When I launched my web development business to full-time status(no more side gig), I didn’t have a business degree or a background in sales. I had experience building websites, a strong work ethic, and a desire to do meaningful work—but I wasn’t sure how to “sell myself. and services to small businesses”.
At first, I thought that meant I needed a polished pitch. Something smooth. Something that would quickly explain what I do and convince someone to hire me. This was the end game…right? So I thought.
But after a few conversations, I realized: that’s not what people respond to.
What they do respond to is something much simpler—and much more human.
I Started Asking More Questions and Talking Less
Instead of trying to talk about myself, I started focusing on the people I was meeting. I’d ask them:
- “What made you start your business?”
- “What do you love about what you do?”
- “What’s been hard about growing your business?”
And then I’d really listen.
I wasn’t asking to “qualify” someone as a lead—I was genuinely curious. And that’s when something changed. I stopped worrying about how I was coming across and started learning more about the people I was trying to serve. I am so impressed with many of the people I have met and how their entrepreneurial journey began.
Trust Forms When You Lead with Curiosity
When someone sees that you care about their story, you become more than just another service provider. You become a real person—someone they trust, someone they might want to work with down the line.
That trust turns into relationships and partnerships. And in my experience so far, those relationships eventually lead to work—not the other way around.
It’s not about trying to close a deal. It’s about opening a door.
So, What Does This Mean in Practice?
For me, this shift has influenced how I approach every part of my business—from how I show up at networking events to how I structure my first client meetings. I no longer try to explain everything I offer in a few sentences. I just ask good questions, stay present, and see where the conversation goes and think of how best I can help them.
I’ve also learned that if you serve people well—whether or not they become clients right away—they remember you. It’s about ‘just being you’.
If You’re a New Freelancer or Business Owner…
Here’s what I’d say:
You don’t need a flashy pitch.
You don’t need to “sell” yourself constantly.
What you need is a willingness to connect, listen, and build trust over time. The sales will take care of themselves. If you would like to ‘connect’ and learn about each other’s business, contact me at kevin@seacoastwebdevelopment.com
