Wow! I honestly can’t believe it’s been three years since I first started Martha Wood Marketing.
I remember getting to a point in employment where I felt ready for the next step. I’d applied for a few jobs, even interviewed for a Marketing Manager role, and looking back now, I’m so glad it didn’t work out. I’ve never been particularly interested in managing people. I’ve always been a grafter. I love getting stuck in and seeing things through from start to finish.
When I first thought about going freelance, I could never have imagined ending up where I am today. Each year has been completely different, building a business from scratch has been full of highs, lows and some big old learning curves.
So today, to mark this milestone, I want to share a few reflections from my first three years in business – from finding my freedom, to grafting hard, to finally finding my groove.
Are you ready to hear the truth about building a business from scratch?
Year 1 – Freedom & Finding My Feet
That first year felt of building my business from scratch was full of excitement. I was enjoying the freedom of being self-employed, while also finding my feet in a completely new way of working.
I didn’t go straight from full-time employment into running my business. Instead, I took on a part-time job cleaning at a local hotel two days a week. I knew it would cover my bills, and there’d always be extra hours if things didn’t go to plan. It was actually a great balance – doing a physical job gave me loads of thinking time, and the flexibility to focus on developing my business when I wasn’t there.
As it turned out, I only stayed in that job a few months. When I wasn’t there I spent time putting together my marketing strategy, building my website, sharing consistently on social media, putting my processes and systems in place and testing different software. After a few months of working on things and sharing what I was doing with the world, I had enough retainer clients to cover my bills without the cleaning job.
That’s when I decided it was time to go all in.
Those first six months were a whirlwind. I’d left one job, started another, and was building my business up behind the scenes learning as I went along – all while navigating some hefty personal challenges.
By Christmas and New Year, I needed an opportunity to pause and reflect. I took stock of everything I’d done so far, looked at where my enquiries were coming from, what I was enjoying most, and what I wanted to focus on in the new year.
Here’s what I learned:
- Word of mouth was powerful – most of my early work came from personal connections. Friends of friends and people I’d met through previous jobs. Networking and meeting people in person became a top priority for me from here on in – not only for building new connections but also for support from other business owners who were further along in their journey than me. I loved soaking up the experience of others and was given some advice early on to try and meet a new person each week for a coffee or through networking.
- LinkedIn and Instagram were working well for me – they were where most online enquiries came from, so I decided to focus on these channels. I started building a personal brand and sharing authentic content to connect with people in a more meaningful way. Looking back, it’s been one of the best things for establishing myself and becoming more visible in my local area. Along with in person networking, building a personal brand still remains one of my biggest marketing tactics to date.
- From each enquiry I’ve learnt something new. It was obvious very early on that Social Media Marketing and Website support services were in demand – I invested time into building my skills and knowledge in those areas whilst building my business from scratch.
Year 2 – Building My Business From Scratch Took Pure Graft
After building a great roster of retainer clients, I found myself deep in the work – delivering results, refining my services, and trying to develop better ways of working behind the scenes. That phrase, “work on the business, not just in the business,” really hit home. But in those early days, I needed to do both. That’s the reality for most small business owners.
It was hard graft. There were plenty of long days and late nights as I tried to build the kind of business I’d been dreaming of. I felt the pressure to deliver for every client, to go above and beyond and to keep learning – reading, listening to podcasts, digging into industry insights – all while continuing to grow my local network and streamline how I worked.
Two words spring to mind – exhausting and exhilarating. I loved the work, but I knew it wasn’t sustainable long term.
Eventually, I realised I needed support. But I didn’t want to manage a team – I still loved the doing, and I wanted to remain the key point of contact for my clients. So instead, I chose to outsource some of the day-to-day admin to a Virtual Assistant. It was a brilliant decision. It relieved some of the pressure and gave me the space to keep delivering quality work while starting to explore new projects and ideas.
Here’s what I learned:
- Running and growing a business takes serious graft. I’ve never been afraid of hard work, but I realised quickly that doing everything myself wasn’t sustainable. Outsourcing admin and finance tasks helped free up more time and energy for the strategic work I love most.
- Outsourcing is a leap, even when you are the outsourced help. As a freelancer, I know how valuable external support can be – but that didn’t stop me hesitating. It’s so important to find the right people. Don’t rush. Don’t go with the cheapest or the first. Take your time, get to know someone and make sure you’re aligned. When it’s just you and them, you need to be on the same page.
- Smooth processes behind the scenes makes everything easier. One of my big priorities for Year 2 was tightening up operations – from onboarding to client communication. Streamlining my customer journey meant I could deliver a better service and free up headspace.
Year 3 – Finding My Groove
By year three, things started to feel more settled. I had a great few years of results, strong testimonials and solid case studies under my belt, and my confidence – both in my abilities and in myself – had grown massively.
