bridge club and one of her friends Son is starting a new company and he was looking for a web designer and He couldn't quite figure out which company to go with But his mother gave the suggestion to look at this guy and That suggestion turned into a conversation and that conversation turned into a project Also tell people about this other story about yours truly Ten years ago. I was laid off after 25 years in corporate America and at that time I decided I was gonna go back to school I've got a really great friend. We met each other when we were in college We joined the same fraternity and we've been friends for over 30 years And at the time that I got laid off I told them hey, I'm gonna go back to school. Well, it was August and if you ever try to get in graduate school in August That is the absolute worst month to try to get in graduate school It does not matter if somebody decides they're not coming to the school. They tell them in July They do not say it in August and so I then decided Well, I'm gonna outlive. I'm gonna live my fantasy. I'm gonna try to see how good I am as a golfer I got some severance money. I can go out here and play some rounds of golf and quickly realize that Been a husband of four in the mortgage. I can't get out there and play golf all the time And so I fell into web design which was my hobby and I built a website for my neighbor And I thought of my company. Well, my friend I never told him and About six months six seven months after I started my company Invited me up to the Memorial. He was working in Columbus, Ohio We go up there. I'm saying Tiger was feel this close, you know, it's he's got a nice tent and that Monday we go out and play around the golf and And anyone who's played golf realizes early on you start talking about what you do for a living And so I said, oh, I got small digital agency And then all of a sudden my friend got really quiet and on that ride to the airport. He said, you know what? I was looking for web design Now the little man on my side says, you know, and then you had only been in business for six months It would have been way over your head But the truth is Because we're such good friends He would have probably given me that project and it would have been a project that could have advanced my agency a lot but because I was Not old thing to my family my friends my support groups and when I say you're in a circle I'm talking if you are an active member and a faith-based organization a paternal organization Your neighborhood let everyone know you have nothing to do and all it really does is it increases your network? Because when I tell you you tell someone else that I don't know and it just increases everyone who can know if they're Looking for the services that I provide The second Section that I will say you have somebody if you have a client You know something that I don't know and that person is your client always tell your clients that you're available always Your clients can be your number one thing I Got a really good friend of mine who's a graphic artist who in here is a graphic artist is That all you guys do? That's all he does even if that is an incredibly Difficult job If all you do is print work and graphic artists all you're doing is logos and that's all he does And he stays incredibly busy. I remember I was built in the website and This particular client needed a new logo and so I suggested my friend. He can build your great logo and a Week or two later. I'll talk to my client. They said yeah, you know, thanks for the recommendation He's gonna build the logo. It's gonna take about two months from now two months Now you need projects gonna be designed. I'm moving on by them. So I called up my friend and said Hey, I gave you he said yeah, thanks. I fit him in as quick as I could. I said 60 days He's like man, I'm booked up for four months. I Said you booked up for four months. How are you booked up for four months? He said in my business model after I complete a project I Turn around and once a month I send my client something and At the end of anything I send them I always let them know that I'm available If you know someone who needs my services Let me know and Because he's done such a great job for those particular clients those clients are referring to And so I always tell people you have something that I don't have you've got your own clients Let your clients know that you're available Because what happens a lot of times is your client will say you did a great job But I bet you he's busy. I bet you she's busy And so if you're not letting your clients know that you're available then all of a sudden that could be a loss opportunity The third thing and it's probably the hardest thing for most of us is our community If you're not part of a community, I would encourage you to join a few if you end in Atlanta area I would definitely encourage you to join one of our meet-ups. We've got several of them. I Was talking to a really good friend of mine Who's a web designer and he stays busy? And I said man, you really stay busy. How do you know? How are you so busy? and he said I latched on to someone who only did SEO and I asked him When you have a project where that project might need a redesign or a website, who do you refer them to? At the time the person really didn't have any he says, you know, I usually tell them, you know, here's an agency or here's a person I don't have one direct pipeline and he says well keep me in mind and Just from that conversation inside the community it turned into opportunities and so What I tell people is when they're looking for their second client is What you really just need to do is to expand your network See if you think about all the three suggestions I gave I didn't talk about how not to expand your community But how to expand your community? Because when you talk to your family and friends all you're doing is expanding your community in a free way You're letting them know they trust you. They love you They're gonna let people know that this is what you do They're gonna run across somebody who you might not run across and let them know that those are some of the services that you offer When you let your clients know Your clients might run into it or they might have a project another projects that comes up that needs your services And if you're letting them know that you're available and it's been a really great positive experience They're gonna reach back out to you and when you come into our community our to a community and you reach out You'll find that you'll be able to reciprocate that same type of response. And so it's not really about Reinventing the wheel. It's just about expanding your network and instead of looking at yourself as a four-block radius Turning it to a whole city that people know this is what you do It's too quiet in here. I know somebody's got some questions