Articles
Blogs
Kits
ForumsMost businesses have one. A bread-and-butter client is one who makes up a large portion of your business. Its not entirely uncommon for some businesses to have a bread and butter client that generates 50% of your work. When I first started out back when I was 17, my mother introduced me to one of her art students who was looking for someone to fix her computer. I went out to her place for the first time and after that, this person became my bread-and-butter client.
Now days, even though the percentage of my work she represents to my business has lowered. I still go out there about 2 times a month for all sorts of things. It may be setting up a new printer or showing her how to put her digital camera pictures on her computer. Whatever it is I often go out of my way to look after her.
The best way to look after a bread and butter client is to under-promise and over-deliver, especially in regards to turnaround time. I also often shave off a few dollars here and there and I make sure she knows I am doing so. Although I do loose a little income at the time, she always knows I am looking after her which turns into more income as she wouldn’t dream of using anyone else.
For any client that I have ongoing work with, I’ll occasionally drop in if I am in the area to fix small things for no charge. I don’t ever regret not charging either. If you look after your bread and butter client who provides you continuous work, the occasional angry client doesn’t really matter as much.
Anyone else here get started on a single bread and butter client? If so, whats your story?
Nice post, I like the “Under-promise and over-deliver” statement.
Jamie
Me too, excellent way of putting it. I have done these exact type things and it has made a world of difference for me. It has also brought me new bread and butter clients in as well.
I also have one of those bread and butter clients you speak of. Like you said sometimes I do little things for free just to build the relationship. This client has most likely brought me more business than my advertising.
Gunslinger, my bread and butter client has done the same. She’s referred me to about 6 other clients I see regularly. Those clients are also high quality clients, the type who want large amounts of work done and don’t really care about the cost. Shaving off a few dollars here and there and make your thousands
We have several “bread and butter” clients and we’re always looking for a few more! Yes, the freebies are always appreciated and they are usually looking for some way to make it up as they (often, not always) feel more obligated to being loyal and calling again. Right about the time they’re looking for a way to “make it up” to us… I’ll mention our referral program. Refer some # of clients (used to be 10, now 5) and we’ll take a percentage off of your next service or provide free service depending on the value of the referred business.
Gotta tell ya… it’s the most fun ever have to get the calls where they need help and I feel they are due for a no charge service call. They can’t believe it.
Gotta watch it though… they don’t mind that clock ticking by when they’re not paying by the hour!