 |
Start Making Real Money: Get Better Known by Clients and Colleagues
Author: Pat Wiklund  | Posted: 22-09-2007 | Comments: 0 | Views: 4 | Rating: (50)  (?) 
 Recently I had the opportunity to meet a one-person business owner who "commanded" high fees, was held in great regard by his colleagues and peers, but wasn't making the money his skills and reputation would have warranted.
The clues were evident: too quick to come way down on his fees, taking work outside his primary skill area, being cranky with his low fee clients who didn't understand or appreciate his skills and contributions, not going to his professional association because the meeting costs were too high, not following through with former clients because he hadn't done anything worth sharing with them, his minimal web site hadn't been updated in ages and didn't have much copy that would sell anyone anything, the list could go on and on.
In short, he was selling himself short, just to get work, and then getting resentful of the work he had, and the clients he was working with.
Of course this doesn't have much to do with you, right? (It did with me for much too long!)
Just in case, let's use him, I'll call him Mike, as an example of what he could do to turn around his business and quickly start making real money.
I suggested Mike could do three simple things to turn his business around: be better known and connected with potential clients and colleagues, build a web site that helped sell him and his services, and develop a system for keeping in touch with former clients, or prospects that hadn't used him, but were interested in his work.
Get Better Known By Clients and Colleagues:
The classic marketing methods most one-person professional services business owners use to get better known are speaking to service groups or associations, writing articles or position papers, and networking.
As you might guess, Mike had quick objections to all of these. He compared networking with trying to break into the dating scene in high school.
Many of us feel the same way. It's hard to meet a group of strangers, say your spiel, listen to theirs, and then find another group of strangers and repeat the process.
Instead of traditional networking, I suggested Mike focus on getting better known by two groups of people: potential clients and colleagues.
He needed to join an organization where his potential, full fee clients would hang out. Then, he needed to not only to show up at the meetings, but get involved.
Mike, like many professionals, was really a pretty shy guy. Meeting lots of strangers and making small talk wasn't his primary skill area. To give him a "commanded" space in the organization, he needed a defined role, a reason for being there. So, he joined a committee and volunteered to contribute to the annual fund raising campaign by donating some of his professional services.
He was quickly chairing the committee as his new associates saw his level of expertise and the quality of his contributions. It soon became a wonderful showcase for what he does in his business and what a difference he could make in their businesses.
At the same time, Mike started attending his professional association meetings. He was seen as a senior member of his profession, his colleagues just hadn't seen him in a while. He was nonplussed when one long-time associate remarked that he didn't realize Mike was still around.
Mike offered to help mentor newer members, and those just entering the profession. He's been asked to present at a meeting later this year, and work on the committee to develop a formal mentoring program.
The side benefit from these simple steps, two meetings a month, less than $100 for both, has been renewed energy in his work, and a realization that colleagues and clients do value what he does.
Finding the Right Groups to Join:
The first step Mike had to do, and you do too, is to find the right group to join. Check out the following resources for groups where potential clients would be.
Attend a few different meetings to find the group that will work for you.
=> Scan the meetings section of your local Business Journal. It's available in many larger metro areas, at newsstands, by subscription, in the library, and online.
=> Look for the calendar in the business section of your local or metro-area newspaper. There is almost always a phone number for more details. Check out the organization online before you go.
=> In smaller towns, the Chamber of Commerce may be the happening organization to join.
=> Look for a leads group. BNI, or The Executive Association, are two that are found in different parts of the country.
=> For local professional associations, check out the national association on the Web. Most will have a listing of local chapters, with contact information of the president, membership chair, or executive. Again, attend a few meetings before committing to the one that will work for you.
Volunteer to Help After You Join:
=> One of the best committees to join is the Membership Committee. It gets you in front of lots of other new members, gives you a good reason to talk with anyone, and you can initiate a meet and greet at the door for regular meetings so you can meet all the attendees, members or not.
=> Speakers and event planners find the program committee a great place to serve. They have lots of resources for future programs, can be seen as a hero if a last minute replacement is needed, and gets them meeting other meeting planner types.
=> The marketing or newsletter committee is often a good target for marketing consultants, graphic designers, or web designers. Even if you don't join this committee, you can offer an article, write up an event, or be featured for your expertise, or hobby.
=> Take responsibility for a specific activity or part of the committee you've joined. Download some responsibilities from the chair, and be seen as a hero.
Any and all of the volunteering you do can serve as a way of showcasing what you can do for potential clients. They'll get to know you, see how you work, and what you do that makes a difference. The more people who get to know, the more likely you'll be considered when work in your area becomes available.
