Via the Law Consulting Blog, here's a great template letter for finding speaking opportunities.

Speaking can help make you look credible to an audience. You can also tell potential clients that you've made presentations to people in Industry X or from Trade Association Y. It helps you build your brand.

I've done a lot of public speaking over the years -- everything from appearing for Careers Day at a high school to lecturing at university.

Do you speak in public?

Via Code Adventures, I discovered a review of five tools to help you analyze your web audience (or target market, as the case may be).

They're worth checking out. However, I continue to be skeptical of Quantcast. It has hilariously incorrect results for Consultant Journal. Check out all the grade school kids who apparently visit this site. I don't think so!

I also think it's a little strange that Google reports about 160 links to my site, while Yahoo says 10,000.

These days, just about any business needs a website. But if that website lacks tools to maximize opportunities, your income and business growth will be impeded. To be successful, your website needs to include certain elements:

1. Contact Information. How else will you receive sales inquiries? Always include email or other contact details so people can get hold of you.
2. Opt In Email. A little space for people to submit their email address so as to receive product and promotional updates can generate many sales down the road.
3. "About Us" Section. Some don’t see the value in this one, but it really is important. You need a short bio describing who you are, what your company provides, how long you've been in business and any accolades you have received. It will make potential customers much more comfortable with you. If I stumble across a site that doesn't have an "About Us" section, I find that I'm less likely to contact them. And I'm not the only person like that!
   
4. Graphics. A website that is nothing but text is a real tough sell because it is dull and difficult on the eyes. Adding pictures, illustrations, graphics and so on will do wonders for improving the image of your business in the customer's eye. And that will often make them more likely to contact you.
5. Your name. Rather than hide behind a business name, inject some personality into your online image. People like to deal with people -- not behemoth businesses. Look at including your name and a bio on your "About Us" page.

While these may seem like minor aspects, it is often those little touches that can make or break a website.

What would you include on any website?

It is safe to say that the Internet provides a valuable resource for promoting a business. Thanks to the World Wide Web, even a small localized business can reach hundreds of thousands of potential customers. Of course, this will require taking certain steps to drive traffic to your site. Here are five ways to do just that:

1. Search Engine Optimization. If your website is not prominently placed in the top 30 listings of the major search engines then your business will be at a significant traffic disadvantage. This is why link building strategies, such as submitting links to web directories, are highly recommended.
2. Promotional Blogging. There are over 70 million regular blog readers worldwide so why not tap into that market through promotional blogging? Publishing a few interesting blog entries per week about topics related to your business will raise awareness of your company as people surfing the net discover the blog entries about it.
3. Social Networking. Social networking sites like Myspace or Facebook provide a completely free format to promote your business to millions of members. Using these social networking services for promotional ventures is growing in popularity and for good reason…it works!
4. Direct Email Campaigns. This is a tried and true method of Internet marketing. Sending promotional "broadcast" emails to interested parties can help inform  your contacts about sales, deals and new products and services.
5. Article Directories.  Writing short articles on a subject related to your business and submitting them to popular article directories works especially well if the articles include links to your site. Remember, the articles are indexed in search engines and promoted in RSS feeds, providing your website with greater exposure.

All five of these methods are quite simple and effective ideas. If you put these ideas into play, you'll likely see an increase in incoming leads. It works for me.

Have you ever looked yourself up in Google? More importantly, have your clients ever looked you up in Google? Would they be happy with what they find?

If you've got a common name, like Tony Wong or Joe Smith, you may not be worried about Google results for your name. However, what if you have a unique name? Will your online history haunt you?

Fortunately, with a little work, you can promote "good" results to the top of the search engines. Here's how.

5 ways to push good search returns to the top of search engines

1. Get your own website -- and be sure to include your name.
2. Submit articles to online directories, such as ezinearticles. As an article author, you'll receive a profile page and your name will show up in search returns for the articles, too.
3. Sign up for LinkedIn and other business networking sites and set up a public profile. (Here's mine.)
4. Set up a business blog -- again, include your name. And keep it professional, so that you don't have to go back and hide search results from that site.
5. Contact any sites that contain embarassing or private information about you. They *may* be willing to remove it. It never hurts to ask.

