I'm a bit embarassed to say that I don't use contracts (oh dear...I hear the lecture coming already
) and here I'm the one going on and on about this and that....the truth is, because all of my clients are via referral I've never felt the need to have anyone sign one.
I *do* send along a document that lists my fees, invoicing structure/process, late payment info, services, in house programs, holidays, etc. etc. but I specifiy that it is not a contract. Perhaps this is going to get me in trouble later but I've always felt that since the new clients are friends or colleagues with my existing clients there's a bit of a failsafe in there.
However, I will say that when we build a website for someone, or when we run an
SEO campaign their invoices serve as a kind of contract specifying dates, times, and payment policies *again* so my clients are inundated with reminders of what my policies are every other Friday (I invoice via Paypal every two weeks).
From the top - when I'm introduced to a new client I offer them a phone consultation and will set up a time to call them. Some clients are cool with just conversing via email but I think I've talked to every one of my current clients by phone at least once at this point...
Once I've answered any questions they have I ask a few of my own - I always want to learn as much as I possibly can from the start about their business, their goals, the way they like to work, etc.
I think they really appreciate my interest as well...and the more I understand about their business the more I can put myself in tune with what they need and in what ways I can best help drive them toward success.
I can't tell you how many websites or other services I've sold to people just in the course of that initial conversation when I find out they're struggling with this or that issue in their home office, business life, or online and explain how I can *fix* it for them in X number of days, or hours
After the initial conversation I used to get straight into work but have recently switched to requiring a deposit. I hold the deposit until the new client has 'good credit' (ie - has paid 6 months or so worth of invoices without any issues, etc.)
I always send a thank you gift to the client who referred the new client. Clients who have referred numerous clients rec'v quite substantial thanks
(the most recent was a color printer/fax/copier with reams of professional paper - but I've sent everything from makeup to bath salts and creams to flowers and magazine subscriptions....it depends on the client's interests, personality, and my relationship with them.)
And then I create a little file on my hard drive and in my
online document library (which my husband created for me after my computer died and I was terrified I'd lose everything...fortunately he saved the day,the data AND he built me the doclib so I'd have a secure backup online) and voila!
Contracts...
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