Virtual Coffee Chats: The Underrated Marketing Strategy for Service-Based Business Owners
What if growing your business felt more like friendly conversation than another marketing tactic?
No funnels. No paid ads. No complicated tech. Just you, your favourite drink, and a genuine chat.
In a sea of endless content calendars and shifting algorithms, virtual coffee chats stand out as the simple way to build trust and lasting connections.
From my own experience they have led to loyal clients, speaking invites at online summits and surprising collaborations, all from my home office.
One of my favorite virtual coffee chats was with another video editor I’d been following on social for months. We’d liked and commented on each other’s posts but never actually talked.
You might think meeting a “competitor” makes no sense, but I believe community beats competition every time. I genuinely enjoyed her content and was curious to connect. It was great getting to know her on a deeper level.
And when her agency needed an editor, she recommended me. I’ve been collaborating with that client ever since.
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Why Virtual Coffee Chats Work When Everything Else Feels Exhausting
If other types of marketing feel like a chore, coffee chats give you a human-first alternative.
People crave real connection. An uninterrupted one-on-one conversation lets you give someone your full attention, making it easier to build rapport.
Trust grows fast. Your voice and expressions turn you into a person, not just a profile.
You have their full attention. No competing with dozens of other posts. It’s just two people, present and engaged.
It aligns with your values. If you’re all about service, empathy and curiosity, this approach fits perfectly. There’s no need to hard-sell.
What Makes These Conversations So Valuable
Virtual coffee chats are not a disguised sales pitch. They are about listening, learning and offering help without an agenda.
You may discover they need your services. They might introduce you to a contact who becomes a future collaborator. They could invite you to an event or share a resource that changes your approach.
Sometimes nothing obvious happens right away and that’s a win too! You’ve planted a seed of generosity and maybe when they need what you offer, you’ll be who they reach out to.
Who to Invite for a Virtual Coffee Chat
Pick people who move your business forward and feed your curiosity. Try:
- Potential clients – Learn about their challenges now so they trust you when they’re ready to hire.
- Referral partners – Complementary service providers, like brand designers, strategists or coaches, who can send leads your way.
- People who do what you do – Fellow business owners can become collaborators, accountability buddies or just friends who “get it.”
- Past clients – Keep the connection warm and you’ll earn more repeat work and referrals.
- Engaged audience members – If they comment or message you often, a deeper chat shows you appreciate them.
How to Reach Out Without Feeling Awkward
Keep it simple and sincere. You’re inviting someone to connect, not sell. A warm, low-pressure DM makes it easy for them to say yes.
Here are a few templates to get you started:
Direct approach
“I’ve been enjoying your work and would love to learn more about what you do. Would you be open to a quick virtual coffee chat next week?”
Mutual connection
“[Name] mentioned you’re working on something exciting. Would you like to hop on a short call to swap stories?”
Value-first approach
“I saw your post about [topic] and have some insights that might help. Would you be open to a brief chat?”
Shared space
“We’re both in [group or programme]. I’d love to connect beyond the comments if you have time.”
End with “No agenda, just curious to connect.” It reassures them there’s no hidden pitch.
How to Run a Coffee Chat That Feels Natural
Once you have a “yes,” follow this simple structure:
1. Before the chat
Send a quick confirmation with date, time and link. For example: “Looking forward to our chat on Thursday at 11 am. Here’s the link.”
2. Do your homework
Once they’ve confirmed the call, do a quick look on their social media or website to learn the basics. What niche are they in? Do you have any mutual friends or interests? Are they working on a big project? Knowing just a bit about them shows you really are interested and can give you ideas of what to talk about during the call.
3. Opening (5 minutes)
Start with something light, like asking about their week or a recent win. Let genuine curiosity guide you.
4. Middle (15–20 minutes)
Ask about their goals, biggest challenges or favourite parts of their work. Listen more than you speak and share your experience only when it adds value.
One question I love is, “What are you most excited about this quarter?” It brings energy back to a quiet moment and reveals their priorities.
5. Closing (5 minutes)
Ask how you can support them. Offer a useful resource, make an introduction, or suggest a tool that helped you. Usually they will ask you the same question, and you can let them know how they can support you.
6. Follow-up
Within two business days, send a thank-you email. Include any promised links or introductions and refer to a detail from your call, maybe the book they recommended or a tool they love. That small touch makes you even more memorable.
Great Questions to Keep the Conversation Flowing
- What excites you most about your business right now?
- What change would make your work easier today?
- What do you wish more people understood about your industry?
- What collaborations or partnerships are you seeking?
Treat it like a friendly chat, not an interview, and insights will flow naturally.
Want more questions? Grab my free Notion doc, 30 Coffee Chat Questions that build real connections and step into every conversation feeling confident.
How to Fit Virtual Coffee Chats Into Your Week
You don’t need to do daily calls, one well-placed chat per week is enough to build momentum.
Block out a regular time, Friday mornings or Tuesday afternoons, and keep them free for future chats. If you prefer batching, two or three back-to-back chats can feel energising and efficient.
To make it even easier, build a simple system: make a list of people you want to connect with, automate your call scheduling with a tool like TidyCal, and have your “thank you” email template ready to go.
Remember, one meaningful conversation can outperform a dozen social media posts.
What Happens After the Chat
When virtual coffee chats become routine, you might notice:
- More referrals and repeat clients
- Invitations to speak, collaborate or guest on other platforms
- Clearer understanding of your audience’s real needs
- More joy and authenticity in your marketing
- A stronger, supportive network
Above all, you’ll stop feeling like you’re on your own.
Marketing That Feels Human
Funnels and automation have their place, but they can feel impersonal. Virtual coffee chats let you turn your strengths, curiosity, empathy and genuine listening, into a strategy that feels like connection and delivers real results.
If you’re ready for growth that lives your values, start with one conversation this week. Make your list, send your invite and see what unfolds.
Your next opportunity might not be waiting in your inbox. It could be waiting at the end of a 25-minute conversation.