People want to work with professionals they know, like, and trust their work.
The final step? Keep going. Don't flit from one organization to another, one group to the next. It takes about six months of steady showing up for other members and guests to see you as a resource that will be there when they need you.
Rate this Article:
Current: 0 / 5 stars - 0 vote(s).
Article Source: http://www.articlesbase.com/business-articles/start-making-real-money-get-better-known-by-clients-and-colleagues-218974.html
|
Submitting articles has become one of the most popular means of generating quality backlinks and targeted traffic to your website. Join us today - It's Free! |
|
Related Articles
Struggling With Legacy Software?
By: Pat Wiklund | 21/09/2007 | Computers
Legacy software, the high tech industry
Audio Marketing - an Idea Whose Time Has Come!
By: Pat Wiklund | 02/04/2008 | Business
Using audio for online and off line marketing, or even product development, has enabled many professionals to bypass their own limitations, and serve their market much more effectively. Much can be accomplished with either low-tech tools, or simple online services. Learn several tips to start marketing with audio today!
5 Essential Tips for Entrepreneurs Worried That the ‘nice’ Decade is Over
By: Jon Dean | 27/05/2008 | Marketing Tips
What does the current economic condition mean for entrepreneurs and growing businesses? Is this the end of the world as we know it or is it actually a great time to be doing business?
Marketing your Business? you Gotta Grow your Database!
By: Alex Greer | 30/08/2007 | Marketing
These days, building your email database is a key strategy to growing your business, both online and offline. I don’t mean just focusing on having BIG numbers on your list; what you want to build is a quality database. How to do that?
3 Ways to Overcome Marketing Overwhelm
By: Michele PW | 26/02/2008 | Marketing
If you're like many entrepreneurs, the thought of marketing makes you slightly sick to your stomach. You already have a million things going on, how can you possibly fit marketing in?
Top 7 Ideas on How To Harness the Power of the Affiliate Programs
By: Tiana Nelson | 01/04/2008 | Marketing
Have you heard of Affiliate Marketing? Have you ever wondered on how to put it to use for your small business? Read the article and learn top 7 ideas of how to create a successful affiliate marketing program.
Small Business Marketing Is More Like Romance Than You Might Think: Make Them Fall in Love
By: Jennifer Mccay | 09/06/2006 | Home Business
Marketing your small business is a little like dating. Here are some simple steps you can use to keep prospects and clients in love with all you offer.
How to Promote your Business in the Yellow Pages: an Expert Interview
By: Barry Maher | 04/04/2007 | Leadership
You can waste money in the Yellow Pages or you can advertise correctly there. This article provides the best available advice from one of the country's top independent experts on the subject, the author of the bible on the subject, "Getting the Most from Your Yellow Pages Advertising."
Got a Question? Ask.
Ask the community a question about this article:
Frequently Asked Questions
Response to: The Golden Age of Digital Marketing - 23 July 2008
By: Ray | 25-07-2008
89N The Golden Age of Digital Marketing - 23 July 2008
It was with much interest that I read the report on the Netimperative Directors? Dinner discussing the golden age of digital marketing.
I completely agree that the marketing profession faces many challenges in its ambition to be taken seriously at the highest levels of business. As the various speakers highlighted, one of the key challenges is the perception of what marketing is.
Recent research carried out for The Chartered Institute of Marketing by Ipsos MORI revealed that 73 per cent of working marketers surveyed believed there was a large gap between the reality of what marketing does and how it is seen by other parts of the business.
Until marketing is recognised as a key driver of value in organisations, it will struggle to gain the respect of other professional business colleagues. However, marketing must earn that respect.
As highlighted by several speakers, marketers must reach out to colleagues in other functions and those at a senior level, and communicate clearly with them the value they create for the organisation, in terms they understand ? which in boardrooms is predominantly financial.
The Institute continues to promote the profession and attempt to change attitudes towards marketing in the wider business community. It has established links with various government departments to promote professional marketing, and has developed professional marketing standards that employers can benchmark their employees against.
The drive towards proper recognition and respect for the vital role marketing has to play in today?s organisations has to start with greater accountability and clearly demonstrating the value marketers create.
I am in no doubt that digital marketing, with its greater measurability, will be in the vanguard of marketers? increasing acceptance at the top table.
