Friday, February 1, 2008
Where the Clients Are
A friend of mine is an IT consultant. He's been an independent contractor for the 20-plus years I have known him, and gets all his consulting contracts through agencies. Even when he works a year or two for the same client, the agency takes 15-20% of what the client is paying for his services. I once asked him why he didn't find his own clients, and he said he didn't know where to look.
I was puzzled by this answer. After more than 20 years in the business, you would think he knew who his clients were. But then I listened more closely. He wasn't telling me he didn't know WHO they were; he was saying he didn't know WHERE they were.
Since then, I've noticed this query come up over and over. Whenever an independent professional meets a successful person in his or her field, the professional inevitably asks, "Where do you find your clients?" It seems that where the clients are is a bit of a mystery.
But in fact, clients are just people like you and me. They do all the things that people normally do and can be found wherever people are. Let's suppose for a moment that your clients are professionals or managers who work for a corporation. Where are they at any given moment?
1. Working alone at their desk
2. Attending a meeting
3. Talking to someone in the office
4. Talking to someone on the phone
5. Corresponding with someone by email (or postal mail)
6. On the commuter bus or train
7. At the gym
8. Eating a restaurant meal or getting coffee
9. Attending a business function
10. Taking a class
11. Participating in a sports or leisure activity
12. Going to church
13. Attending an entertainment or cultural event
14. At home with their family
15. At the home of a friend or relative
16. Driving somewhere
Look at how many possibilities this gives you to find them! Your prospective clients spend a significant percentage of their time either talking to other people or gathering in public places. When they are not doing one of those things, they are usually at their home or office -- also places they can be "found" with a little detective work.
When you look at it this way, finding clients really boils down to three possible activities:
1. Talking to people who can put you in touch with clients.
2. Going to places where clients gather so you can meet them in person.
3. Getting names, phone numbers, and email addresses of clients you can call or write.
Start the process with a simple description of who your ideal clients are. The more specific you can get, the better. For example:
- HR Managers in growing midsize companies
- Marketing Directors for health care providers
- Small business owners in the Boston metro area
- Midlife professionals in career transition
Then use your description to ask everyone you know these three questions:
- Do you know any _____ you can introduce me to?
- Do you know someone who knows lots of _____?
- Do you know any places where many _____ go?
For many independent professionals, just that one step will provide you with enough names and places to keep you busy for quite some time. Just keep talking to people and going to places where clients gather. As long as you keep asking the same three questions of every person you meet, your prospect list will continue to grow.
To expand your list even further and faster, you can look your clients up. Business clients are listed in hundreds of directories, in print and on the web. Consult the Yellow Pages, association membership lists, sites like http://www.business.com, or your favorite search engine.
Individuals can be found in alumni directories, club rosters, and online communities. Start with the groups you already belong to. Although direct solicitation from these sources is not advisable, they are excellent for finding people to ask your three network-expanding questions.
You don't even have to do the list-building work yourself. If you want to reach your clients by mail and phone, you can purchase names of businesses or consumers from list brokers like http://www.dunandbradstreet.com or http://www.namefinders.com.
Finding clients is really a bit of a paradox. They are everywhere, but you have to look in order to see them. Don't be so overwhelmed by the forest that you forget to notice the trees.
C.J. Hayden is the author of Get Clients Now! Thousands of business owners and salespeople have used her simple sales and marketing system to double or triple their income. Get a free copy of "Five Secrets to Finding All the Clients You'll Ever Need" at http://www.getclientsnow.comSouth West Cornwall
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I was puzzled by this answer. After more than 20 years in the business, you would think he knew who his clients were. But then I listened more closely. He wasn't telling me he didn't know WHO they were; he was saying he didn't know WHERE they were.
Since then, I've noticed this query come up over and over. Whenever an independent professional meets a successful person in his or her field, the professional inevitably asks, "Where do you find your clients?" It seems that where the clients are is a bit of a mystery.
But in fact, clients are just people like you and me. They do all the things that people normally do and can be found wherever people are. Let's suppose for a moment that your clients are professionals or managers who work for a corporation. Where are they at any given moment?
1. Working alone at their desk
2. Attending a meeting
3. Talking to someone in the office
4. Talking to someone on the phone
5. Corresponding with someone by email (or postal mail)
6. On the commuter bus or train
7. At the gym
8. Eating a restaurant meal or getting coffee
9. Attending a business function
10. Taking a class
11. Participating in a sports or leisure activity
12. Going to church
13. Attending an entertainment or cultural event
14. At home with their family
15. At the home of a friend or relative
16. Driving somewhere
Look at how many possibilities this gives you to find them! Your prospective clients spend a significant percentage of their time either talking to other people or gathering in public places. When they are not doing one of those things, they are usually at their home or office -- also places they can be "found" with a little detective work.
When you look at it this way, finding clients really boils down to three possible activities:
1. Talking to people who can put you in touch with clients.
2. Going to places where clients gather so you can meet them in person.
3. Getting names, phone numbers, and email addresses of clients you can call or write.
Start the process with a simple description of who your ideal clients are. The more specific you can get, the better. For example:
- HR Managers in growing midsize companies
- Marketing Directors for health care providers
- Small business owners in the Boston metro area
- Midlife professionals in career transition
Then use your description to ask everyone you know these three questions:
- Do you know any _____ you can introduce me to?
