by Tamara Baranova, Power Networker on 19-Mar-09 11:02pm
1. Give to Get
The most effective way to attract clients is to share your expertise. Go to networking meetings and rather than asking people for business, see how you can give them something. For instance, ask for their email to send them a useful contact, a website you’ve seen, or a useful report you have written. This brings people into relationship with you, which opens the possibility of them doing business with you some time later.
2. Build an email database
Building a contact database could be the most useful thing you ever do for your business. When you take someone’s card, ask permission to put them on your list for tips by email on your topic of expertise. You can then send occasional messages sharing more of your expertise which keeps you in the front of their mind. If someone needs your services 6 months from now, the chance of someone remembering you is nearly zero unless you are reminding them about yourself. You can also send a message when you have a new offering you want to promote.
3. Develop your network
Network is your channel to market, your means of distribution, or intermediaries who can get you work. Start using other people’s clients. Use networking events to find someone who offers a complementary service to your niche market and ask to do something for them for free – write some tips for their email newsletter or speak in front of their audience at a workshop. Then give a plug for your own services at the end.
4. Nothing sells like passion
Do you really love what you’re doing? People can tell if not. If you’re ambivalent about the services or products you’ve chosen to promote, you won’t sell. Build your career around the things you enjoy and are naturally good at. Are you overloaded? If some part of you actually doesn’t want the work because you won’t enjoy it or won’t be able to cope with it, you won’t get the work. Make sure you’re looking after yourself as a business owner and free up time by delegating/outsourcing the work you don’t like, such as book-keeping or administration, to a Virtual Assistant (http://www.tjconsulting.co.uk/services.html).
5. Solve problems
Build a business that solves the problems that are at the top of your target clients’ list of concerns. This means that they will have a pressing need for your services. Convincing a client they should buy from you is enough of a challenge without having to convince them they need what you’re offering in the first place! If you don’t know what your clients’ problems are, ask. Then start all your pitches and marketing materials by naming the problem you solve.
6. Look for opportunities for free PR
Look out for opportunities to get interviewed by, or write for, newspapers. Seek out journalists at networking events. You’ll need an angle to make it interesting. How are you different? For newspapers and magazines, it helps to have a reason that your story is relevant at this point in time.
7. Change your negative beliefs about selling
Finally, if you have a pattern of not making the income you need, check whether you have some limiting beliefs about money. Who do you think of when you think of rich people? Is it someone you like and admire? If not, choose an icon of wealth you do respect. It’s difficult to become something you don’t like! Also, if you think selling is tacky, it’s time to get over it. If you do good work, then you are helping people by doing more of it. Don’t be afraid to sing your own praises.
Tamara Baranova
TJ Consulting – your Virtual PA
www.tjconsulting.co.uk
Posted by denismccarthy 
Posted by denismccarthy 