Give something away for free, but do it tactically. Give something away for free in order to give potential clients an easier entry point into a trusting relationship with you and your company. This was one of the lessons that Jae Barclay of ejaeDesign learned once his company launched Create-ee, a training resource for ExpressionEngine. Potential students can take a one hour introductory EE class and sign up for paid classes later or even become clients of the design and development side of the house. We all know that a free sample is a lead generator, but free samples can also be tailored to bring in the most ideal types of clients.
In this podcast, Jae and I also talk about the nature of accident and risk and how these guide and shape a company and its approach to sales and business development. As a veteran of several design agencies, large and small, having worked on small to enterprise accounts, having sold and then regained his soul a few times, Jae shares invaluable insights into the nature of our work.