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Why a Free Offer Can Unlock New Business
This week, I looked back on a powerful habit from last year—offering free strategy sessions to my existing clients. I’m not doing it right now (I’m too busy), but reflecting on how well it worked gave me a fresh appreciation for how impactful this habit can be.
What Worked Well
The response was incredible. I blocked off two days for sessions and filled them up immediately. Clients were eager to reconnect, ask questions, and talk through ideas. That one outreach email led to over $13,000 in business, and it strengthened relationships I value deeply.
Challenges: Too Much Interest All at Once
The biggest challenge? I underestimated the response. My calendar overflowed, and I found myself worn out after five meetings in one day. I learned quickly that I need to pace myself—four sessions per day is my sweet spot, and even then, I need breaks.
A Surprising Benefit: The Power of the Word “Free”
What surprised me most was how effective the word “free” was. Just including it in my email subject line got clients’ attention. It wasn’t salesy—it felt like a genuine offer to help. That kind of language builds trust.
Tools & Resources That Helped
- Calendly – I set up a separate scheduler just for these sessions and restricted the available dates: https://calendly.com
- Josh Hall Podcast – Lisa Williams’ episode on strategy sessions is full of actionable advice: https://youtu.be/y15hBrAdbyY?si=oCqRMv31WL2Y9hXA
- Audit Prep Workflow – I reviewed each client’s site the day before and sent a mini audit in advance
Lessons Learned
Clients appreciate attention—and they especially love a bonus. These sessions created meaningful conversations, and I saw firsthand how just one meeting can unlock new opportunities. But I also learned to roll out invites in batches, so I don’t overwhelm myself.
Moving Forward
I’ll likely offer free strategy sessions again—but I’ll be more strategic. I’ll limit them to a handful of clients at a time and track which sessions lead to new work. I might even aim to offer these quarterly, depending on my availability.
How You Can Implement This Habit
Start small. Choose five clients and invite them to a free 30-minute strategy call. Use Calendly to control your schedule. Prep a quick audit beforehand to add value. And most importantly—listen before you pitch. These sessions work best when clients feel heard, not sold to.
about the author
Cami MacNamara is a web designer and owner of WebCami LLC, a Seattle-based agency since 2002. She created Web Designer Habits to help web designers build smarter systems, stay productive, and run a business that works for them.