When you’re just starting out, focus on what customers care about most. Next, make sure to set realistic expectations and then exceed them, preferably in helpful and unexpected ways.
Q: I’ve established a residential design firm here in Canada, and while I’ve completed some very small jobs for clients, word-of-mouth advertising does not seem to be creating many potential clients. Lately the jobs are few and far between. Potential leads seem hesitant to pay for the services that my competitors and I provide, and often just choose the cheapest option (which limits the best possible outcome for them).