Title

Let’s do a quick recap. We’ve talked about four ways to attract clients so far: curating a portfolio, writing case studies, teaching what you know, and showing initiative by providing value with no strings attached.

There’s one other source of potential clients to consider: word of mouth referrals. As you practice Value-Based Pricing, the number of potential clients coming to you from word of mouth and referrals is likely to increase. This is because the quality of the work you do is going to be higher, your relationships with clients will be better, and you’re going to be more visible in your industry.

As you practice Value-Based Pricing, the number of potential clients coming to you from word of mouth and referrals is likely to increase. This is because the quality of the work you do is going to be higher, your relationships with clients will be better, and you’re going to be more visible in your industry.

Title

At the conclusion of a project, it’s a good idea to ask your satisfied client to recommend you to people they know. Sometimes all it takes is asking. Stay in the forefront of their minds by following up in the future to ask how things are going. A simple, sincere gift or random gesture will keep you on their minds and that may be all it takes to get a new referral from them.

It’s common to feel a bit differently about potential clients that come to you through a referral. You might feel compelled to say yes more because you don’t want to disappoint the person who referred the client. It can feel like saying no to two people instead of one. While you might feel compelled to say yes out of a sense of loyalty, it’s important to treat every potential client, regardless of where they come from, exactly the same.

Each client needs to go through the same filtration, curation, and decision making processes that every other potential client goes through. All of these processes are in place for a reason and skipping some will result in problems. Even though you are grateful for the referral, you do not have any special obligations to referred clients. Remember that your yes is expensive.