We frequently will do a free smaller project for someone we term a "center of influence." So, if we deem that doing work for this person could lead to many mor

We frequently will do a free smaller project for someone we term a "center of influence." So, if we deem that doing work for this person could lead to many more referrals and jobs in the future, we'll do a free project. Common example is putting an Ad Agency's website onto our CMS for free, so they can see our service and software, and then they will recommend us to clients in the future. We've had great success and got into bed with some of our biggest clients this way. Also, there's probably a little guilt on their end that after we completed something for them for free that they "owe" us business in the future.