Ray Jones
The Chartered Institute of Marketing
25 July 2008
Small Scale Affiliate Marketing
By: Shikina | 22-07-2008
I'm looking to establish a direct affiliate relationship between myself (the affiliate) and one specific retailer that I deal with regularly. They're not looking for any other affiliates other than myself, but I need this to be a software-based solution. Anybody know of any generic code out there that I could modify and pass off to the partner? Are there any other solutions that don't involve paying huge upfront costs, or a recurring commission to a 3rd party network? Your help is greatly appreciated!
Is zero APR business credit cards good for my ...
By: nika | 22-07-2008
Is zero APR business credit cards good for my start-up business?
Why japanese firms tend to be so competitive
By: merry thu | 20-07-2008
why japanese firms tend to be so competitive
Solicitation of family and immediate friends
By: Marilyn | 18-07-2008
I belong to an MLM compnay who told me that we can not solicite immediate downline people into another network markeing company we are involved with.
The products are non completing although they fall under supplements. They have different purposes. The first company limts us from doing any solicitiations with family and friends that we have brought in to their company into another company.
Someone told me that there is a law recently passed that makes this illegal.
My company has had an inquiry from All Star ...
By: gwetter | 17-07-2008
My company has had an inquiry from All Star marketing group in Hawthorne NY. I have been unable to find the names of the principles of that company
Q&A Powered by: 
Latest Business Articles
15 Ways to Improve Your Closing Ratios and Sales Presentations
By: Katrina Sawa | 26/07/2008
It is not enough to do launching effective marketing campaigns to obtain new customers and to continually market to your existing database for more referrals and repeat business. In addition, you must be able to ask for and close the sale. Otherwise, it is a waste of time and money!
In Searching for Cost Reducitons, Look at Total Cash Flow Costs Rather Than Accounting Costs
By: Donald Mitchell | 26/07/2008
If you are a privately held company, look to reduce overall cash costs when considering alternative cost reductions, rather than the impact of reported earnings.
The More Trust, the More Time to Succeed
By: Andrew Cox | 26/07/2008
Bill Oncken, in his book Managing Management Time, says that the more trust you have with your "universe " of people, the more time you have to do the things that lead to success. Trust is hard to earn. Once lost it's hard to regain. It's the most precious asset in any relationship - at any level - at any time. Read on to see how a successful Division President builds trust.
10 Tips on the Issues With Selling Professionals
By: Drew Stevens | 26/07/2008
The world of professional selling is rich with information related to selling skills, sales training and techniques to assist professionals. However, after much rhetoric and information I am finding something completely different...a problem with selling professionals.
India - the Next Economic Powerhouse
By: Paul Hata | 25/07/2008
India is one of the fastest-growing countries in Asia. In 2006, India recorded a 1.2% of world trade share overall. The stat was picked out from WTO. The growth is mainly due to the liberalization that took place in India way back in 1991. Ever since then, there's no looking back.
Customer Service Toolkit
By: Drew Stevens | 25/07/2008
All businesses make money, yet those that are customer focused are more profitable.
Top 10 Brain Training Future Trends: New Mind/body Focus, Brain Trainers, and More
By: Alvaro Fernandez | 25/07/2008
In an emerging, dynamic, high growth market, like brain training, it is difficult to make precise projections. But, we can observe a number of trends that executives, consumers, public policy makers, and the media should watch closely in the coming years, as brain fitness and training becomes mainstream, new brain trainers appear, and an ecosystem grows around it. Here you have the Top Ten trends I predict.
Commercial Loans and Working Capital Financing Special Reports
By: Steve Bush | 25/07/2008
A prudent approach to working capital management is becoming more difficult for most commercial borrowers. Commercial loans have always been more complicated than realized by most business owners. Recent financing difficulties involving commercial mortgages, SBA loans and business cash advances have added significantly to the complexity of the entire commercial...
More from Pat Wiklund
Build Your On-line Prospects List Off-line
By: Pat Wiklund | 25/04/2008 | Internet
The biggest myth about developing an on-line list of prospects is that you have to gather names on-line. Not so. One of the best ways to gather contact information from prospects is off-line, especially in person. Learn simple tips on building your prospect list!
Audio Marketing - an Idea Whose Time Has Come!
By: Pat Wiklund | 02/04/2008 | Business
Using audio for online and off line marketing, or even product development, has enabled many professionals to bypass their own limitations, and serve their market much more effectively. Much can be accomplished with either low-tech tools, or simple online services. Learn several tips to start marketing with audio today!
Struggling With Legacy Software?
By: Pat Wiklund | 21/09/2007 | Computers
Legacy software, the high tech industry
|
|
Business 
