Before someone becomes your customer, it's important to deliver value in every possible way you can before they ever buy from you! This is a great way when you are just startiing out to get new customers, especially to get your name out there. Sometimes I've had to do work for free, or at an extremely discounted rate to get my name out there, and because of this, I've never struggled to get new business because I've always made sure to over deliver on value, even before someone pays me!
Don't be afraid to give value without recieving in return. You are investing your value into the prospect of them becoming your customer, and be very open and transparent about this!
Say exactly what you want out of the business relationship up front! Don't be afraid to say "If this gives you value, maybe we can start to work on a more serious business relationship beyond just me doing work for free for you, and turn it into something that's paid!"
When you do this, and show the value you can offer, up front, if someone is a prospective customer, and they feel good about you, your product and your service - they will convert to a customer every time if it makes sense to them!
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