- Do you know someone who knows lots of _____?
- Do you know any places where many _____ go?
For many independent professionals, just that one step will provide you with enough names and places to keep you busy for quite some time. Just keep talking to people and going to places where clients gather. As long as you keep asking the same three questions of every person you meet, your prospect list will continue to grow.
To expand your list even further and faster, you can look your clients up. Business clients are listed in hundreds of directories, in print and on the web. Consult the Yellow Pages, association membership lists, sites like http://www.business.com, or your favorite search engine.
Individuals can be found in alumni directories, club rosters, and online communities. Start with the groups you already belong to. Although direct solicitation from these sources is not advisable, they are excellent for finding people to ask your three network-expanding questions.
You don't even have to do the list-building work yourself. If you want to reach your clients by mail and phone, you can purchase names of businesses or consumers from list brokers like http://www.dunandbradstreet.com or http://www.namefinders.com.
Finding clients is really a bit of a paradox. They are everywhere, but you have to look in order to see them. Don't be so overwhelmed by the forest that you forget to notice the trees.
C.J. Hayden is the author of Get Clients Now! Thousands of business owners and salespeople have used her simple sales and marketing system to double or triple their income. Get a free copy of "Five Secrets to Finding All the Clients You'll Ever Need" at http://www.getclientsnow.comSouth West Cornwall
Cardiac Soup Diet
1 Episode Garden Meteor
Kt172
Credit Card And Check Processing
Dreamweaver Flash Buttons
Home Federal Banking
Dirt Dessert
Famous Nba Basketball Players
Cic Insurance
Kt173
Puppy Jindo
1 Cream Ice Team Vol
Preorders For Play Station 3
Huge Spider
Bram Stoker
Distance Driving Long Tip
Church Careers
360 Xbox Controller Driver X Xp
Amt Camaro Hobby Toy
Local Internet Marketing
Authentic Food Japanese
Kt1
100 Oil Tea Tree
Burberry Baby Touch Perfume
African American Braiding Hair Style
Merrell Shoes Uk
Human Resource Canada
Valuation Ratios
Fta Satellite Channel
Home Radiance Remodeling
2 9642 9642 9642 Cosmetic Cosmetic Dermatology Dermatology Dvd Hair In In Laser Light Procedure Procedure Rejuvenation Removal Resurfacing Series Skin Textbook Volume
Connecticut Ppa Lawyers
Cottages In Donegal
Baby Meaning Name Pronunciation
Fruit Salsa Recipe
Designer Israeli Jewelry
Bathroom Decor Idea Kitchen
Chair Fuji Massage
Marriage Mail
Hospital Bed Making
Advance Borrow Cash Easy Fast Loan Money Payday Simple
Arrowhead Golf Course Naples
Batman And Robin Costume
Charter Island Rhode Sailing Yacht
Global Warming In The Artic
Lower Ab Workout
2006 Bank Federal Holiday
1 Book Living Project Rowan Thirty
1 800 Yellow Pages
Washington Golf Store
Cheap Exchange
Mariner Motel Myrtle Beach
Sectional Sofa Chaise
Wayne County Michigan Health Department
000 6 Free Hot Layout Myspace
Rwandan Genocide
03 Christmas Decorating Home
Cellular Christmas Phone Wallpaper
Matzoh Ball Soup
In Make Money Quick Runescape
Body Building Fitness Womens
Patrick Gass
Bar Karaoke New York
Apartment Dallas Guide Texas
Peak Financial
Coreopsis Tinctoria
Free Lesson Singing
Cream Ice Scoop Whole
Loan Calculator Uk
Kt7
Netopia Internet Cafe
Kt105
Body Building Diet Good
Above Ground Pool Winterizing
Frame Oil Filter Cross Reference Chart
Quality Texas Water
Luxury Yacht Picture
Asbestos Pericardial Mesathelioma Litigation
Destination Direction Driving Map Simplified
Detox Recipie
Advanced Text To Speech
Doctoral In Program Rehabilitation
League Major Soccer
Wildwood Rv
Rimless Reading Glasses
Jvc High Definition Televisions
Iron Man No Shirt
Bed Frame Tall
Maldonado Uruguay
Holiday Apartment Jerusalem
Careers Depaul
Air Travel Tickets
Kt46
Big Game Fishing Tackle
Day Hike Olympic Peninsula
Fancy Dress Theme
Kt34
021 Day Last Party Pool School
Condo Fl Rental Sarasota
Earring Garnet Gold White
1 Application Cosmetic Cosmetic Dermatology Dermatology Dvd In In Laser Light Medical Pigmentation Procedure Procedure Scar Series Textbook Vascular Volume
2008 New Supra Toyota
1 Issue Ls Magazine
Natural Drug For Anxiety
Used Utility Truck Body
1 B Bomber Vitamin
Lcd 17 Inch Monitor
Glenbard East High School
Unix Operating System Download
Radio Medi 1
Italian And Garlic Bread And Recipe
1 Christmas Christmas Origami Origami Ornament Tree
Career Enforcement Law Type
Kb Home Giveaway
Carollo Engineers
A Inside Basketball Hoop
Cosmetology Schools In New York
Ground Bird Feeder
Simple Healthy Vegetarian Recipes
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