In Episode 31 of Two Pixels Off, hosts Mike Janda and Brad Hussey discuss a foundational pillar of successful freelancing: building trust with clients. Trust isn't just a "nice-to-have" in business—it's the glue that holds client relationships together and a key driver of long-term growth. Through personal anecdotes and actionable strategies, the hosts offer insights into creating strong, trust-based client relationships that can elevate your creative business.
Understanding the Role of Trust in Sales
Trust is at the heart of the sales process, and clients are more likely to choose and stick with freelancers they believe in. Mike and Brad emphasize that trust goes beyond delivering quality work—it’s about showing reliability, transparency, and a genuine commitment to meeting the client’s needs. Without trust, even the most talented creative entrepreneur may struggle to build a loyal client base.
Personal Interactions: The Cornerstone of Trust
Building trust starts with how you interact with clients. According to the hosts, every email, meeting, or casual conversation is an opportunity to foster connection. Simple habits—like actively listening to clients, promptly addressing concerns, and showing empathy—can significantly enhance trust. Brad Hussey shares how he uses small talk and personalized interactions to create a sense of familiarity, making clients feel valued as partners rather than transactions.
Key Tips:
Listen Actively: Show genuine interest in the client’s challenges and goals.
Communicate Clearly: Avoid jargon; instead, explain ideas in terms that resonate with the client.
Be Transparent: Clearly outline processes, timelines, and potential hurdles.
Trust-Building Through Generosity: The Power of Gifts
An unconventional yet effective strategy Mike and Brad highlight is giving thoughtful gifts. A small, meaningful token can demonstrate appreciation and leave a lasting impression. For example, sending a custom thank-you card or a branded item after a successful project shows you value the relationship beyond the paycheck. The hosts argue that these gestures humanize the business relationship, making clients more inclined to trust and refer you.
Leveraging Video Content to Foster Credibility
One of the standout strategies discussed is the use of video content. Video allows freelancers to showcase their expertise and personality in a way that written communication can’t. Whether it’s a brief video proposal, a project walkthrough, or a behind-the-scenes glimpse of your process, video content creates a sense of transparency and approachability that builds trust at scale.
Why Video Works:
Authenticity: Clients feel they’re interacting with a real person.
Clarity: Visual explanations can make complex concepts easier to understand.
Engagement: Video captures attention more effectively than text.
Building trust isn’t an overnight process; it requires consistency and genuine effort. By fostering personal connections, embracing transparency, and utilizing innovative tools like video and gifting, creative entrepreneurs can create strong client relationships that stand the test of time. Trust not only secures repeat business but also paves the way for referrals and larger opportunities.
If you’re a freelancer looking to grow your business, remember that trust is your most valuable currency. It’s the foundation upon which successful projects—and careers—are built.
About Two Pixels Off
Hosted by Brad Hussey and Michael Janda, Two Pixels Off is a podcast dedicated to helping creative entrepreneurs run successful businesses. The show covers everything from marketing and pricing to project execution and profitability, all aimed at empowering creative professionals.
If you’re interested in actionable advice for headline writing and other content strategies, tune into Two Pixels Off on your favorite podcast platform, or visit TwoPixelsOff.com for more episodes.