I guess it's a bit different with me. I provide an actual item to my customers. I do floor plans for real estate agents and construction drawings for engineers and architects. So there's really nothing they can get from me, like advices, free of charge before being a paid customer. I have a set price that they seem to be happy with and nobody has yet asked me to lower. It's a fair fee that's comparable to my competitors.
I do take every opportunity to market myself when I speak to potential or existing customers. I also do small "favors" for customers. I've even had new customers ask for several business cards when I meet them at a property, so they can give it out to their peers, before they even see the product I will create for them. I think it's just how I speak and present myself to them.
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