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4 steps to build a waiting list of high-intent dream clients
3 min. 25 sec.
Justin Hammond
January 20, 2026
Left: I picked up sticks in your lawn. Charlie - $15
Right: Pay me or I’ll put the sticks back in your lawn
Hey Boss!
Most businesses open their calendar and hope people book.
The strongest businesses do the opposite, they build demand first, then open availability.
A waiting list shifts the power dynamic. Instead of chasing clients, you create anticipation, filter for quality, and start conversations with people who are already warm.
Today, I’m breaking down 4 simple steps to build a waiting list of dream clients that actually converts. Let’s dive in.
GROWTH HACK
4 steps to build a waiting list of dream clients 🧲
Here’s how to attract the right people before you ever sell to them:
1. Define who the waitlist is for 🎯
A strong waitlist starts with clarity, not volume.
What to do:
Write a one-sentence description of your ideal client and their primary goal.
Call out who the waitlist is for directly on the signup page.
Exclude people who are not a good fit by stating requirements upfront.
2. Position the waitlist as early access ⏳
People join waitlists when there’s a clear benefit to doing so.
What to do:
Offer early access, priority booking, or a bonus only for waitlist members.
Explain exactly what they’ll get access to before anyone else.
Set expectations around when and how they’ll hear from you next.
3. Drive traffic intentionally 🚦
A waitlist doesn’t grow without direction.
What to do:
Promote the waitlist consistently in your content and emails.
Use specific CTAs like “Join the waitlist” instead of generic opt-ins.
Point interested conversations directly to the waitlist link.
4. Warm the list before opening 🔥
The real conversion happens before you sell.
What to do:
Send short, value-driven emails to educate and build trust.
Share behind-the-scenes updates on progress or availability.
Ask qualifying questions to identify your most motivated prospects.
SPEED IT UP WITH AI
Smart Ways to Save Time 🚀
AI can help you build and manage a high-quality waitlist faster:
Ask AI to help define and refine your ideal client description.
Use AI to write a clear waitlist landing page with strong positioning.
Have AI draft a short nurture sequence for people who join the waitlist.
Prompt AI to generate qualifying questions to segment your list before launch.
TWEET TREATS
Straight from the feed
Prioritize your growth, marketing, and development the same way you do for your clients to ensure long-term success.
LINK LOVE
Handy resources
Here are some resources to go deeper on waitlists and demand-building:
THAT'S A WRAP
Quick recap
A waiting list flips the script on selling. When you build anticipation and qualify interest upfront, selling becomes simpler, faster, and far more enjoyable.
So before you open your calendar again, ask yourself, what would change if clients were waiting for you instead?
As always, if you need help with anything, just reply to this email :)
~ Justin and the BLAB team
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