How I Generate 62% of My Marketing Earnings from Repeat Buyers
This 3-Phase 'After Service' formula keeps clients coming back.
I was confused the first time a client ghosted me after a completed project.
I'd spent hours researching their brand, delivered everything on time, and even threw in some free bonuses.
The payment cleared, I sent a polite "thank you for your business" message, and then...silence.
No feedback. No follow-up work.
I was back at square one, searching for my next client.
Fast forward five years: repeat clients now generate 62% of my earnings on gigs like website and landing page copywriting.
This change wasn't accidental.
It came from developing my "After Service Formula" to help turn one-time buyers into long-term partners.
And no… I don’t do this through manipulative upselling or pushy sales tactics.
I focus on a simple 3-phase approach to create so much value that clients naturally want to continue working together.
Whether you're just starting out or already established, the ‘After Service’ formula applies across any platform and industry.
Let’s get into it.
The Gold Mine Most Businesses Miss
Most marketers and businesses operate on a transactional model:
Land client
Complete project
Search for the next client
The problem? This approach IGNORES the most valuable asset in your business: the clients you've already impressed and built trust with.
When I focused on nurturing existing client relationships rather than constantly chasing new ones, my income stabilised and my stress levels plummeted.
The ‘After Service’ Formula: Breaking It Down
The formula consists of three phases, each designed to upgrade one-time buyers into advocates and repeat clients.
Phase 1: Exceeding Expectations at Delivery
The moment of delivery isn't the end of your service - it's the beginning of your relationship.
For example, when offering Facebook/Instagram ad copy services, I include two free bonuses with every order to help boost engagement and conversions.
Believe it or not, most of my clients forget about these bonuses. Why? Because they want the main deliverable.
This means when I deliver the ad copy (main deliverable) and include the free bonuses, there is a surprise-and-delight moment because I exceed their expectations.
This results in feedback like:
Exceeding expectations has led to projects totalling over $2,000 from clients just like this.
You can check out more reviews on my Fiverr profile.
Phase 2: The 72-Hour Follow-Up
This is where most marketers drop the ball entirely.
Three days after delivery, I always aim to touch base with the buyer to see:
How implementation is coming along
Provide any quick tips or insights related to their project
Open the door to questions about different services without being pushy
Here’s a new messaging template I’ve developed:
Phase 3: The Value-First Outreach
One month after order completion is a great point to reach out again - but not with a sales pitch.
Instead, share something specifically valuable to their business:
An article relevant to their industry
A new tool that could help their workflow
An observation about their competitor's strategy
For example, I may have seen that a competitor in their industry has launched a new marketing campaign.
I would then do one of the following:
Send screenshots of their marketing materials to the client with a brief explanation on how they can replicate this success.
Record a quick Loom video to break down what their competitor is doing well in their new campaigns and show the client where opportunities exist.
I have to ADMIT, I sometimes fall short in consistently implementing phase 3 of this approach and I need to improve.
That’s where using Fiverr’s message tagging system to track follow-ups is a great way to help me stay on top of things and be consistent.
Here’s a new tag I’ve created so I can keep up to date on phase 3 follow-ups at busy points throughout the year.
The Psychology Behind the Formula
The ‘After Service' formula works because it addresses fundamental human psychology:
RECIPROCITY: When you provide unexpected value, people naturally want to reciprocate.
CONSISTENCY: Once someone has worked with you, they're more likely to continue if you remove friction.
TRUST: Each positive interaction builds trust, making price less of a deciding factor.
Action Steps
Here's how to adapt this formula to your own business:
Create a simple "delivery enhancement" for your next project. What small extra could you include that delivers disproportionate value? Maybe it’s a bonus tool you recommend or an extra variation for a/b testing.
Set calendar reminders and use tracking systems for the 72-hour and 30-day follow-ups.
Start building a library of industry-specific resources you can share with clients. You can build a simple library on platforms like Notion or Google Drive.
The beauty of this system is its scalability.
As your client list grows, you can maintain these touchpoints through templates and systems while STILL providing personalised value.
Final Thoughts
Implementing the 3-Phase ‘After Service’ formula requires discipline.
It's easy to finish a project, collect payment, and move on.
I totally understand that the immediate dopamine hit of a completed project is a good feeling.
But the marketers and businesses who build sustainable, six-figure businesses aren't just chasing that next dopamine hit…
They're methodically building relationships that compound over time.
So my advice is to start with just ONE client. Apply the formula. Watch what happens. Then scale it across your entire client base.
Which phase of the ‘After Service’ formula resonated most with you? Drop a comment below - I read and respond to every message.
Until next time,
Sam
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