Consultants should structure first client projects to deliver 10x returns: a $500-$900 assessment that generates $10,000 in immediate value. This early win builds trust and referrals, even if the client never becomes a retainer. Find the smallest, sharpest deliverable that proves your value.
Make your first engagement super valuable, 10 to 1 return on investment. I talk to people who have initial teaser engagements, like a $500, $900 thing, or some reason. I should say, and basically they get an assessment and they get the assessment, it's like a list of things that could be done, but there's some small things that could be done that would have immediate impact, that would drive a lot of value, drive a lot of reputation for the client. Do those first. Make it so that the client is spending $900 on you on the first engagement and they get back $10,000 in immediately realizable value. That is a better than 10-to-1 return on investment and they will come back for more. If you keep doing that, then even the customers that don't turn into new, that don't turn into new recurring customers will become references. They'll become sources of referrals and testimonials because of all the money they made. Find where that sharp end of the wedge is.
