How to Turn One Client into Two

on October 3, 2011 in Marketing & PR

There is only one thing better than landing a new client – landing two new clients. Over the years, I have found several ways to turn one client into additional work in a relatively short period of time.

While these tips are not full-proof and may not work for you every time with every client, they are worth a try.

1. Ask for a referral. If a client likes what you are doing for them they won’t have any issue forwarding your information to others. However, you cannot always expect this to happen without a little push on your end. There is nothing wrong with asking, as long as you do so in a courteous manner.

2. Do good work. How simple is that? When you deliver high quality work on time your client is going to be ecstatic. In turn, they will refer you to others and use your services again in the future.

3. Use the completed project to find similar work in the same industry. Obviously, you don’t want to use a client’s work as a sample unless you have permission. Fortunately, most clients (in my experience, at least) don’t mind this as long as you do not attempt to resell the same exact piece.

By doing one or more of these things you will find it easier to grow your business. Soon enough, one client will turn into two and so on and so forth.

Don’t settle on simply gaining one new client. Instead, forge ahead and search for the next contract. It may be closer than you think.

Thanks for sharing!
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Chris is a full-time freelance writer based in Pittsburgh, Pennsylvania. He specializes in web content, sales copy, and many other forms of writing. Chris has two books in print, as well as hundreds of articles in local and nationwide publications.


  1. David Bowman October 3, 2011 Reply

    Good tips. I know because they work for us.

    I might re-order them. Good work comes first. Without that, the other two tips don’t matter. Referrals: If we have a client that sends (or will send) us work regularly, we let them know about our referral reward, a percentage off the next job. We don’t ask them to make referrals, however. We inform them of the opportunity and then let them “sell” our services to their colleagues. In this way, the referral bonus works like a commission. This is one of our most successful promotions strategies.

  2. Carol Tice October 4, 2011 Reply

    I’d add — pitch that client more projects and double your workload with them! I just did that with one client and create a second blog thread on a new topic. Bing! Hundreds of more dollars monthly without having to do any additional prospecting or time-consuming client relations work.

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