We all want repeated business, but sometimes it happens you deliver a project, and you never hear from that person ever again, although you know you worked hard, and your work is quality. Repeated business is critical to your success as a freelancer.

If you’re serious about making a living from your freelancing activities maybe you should try to get your customers to think of you when they want to get things done. As it’s a lot more work trying to find new clients, than keeping the ones your already have.

How can you do this?

• Be a great conversationalist
• Make yourself available to your clients
• Meet or beat your deadline
• Provide your clients with more than just the basics
• Work with people in other fields
• Expand your contact list

Build A Relationship and Understand Your Customer’s Needs

We all love personalized service, and we hate being “just another number“. Your clients are just like you. Being a great conversationalist will help you build your client’s base, and people will like the fact you pay attention to details that are not necessarily related to your work or to the project.

We all like to talk about ourselves, so let your customers talk about themselves, ask questions unrelated to the project, get to know them personally. This way you will have a much better idea of who you are doing business with.

Make Yourself Available

Of course, when your client is on the other side of the globe, it’s not easy to communicate and be available, but that is somewhat understandable. On the other hand, if you’re working with people in your area, it makes things much easier. If you have a website where you offer services or products, make sure you have a contact page, and maybe add your phone number and your street address, if necessary.

Make sure your clients can get to you in a reasonable amount of time. Who wants to do business with someone that is taking weeks to reply?

Deadlines - Be Realistic

With deadlines and schedules, you have 3 options, you can either:

• Meet your deadline - You’re right on time
• Beat your deadline - Happy customers, and more time on your hands
• Miss your deadline - Sleepless nights and angry customers

Needless to say you want to either meet or beat your deadline. Remember: Early is on time, on time is late. And “late” won’t make people want to work with you again.

Cross-Selling and Value

Whether you offer web-design services, or you’re a freelance photographer, it doesn’t matter. You can always give more to your customers, have different packages (basic, gold, premium). Let your customers know you’re not only a web-designer, but you’re also a freelance writer, a marketing specialist, and a networking guru.

If your client has no idea you’re a freelance writer, and he’s looking for one, chances are he won’t call you. Let your client know how many tricks you have in your bag.

The Right Friends - Contact List

Whatever your field of expertise is, you probably know people who are not working in the same field as you (e.g.: you’re a web-designer, your client needs pro pictures, and you happen to know a really good freelance photographer).

Build trust between you and your customers, keep in touch (mailing list, Christmas cards), and they’ll be more inclined to do business with you again, or with someone you recommend them later on. And if you recommend a friend to one of your clients, maybe that friend will return the favor eventually. Win-win.