“Why Aren’t My Virtual Coffees Turning into Clients?” Try This Simple 4-Step Outreach Framework Instead

Here’s why those “coffee chats” don’t lead to clients.

Quick note: I use Dubb for sending personal video messages, and I’m using my affiliate link below. If you decide to try it, I may earn a commission at no additional cost to you. I only recommend tools I actually use.

“Virtual coffee chats” are great for socializing. But they're terrible for finding your next client quickly.

The problem is misalignment. You and the other person show up for different reasons.

They think it’s a networking call.

You’re hoping it turns into a sales conversation.

You hop on the Zoom and make some chit-chat, fumbling through your career history and then asking about theirs. While it’s their turn, you’re watching the clock—attention drifting because you’re thinking about how to transition to your pitch before the time's up. Around minute 23, you go for it.

It’s awkward.

They stiffen. You can feel the energy shift—even through Zoom.

Suddenly they “have to drop for their next meeting.” You promise to follow up. They never reply.

The misaligned meeting cost you more than the time you invested. It cost you the relationship.

Instead of filling your calendar with time-wasting virtual coffees, book meetings with people who (1) have a problem you can solve and (2) know you’re meeting to discuss solutions.

That’s what the SODA method is for.

The SODA Method: A 4-Step Outreach Framework for Independent Consultants

At Chicken Dinner Club, I teach independent consultants the SODA Method so they can stop the endless, random virtual coffees and start booking respectful, problem-focused business development conversations.

1. Signal – Look for a signal on LinkedIn®: they viewed your profile, engaged with your post, checked out your company page, or attended your event.
2. Outreach – Send a message referencing the signal. Don't pitch, talk about yourself, or suggest a "virtual coffee." Instead, ask them questions about themselves.
3. Discover – Chat back and forth until you uncover a problem they have that you can solve. (Or it's clear they don't have one.)
4. Advance – Once you’ve identified a problem you can help with, offer a short conversation where you’ll share a few ideas for addressing it.

Here's a real example:

Jason was attending a conference I was sponsoring. That was the Signal—we shared common ground because we’d both be attending this conference.

For Outreach, I sent him a connection request. He accepted and, referencing my profile, said he was “very interested in journey mapping.” I asked a few questions, and we planned to meet at the conference.

At the event, we talked over meals. During those conversations, I Discovered he was wrestling with a specific journey mapping challenge.

When we got home, I Advanced the conversation. I sent a short personal video (using Dubb) saying I had a few ideas about his problem, if he was interested.

Here's his enthusiastic reply:

“Thanks for the video! And I scheduled a meet for this Friday. I greatly appreciate it!!

Your timing was amazing. I was just taking the pin you gave us and was placing it on my corkboard the very moment your message came across.

I look forward to chatting on Friday."

A few months later, when he was ready, Jason became a client.

Notice the difference between a generic networking call and an exchange of value between two professionals? And how excited he was to schedule a sales call?

Booking virtual coffees to find clients is like walking into a happy hour and proposing marriage. Most people at the bar aren’t looking for a relationship—they’re just unwinding after work. Trying to turn a casual hangout into something more gets awkward fast.

But the SODA method is like using an online dating app: everyone is there to find a match. Asking someone out isn’t weird, it’s expected.

So if you’re not booking enough meetings—or you’re exhausted from awkward virtual coffees—switch to SODA:

1. Look for a Signal
2. Do relevant Outreach
3. Discover a business problem, and only then
4. Advance to a meeting

Watch how the meeting misalignment disappears. You and your future client show up to the meeting for the same reason: to talk about their problem and your ideas for solving it.

Would you like frameworks like this in your email every Friday? Then subscribe to Weekly Nuggets in the box below.