Short answer: To pitch a retainer, show the client that ongoing work will keep driving the result they already value, then package it as a simple monthly arrangement. The best time is after you have delivered a win, so the value is clear. Frame the retainer around continued results and peace of mind, not just more hours. Make the scope and price clear, and keep it easy to start and to adjust.
Why retainers work for both sides
A retainer gives you steady income and the client ongoing support without re hiring each time. Many results, like marketing or maintenance, need continuous work, so a retainer fits naturally once the client sees the value.
When to pitch it
- After you deliver a clear win.
- When the work clearly benefits from continuity.
- When the client is happy and engaged.
How to frame the offer
- Tie it to keeping and growing the result.
- Define what is included each month.
- Set a clear monthly price.
- Make it easy to start and to review later.
Keep the scope clear
A vague retainer leads to scope creep and frustration. Spell out what the client gets each month so both sides know the boundaries. Clear scope protects the relationship and your time.
Frequently asked questions
Q: When is the best time to pitch a retainer?
A: After a clear win, when the client already values your work.
Q: What should a retainer include?
A: A defined set of work or hours each month, with clear boundaries.
Q: How do I price it?
A: Base it on the ongoing value and the work involved, with a clear monthly number.
Q: What if they are not ready?
A: Keep delivering value and revisit later. Do not force it.
Q: Can retainers be adjusted?
A: Yes. Review them periodically so they stay fair as needs change.
Next step
Grow accounts further with how to land high ticket clients and keep them happy with client referrals. More at the courses.
