Want More Clients?

Start With the Ones You Have

“We're just thrilled with the result."

They're the magic words we all love to hear: praise from a happy client.

Successful businesses are built on that stuff!

Our happiest clients aren’t just evidence that we’ve done good work. They can become some of the most credible and influential advocates our businesses will ever have.

Last week I completed a partial installation for a MR. MITCHELL Interior Design Project in the leafy Melbourne eastern suburb of Mont Albert. It's not a huge project, but for me, it's everything that I love about being a designer.

That is, working with a trusting client who has reasonable expectations around cost and timeframes, and who's drawn to quality, classic pieces over what's purely in fashion at that moment. I also got to work with local manufacturers whom I adore, and got to flex my design muscles through some pretty nifty customisation.

I received a phone call the day after the install, partially expecting to hear about some sort of fault or defect (hello, trauma response!), but instead received heartfelt glowing praise for the work completed to date. It blew me away and had me floating on a cloud for the rest of the day.

I followed up with an email thanking the client for taking the time to share their joy, and (perhaps somewhat cheekily) asking for him to "put his feelings in writing". This is a snippet of what I got:

"We originally selected Andrew based on the quality of his previous work,

but little did we know of the quality of the man himself; always punctual, professional and exacting on the brief.  

Andrew took the time to understand our requirements; the finish we desired,

the functionality we needed and the budget at our disposal. 

His guidance could not be faulted, and we're just thrilled with the result."

Mont Albert Client

Mont Albert Project by MR. MITCHELL (3D Render)

Now, I'm serious when I say that businesses are built on this stuff. Think about the last time you chose a service provider, especially for something expensive. If they didn’t come as a referral (the best place to find someone), you probably did some research online. Google Reviews, website testimonials, or perhaps by asking AI.

As a coach, I often work with designers focusing all of their energy on attracting that mystical “unicorn” client, mainly through Instagram posts that scream “pick me!”. But in our pursuit of new followers, fresh leads and that elusive perfect client, we can easily overlook the people who already know, trust and value what we do.

Our existing clients have experienced far more than the finished photographs. They know how we communicate, how we solve problems, how we manage the details and how we make them feel throughout the process. When they’re genuinely happy, their words carry a level of credibility that no beautifully curated Instagram post can replicate.

That doesn’t mean we should treat our clients as marketing opportunities or suddenly appear at handover with a list of favours. Advocacy needs to be earned, nurtured and approached with genuine care.

Here are five ways we can maximise our existing client relationships, strengthen their connection to our business and allow great experiences to lead naturally to new work.

1. Ask For Testimonials At The Right Moment

Most requests for a testimonial are made at the end of a project, which is the standard approach for most businesses. However, we don't need to wait until after the handover to ask for some thoughtful words of praise.

The testimonial above didn't come from my Mont Albert client at the end of the project, they came after a significant milestone, when he was super excited.

• Don’t assume testimonials need to wait until project completion.

• Capture feedback when the client’s excitement is at its peak.

• Listen for spontaneous praise during key project milestones.

• Make the request simple, timely and easy to respond to.

• Ask while the experience and emotions are still fresh.

Products from Mud Australia

2. Create A Referral Program

Make it easy for your clients to put you forward to their friends and colleagues. Consider incentivising them, and more importantly, set up a structure/process to thank them for their referral.

When a MR. MITCHELL client refers me, and the lead becomes a confirmed project, I gift them a voucher to Mud Australia, which feels very "on brand" for me and my business values.

• Give clients a clear reason to recommend your business.

• Choose a reward that aligns with your brand and values.

• Make the referral process simple and easy to understand.

• Position the reward as a thoughtful thank-you, not a sales incentive.

• Remember that referred leads arrive with an existing level of trust.

3. Celebrate The Completed Project

Photography is important, but purely focusing on the perfectly Instagram-able image can mean you're missing other opportunities.

Most commercial clients will have a formal launch party, but residential clients can also be excited to show off their new space/home.

• Offer to host a small party (with the client’s permission) and ask the client to invite friends, family, neighbours and relevant project collaborators.

• Use the celebration as an opportunity to show off your work in person.

• Keep the event relaxed, generous and free from hard selling.

• Let the client’s enthusiasm and the quality of the work lead the conversation.

Ashburton Project by MR. MITCHELL Interiors. Photography Andrew Wuttke.

4. Stay In Touch

It's easy to focus forwards to the next shiny opportunity, and forget to keep coming back to the relationships that are already established.

Many of my past MR. MITCHELL clients have become friends. These are "friends with benefits" of the best variety! Not only do I get to continue enjoying the relationships forged over years of successful work collaborations, these friends become trusted advocates for you and your business.

My Ashburton clients have become very close friends, and I've been fortunate to enjoy many special moments sitting at the island bench in the beautiful kitchen I designed for them, shown in the image above.

• Treat handover as the next stage of the relationship, not the end.

• Check in at meaningful intervals after project completion.

• Remember personal milestones, birthdays and move-in anniversaries.

• Share relevant recommendations, invitations or information thoughtfully.

• Keep communication personal rather than relying only on generic marketing.

5. Give Clients Something To Shout About

It sounds obvious, but doing your job well is the best way to ensure future referrals.

During the project, the way you handle problems/challenges can elevate you to the stratosphere if done well. These problems literally give clients something to shout about, in a positive way.

Did everything go perfectly with my Ashburton Project? Absolutely not! We had massive issues with some of the trades (with the cabinet maker having a breakdown mid-project), but the way I managed the challenges deepened the trust my lovely clients had for me.

And most importantly, don't disappear after the project is handed over. See things through to the end, as that's the lasting impression your clients will have of you and your team.

• Do your job well. Deliver what was promised, when it was promised.

• Communicate clearly when problems or delays arise.

• Treat mistakes and challenges as opportunities to build trust.

• Follow every detail through to completion, including defects and loose ends.

• Exceed expectations through care, accountability and follow-through.

The truth is, our clients don’t become advocates because we ask them to. They become advocates because we’ve given them an experience worth talking (or shouting) about.

That experience is built across the entire relationship: through the promises we keep, the way we communicate, how we respond when things go wrong, and whether we continue to care once the project is complete. When we do that well, testimonials, referrals and new introductions don’t feel forced. They become the natural outcome backed by trust.

So, before you put all your energy into finding your next client, take a closer look at the relationships you’ve already built. There may be far more opportunity sitting there than you realise.

Think of one past client you genuinely enjoyed working with. When did you last check in with them? Perhaps today is the day to send that message?

As a practising interior designer, I understand the realities of building a business while also managing clients, projects, deadlines and the inevitable challenges that come with the work. At TDC, I help interior designers develop practical strategies to attract better clients, strengthen their client relationships and build businesses that feel more confident, organised and profitable.

If you’d like to talk about where your business development is currently getting stuck, book a complimentary Discovery Call. We can have an honest conversation about what’s happening in your business and where you may need greater clarity, structure or support.

Cheers,

Andrew