That’s not to say it was all smooth sailing. Like many women in business, I’d faced challenges around asserting authority, setting boundaries and feeling comfortable taking up space. But I realised that improving these things wasn’t just about protecting my energy – it was about building a business that truly worked for me and served my clients better too.
One big turning point came after spending around 16 months working with a particular client. I’d helped them achieve some incredible results and hadn’t raised my prices in that time. But gradually, raised expectations started creeping in and daily requests through multiple channels were coming in to the tune of – “Can you just do this?” “We need this by tomorrow.” “Can’t you just quickly sort this?” “It’s only a 5 minute job” – It became too much.
Eventually, I made the difficult decision to let them go. I was respectful and professional, but their response was unexpectedly upsetting. Despite all the energy and value I’d poured into the partnership, their reaction made it clear that boundaries really do matter. It was a tough lesson – but one that taught me to toughen up and back myself more from the beginning.
Pulling on my big girl pants and setting clear boundaries has felt uncomfortable at times, but it’s been crucial for building the kind of business (and life) I actually want.
I’m proud of what I’ve achieved– not just the work I’ve delivered, but the personal growth along the way. I’ve worked with so many brilliant small business owners who inspire me every day, and this year especially, I’ve felt deeply grateful for the life I’ve created and the results I’ve been able to help people achieve. I can’t wait to see where I’ll be in another three years!
Here’s what I’ve learned:
- You don’t owe anyone more than what you’ve agreed and what they’re paying for. In service-based businesses, it’s easy to fall into the trap of over-delivering. But when you consistently go above and beyond without boundaries or compensation, you’re signalling that you don’t value your time and that ultimately helps no one.
- Review and raise your rates when needed. If you’re constantly investing in your skills, staying on top of trends and delivering real value, you should feel confident charging accordingly. Price reflects not just your time, but your expertise and commitment.
- Keep nurturing your network. Meet new people, treasure reciprocal connections and surround yourself with trusted business besties. Some of my best opportunities still come through word of mouth and referrals – all helped by the personal brand I’ve built on LinkedIn and Instagram.
- Stay true to your values. Always!
Key Lessons From Building My Business From Scratch
(and a note for anyone just starting out)
Three years in, if there’s one thing I’ve learned, it’s that building my business from scratch is as much about personal growth as it is professional. The learning never stops – and while it’s not always easy, it is always worth it.
Here are a few of the biggest lessons that have stuck with me:
- There’s no one-size-fits-all route to success. You don’t need to follow someone else’s blueprint. What matters most is building something that works for you. Your energy, your values, your goals.
- Boundaries are an act of self-respect. Whether it’s your time, your pricing, or your communication – be clear, be kind and don’t be afraid to stick to them. It makes you a better service provider in the long run.
- Consistency beats perfection. Whether you’re building a brand, learning a new skill or showing up online, just keep going. Small steps, done often, make the biggest impact.
- You grow with your business. You’ll figure things out as you go. You’ll make mistakes and change your mind. That’s part of it. Give yourself the grace to evolve.
If you’re in the early stages of your own business or feeling a bit stuck or burnt out, think about what and who could really help you right now. I have a fantastic business consultant Karen Bentley-Brown of Future Fixers who I had regular one to one’s with in the early days. I now attend monthly peer support sessions with DSB Coaching. External support is a huge benefit – having others who are more experienced available to talk through ideas, challenges and strategy has helped me to make sure I’m on the right track!
I also offer 1:1 consultancy, mentoring and training workshops to support small business owners with their Marketing. So don’t be afraid to reach out if you need help.
What’s next for my small business?
Over the past year, I’ve been working on practising what I preach when it comes to my own marketing. From growing my Three T’s monthly newsletter, to developing my blog, hosting training workshops and offering marketing consultancy for small business owners.
The year ahead already feels like it’s going to be full of collaborations and there are some exciting projects in the pipeline (you’ll have to follow along on social media for those updates!).
It’s a joy to offer a varied mix of services, and having worked with so many brilliant business owners, I have a much deeper understanding of the kind of support that really makes a difference.
To everyone who’s been part of my journey so far, thank you. Whether you’ve worked with me, referred me, shared my posts or cheered me on behind the scenes, it means the world.
I can’t wait to see what the next three years bring!
Want to keep in the loop?
Sign up to my monthly Three T’s Marketing Newsletter – it’s full of tips, tools and takeaways to help with marketing your small business.
Read more on my Marketing blog – I update my blog monthly and often add free downloads to help business owners get a foot up with their marketing including a social media calendar and planner and my essential marketing toolkit!
Follow me on social media. I keep my Instagram, Facebook and LinkedIn channels regularly updated with good news, what’s happening and various personal and professional stories. Let’s connect and keep in touch.
