Do you do “post-project reviews”?

Not necessarily anything fancy, just giving some time for free to your clients after your work with them has finished to come back and review how that work went.

Done right, they can be both a great source of feedback and also a brilliant source of new work.

“Done right” means that you don't just focus on the work you did. That's important and feedback on it will be useful to you.

But far more useful to your client is to discuss what they need to do next.

What did they learn from your work together that they should apply to new projects?

What are the key barriers they're currently facing to continuing to make progress?

What's their vision for what comes next?

Not only are the answers to these questions helpful to your client, they also “tee up” the opportunity for you to talk about working together again.

What could be more natural after they've just talked about the barriers they face and their vision for the future than to talk about how you might be able to help them with that.

It's often difficult to get into a sales discussion without it feeling stilted. But in this case it's the most natural thing in the world.

So make sure you take advantage of it and get those meetings scheduled for every piece fo work you do.