Scott Johnson: “When you get started consulting you will quickly find that customers want references. This is central to your overall marketing effort so when you get that first customer who agrees to pay you $$$ for something then go all out to make them happy. Even if you lose money it’s still worth it. When I got back to consulting this time around I went all out for my first client and that’s what you need to do. Once you have a happy customer, you can use them for a reference, get additional work from them, get a retainer relationship with them, use them to help get you additional work from referrals, etc.”
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