Do you use LinkedIn, the social networking site for business? If you don't, you may be missing a valuable opportunity to make connections and increase your visibility.

5 reasons I use LinkedIn:

1. I've made a lot of connections -- ranging from new clients to people with whom I wanted to do business.
2. The site's features make it easy for me to get introduced to high-profile people, with whom I previously wouldn't have known how to get into contact.
3. The privacy settings allow me to manage what information is available to the public -- and I can make sure I'm not connected to just anyone.
4. LinkedIn can help you gather background information for sales calls and proposals. You can even check your network to see if you know anyone working at a particular company -- or if any of your contacts know someone who can give you the inside scoop.
   
5. By helping other people connect with my own contacts, I build stronger relationships with my existing contacts. (It never hurts to be a nice guy!

Here's my LinkedIn profile.

In running a business, I run into numerous situations where I owe a thank you to someone. More often than not, that person is a vendor  -- such as a graphic designer, printer, paper supplier, accountant, coach, advertising rep or web developer. The reasons to thank them can range from receiving a referral to a cost-saving tip.

Top 5 ways to thank your vendors

1. Send a real thank you card. In this electronic age, a handwritten card will make your thanks stand out.
2. Refer them. Connect your vendors to others with similar interests or needs. A great benefit is that you build a community. I'm happy to know that my graphic designer, printer, subcontractors, and even my clients can pull together on various ventures.
3. Send a gift certificate. One of my business partners recently sent me a gift card to her favourite restaurant, because I'd referred several projects to her. I was thrilled by her thoughtfulness.
4. Promote them. Mention your vendors on your website, blog or in your newsletter. As a bonus, your clients may see you as well-connected and in the know.
   
5. Email their boss (if they have one). Managers love to hear that their people are doing well. A thank you sent to the boss can have positive effects on your vendor's career.

How do you thank your vendors?

This week's Friday 5 comes from Lauren Tarne at the Go Big Network: Does Marketing Make You Mental? The Top 5 Reasons That Might Be the Case.

As a marketer, I love reason #1:
Collateral Confidence -- You depend on your business cards, letterhead, tri-fold brochure and basic website to do the marketing for you.

Business cards, letterhead, brochures, websites and even ads and direct mail are just marketing tools. There's a whole lot more to marketing. For some reason, many people think that, if they've got brochures, they've got marketing plans in place. Too many small business owners think that, in hiring a graphic designer or writer, they're doing "marketing". Marketing really involves connecting buyers and sellers. On their own, brochures and websites don't do much. It takes strategic planning to develop a market and build a business.

As consultants we can often get caught up with finding the next contract, but are we looking in the right place? Although important to garner new clients, sometimes we let our past clients wither away. It’s easy to do as we get caught up with one contract after another. It’s unfortunate though because our past clients can offer up referrals or simply have more work for us, this is known as our “sphere of influence”.

For example, real estate agents are consultants that specifically market themselves to their sphere of influence. They know that success in their industry is built on a foundation of past clients that will either use their services again or pass on referrals. My realtor sends me a calendar each year to remind me she is still in business.

The key word here is “influence”. You have the opportunity to influence your clients, so think of innovative ways to ensure you are the consultant they think of first when they need one.

Related to finding new clients

• Finding new clients
• How to Win Friends and Influence People at Amazon.com

Via Marketing Idea Blog, here's a great idea for marketing your business: create your own holiday.

But how do you create your own holiday?

• Pick a holiday related to your business or cause. For example, October 23 is Mole Day -- which helps promote moles to people interested in chemistry.
• To ramp up publicity, send out some news releases on the subject. A media outlet or blogger may pick up your announcement.
• Consider sponsoring an event to celebrate your special day. For example, World Pinhole Photography Day involves workshops and exhibitions
• If you can't think of a holiday, consider piggy-backing on someone else's holiday.
  

Think you've got a good small business customer relationship management system going, just because you have a database full of email addresses? Think again.

