Just Help Them Put the Milk Away: How Small Projects Quickly Lead to Big Clients

Have you ever been putting groceries away one minute and then the next minute you find yourself cleaning out the entire refrigerator?

I mean like… you’re pulling things out of the depths of the abyss… things that you don’t even know what the heck they were when they first went in. You’ve got the drawers pulled out… the scrub brush in your hands and you’re on a mission!

Before long, your five-minute chore of putting the groceries away has turned into a two-hour-long excavation.

Fridges aren’t the only culprits. Closets are the same way. One minute you’re hanging up your coat. The next minute you have a full-blown spring-cleaning project on your hands — with everything strewn out all across the living room floor. And now there’s no turning back, baby!

Do you know what else is like that?

Corporate client projects.


About a year ago, I had someone write me a question on a webinar asking, “Isn’t it a bad idea to go for small projects first? What if you miss out on a big opportunity?”

Let me tell you. There are a lot of things you need to worry about in your business. This ain’t one of them.

The bigger the corporate client project, the harder everything becomes.

More people need to be involved in the decision-making and approval process.

More moving parts come into play with the project — which means the client has a lot more “to figure out” before they can move forward.

Bigger time commitments are needed from the client — so suddenly they can feel like it’s “too much to take on right now.”

Plus, the risk for the client — both financially and from a success perspective — gets a lot bigger, too.

Don’t get me wrong. Big projects can be great. But when you’re just getting to know a new client — or, more precisely, when they are just getting to know you — it’s a lot easier for them to start with something small…

Something that they can wrap their head around.

Something that doesn’t feel too overwhelming or too risky.

And something that isn’t going to require a lot of their time and effort on their part, given that they already have a lot on their plate.

But here’s the thing. Once they start working with you, it’s soooo easy for one thing to lead right into another. One minute they’re putting groceries away (small project), the next minute they’re buying a whole new refrigerator (big project).

They key to finding the “fast money” inside of companies is to identify that project that’s just going to help them put the milk away before it spoils. It has a clear scope. It’s urgent. It’s simple. They can start now.

Get that project — AND do a great job with it — and the bigger ones will fall into place before you know it.