If you find yourself winning one-off projects that don’t provide repeat work, it can cost a great deal of time and effort to find a steady supply of new clients. So your focus should be on keeping a small pool of clients who you work for on a regular basis. Here are some pointers on how to keep your clients coming back for more.
- Make sure you make yourself indispensable
- Always do a brilliant job
- Become part of the team
- Never miss deadlines
- Come up with good ideas
- Show you’re prepared to be flexible – ongoing repeat work is worth the occasional weekend working
- Make yourself available at short notice
- Remember that the client is always right.
Sometimes you can do all those eight things brilliantly but you still lose a regular client – because it’s through no fault of your own.
About four years ago, I lost two of my biggest clients for the following reasons. In one instance, my contact left and the replacement decided to bring all the work in-house. In the other instance, my contact left and the replacement brought his suppliers with him. In both cases, my old client contacts went to big corporates with rostered agencies that didn’t deal with freelancers.
What’s your strategy for keeping clients happy?