As always, ready to share a remarkable chapter from my entrepreneurial journey.
Over the past year, I managed to double my income, and no, I didn’t stumble upon a pot of gold or invent a new social media platform. Instead, my secret weapon was a simple strategy grounded in providing extra value to my clients.
Intrigued? Stick around, and let’s unravel this together.
Before we dive in, let’s take a moment to define what we mean by ‘extra value.’ In the simplest terms, it means delivering more than your client expects. It’s about surprising them with additional benefits not part of the standard package.
So how does this work in practice? Glad you asked!
1. Provide Complimentary Advice
The first point in our strategy is to go beyond the call of duty and offer some extra advice after every interaction with your clients. Yes, that’s right, give it away for free. Now, I can hear some of you asking, “Saleh, why should we give away something we could charge for?”
Who doesn’t love a bonus, especially when it’s valuable? This gesture may seem small, but it sends a powerful message about your commitment to their success.
I recall a client, Sarah, who needed help to increase her online store’s visibility. During our project wrap-up call, I offered her some free advice on SEO strategies that could enhance her web traffic. Months later, she told me how that advice had significantly improved her website’s ranking. Needless to say, Sarah is now a loyal, repeat client.
2. Share Useful Resources and Materials
This is my personal favorite – sharing helpful resources and materials. When we say resources, what are we really talking about here? It could be anything from an insightful book that’s changed your perspective, an exciting webinar you’ve attended recently, a podcast that provides fantastic industry insights, or even a practical tool that could simplify their work.
For instance, I have a go-to list of resources that I’ve found incredibly valuable in my journey. And I make it a point to share them with my clients.
Remember the PDF you referenced during a call or that fantastic online resource you mentioned? Share it with your client. Don’t just stop at mentioning it. Go the extra mile and send them a copy or a link.
This not only makes you a source of valuable information but also positions you as someone willing to share your knowledge generously.
I have often shared design resources, like Canva, a user-friendly platform where clients can create visual content. Offering suggestions for free versions of such tools demonstrate your understanding of their needs and shows your dedication to providing cost-effective solutions.
Another area where you can provide value is by sharing industry-specific knowledge.
For example, if you’re a digital marketing consultant, you could share insights about the latest trends in the industry, case studies of successful campaigns, or data analytics tools that could help your client track their progress.
Similarly, if you’re in a technical role, share programming tools, platforms, and resources to help your clients better understand their projects. Again, it’s about giving them the tools to become more independent and informed about their business.
Moreover, sharing these resources doesn’t have to be a post-project activity. You can share them throughout the duration of the project, making the entire journey more informative and value-rich for your clients.
Now, let me tell you about a success story that I cherish. I worked with a client who was launching his startup a while back. Apart from providing the services he hired me for, I took the initiative to share some resources on effective business strategies, growth hacking, and lean startup methodologies. These were materials and knowledge pieces I’d accumulated over the years.
He later told me how those resources helped him navigate the challenges of starting a business and shaped his strategies. Today, his company thrives, and we’re still working on new projects. Moreover, he has referred numerous other clients to me, all because I took the time to share valuable resources and materials.
Sharing resources isn’t just about handing over a list of links or documents. It’s about sharing knowledge and experience tailored to your client’s needs and business. This approach does more than add value to your services; it builds stronger relationships and fosters a culture of learning and growth. So, don’t hold back. Instead, start sharing, and you’ll be amazed at the impact you can make!
3. Be Available for Additional Questions
Another thing that’s worked for me is offering to answer any extra questions. Sure, it takes some of your time. Still, it lets your clients know that you’re there for them, even after the project’s completed. I believe in the power of communication and ensuring that no question goes unanswered. This not only helps in resolving any possible confusion but also fosters a strong working relationship.
You might wonder, “Saleh, does this ‘extra value’ strategy really work?”
Well, let’s have a look at the numbers. Since I started this approach, I’ve had a return rate of almost 90%, with 80 out of 90 clients coming back for more within a year. The referrals have skyrocketed, and I’ve even added high-ticket coaching to my offerings. Of course, this didn’t happen overnight, but the results were worth the effort.
Now, let’s touch on the “Customer Lifetime Value” concept or CLTV.
This marketing concept focuses on the total revenue you can expect from a single customer over the length of their relationship with your business. Providing extra value increases the chances of turning a one-time client into a recurring revenue stream, thus increasing the CLTV.
To illustrate this, consider my client, Ahmed, who came to me for a small copywriting project. Impressed with the extra value I provided, he returned for additional projects and referred several colleagues my way. As a result, in the long run, the CLTV for Mark has been much higher than initially expected.
Our journey through the world of freelancing or entrepreneurship is full of challenges and rewards. Providing extra value is not just a strategy; it’s about leaving a positive imprint, one client at a time. So let’s not just focus on making a living but also on making a difference.
Before I wrap up, I want to you to ask yourself. What’s the ‘extra thing’ you do for your clients? Or, what’s the ‘extra thing’ you plan to start doing?
I’m genuinely interested in hearing your stories and ideas.
Until next time, remember success is not just about income,
but also about the impact we leave behind.
Now go out there, offer some free stuff, and create an unforgettable experience for your clients.
The more generous you are, the more you’ll receive.
-Saleh Alda
