Finding and onboarding new clients can be extremely time consuming. So wouldn't it be better to turn clients you already have into ongoing work?

I chat with Jarrod Drysdale of Studio Fellow on how he uses retainers to turn one-time projects into ongoing engagements. And what retainers are (and aren't) in the first place.

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Jared shares with us:

• The Benefits of Adding Retainers: Retainers can create a much smoother income stream and ultimately mean far less time spent searching for new clients.

• What Retainers Are: Jarred explains his retainer structure, when to introduce a retainer, and what that could look like (using a designer as an example).

• How to Transition from Single Project to Retainer: Don't start at the retainer! You want to make sure that this is a good relationship first. Then examine the client's goals with them, position yourself as the person that can help them reach their goals, and you've got the foundation for a retainer.

• What to Deliver Through Retainers: We discuss what types of work make sense for a retainer, and the importance of delivering something meaningful to the client and which you want to be doing. A retainer filled with low-level maintenance tasks won't bring much value to either side.

• How to Price and Create Value in Retainers: Jarrod discusses how to come up with pricing for your retainer, and how to deliver extra value beyond hours by for example including a monthly report (as he learned from Brennan Dunn).

• How to Build Long Lasting Client Relationships: The ultimate goal is to keep that client and build a longer and more profitable relationship. We discuss positioning yourself as the expert, educating your clients, and building that critical trust.

Recommended Resources:

• Double Your Freelancing Rate by Brennan Dunn
• How to Offer Retainers Article by Jarrod Drysdale

Find Jarred Online:

• TheTinyDesigner: Jarred's Free Email Course
• Twitter: @StudioFellow