Top 5 reasons email addresses are useless

1. To be truly valuable, leads need to be qualified
2. You need permission to contact people -- otherwise, you're spamming
3. An email address tells you nothing about the contract's profile
4. To be effective, you need to target leads and prospects by qualification status
5. If you don't have a system to measure and learn from responses (or the lack thereof), you're throwing your money away

Okay, I know I said it before, but get those holiday cards in the mail! If you've been holiding out because you're too busy, you may want to start thinking about holiday ecards. They may not be quite as endearing as traditional holiday cards, but they can at least be delivered in a reasonable amount of time.

Mailing out holiday cards takes me a considerable amount of time each year. I've got to select cards, inscribe and sign them, put them in envelopes, print out address labels, apply the labels and trot the cards off to the Post Office. It's like doing any other direct mail campaign! And I know there are services that will take my mailing list and do all the above for me. But those cards won't contain my personal messages and real signature. It's just a once a year thing and I can find the time. Besides, I find consulting tends to slow down in December. Most clients don't want to start up a new campaign just before the New Year.

This week's Friday 5 was compiled by yours truly. I've regularly advocated networking as a way to find new clients and build your business. If you want to network online, try these tools:

Top 5 places to network online

1. Business networking tools, such as LinkedIn
2. Social networking tools, such as Facebook and MySpace
3. Blogs (by leaving comments, you can build relationships with bloggers and readers)
4. Discussion forums on websites (you'll build credibility through your comments and people may click on your website if you put it in your signature)
5. Your own blog (your online presence can help people find you through search engines and the credibility you build through writing can help generate leads)

Related to networking online

Building a business network for introverts
Finding new clients

For many businesses, December is a time to thank those who've supported us during the past year. Some people send out business holiday cards, whereas others take their clients out for lunch. Still others send gift baskets, chocolates, or other presents.

I just received my first gift card from a business partner. She enclosed the card in a Christmas card and noted that she'd like me to check out her favourite restaurant. By choosing a favourite restaurant, she personalized the gift card.

Last minute shopping? Check out:

• Gift cards from Amazon.com
• Books from Amazon.com
• MP3s from Amazon.com

If you're planning to send out business Christmas cards (or, better yet, holiday cards) this year, you'd better get going. By December 17th or so, many business people start taking vacations, meaning they might miss your cards. If you want to make a great impression, get your cards out before the holidays. Try to get them in the mail this week or early next week. There's nothing worse than spending a small fortune on holiday cards, only to have them arrive after the holidays. You don't want your cards to show up when people are in a less celebratory mood and less likely to take the time to read your cards.

Related to business Christmas cards

• Discount business Christmas cards
• Personalized business Christmas cards

Let's say that you are suddenly stripped of all your marketing tools and programs and you must choose just one. If you could only have one marketing tool, what would you choose?

I'd choose my business cards. Sure, a website can generate leads and support your marketing tactics. And brochures are great once someone has contacted you. A tradeshow can generate leads, but you still need to hand out business cards. Networking's great, but, again, you need business cards to do it.

If you're going to run a consulting business, you need business cards. Get professional, credible cards that sell your image, expertise and skills. Don't create your own business cards. For about $100, you can have 500 fantastic cards. That's about 20 cents per card. You'll probably make the money back with your first sale.

Again, if you're going to have any marketing tools, get business cards. Trust me. Otherwise, you're only going to get work from people you know well -- and that's a pretty small market. Open yourself to the world.

Our weekly Friday 5 covers the top 5 mistakes to avoid in hiring a freelance web designer. Many consultants and small business owners need to hire a freelance web designer to build or overhaul their websites. But it's not as simple as walking into a retail store and asking for the box on the top shelf. Building your website involves strategic planning. Consider tip 3:

Not planning your Web site around content

People often dump hundreds of thousands of dollars into fancy websites. But they don't stop to consider the content, including search engine optimization. Many people want to use their website to find new clients. If you don't develop a strategy (including a content strategy) that address that, you're not going to gain new clients from your website. Make sure the person you're hiring understand more than just pretty sites.

Related to hiring a web designer

Using a website to generate leads

If you've poked around for freelance jobs on the web, you may have run into online bidding sites. Work from Home Momma shares her thoughts about bidding sites. She notes that freelancers on these sites offer their work for hire at extremely low rates.

I've always steered clear of bidding sites, since I know I can make much more money in my home market. But, if you're just starting out, desperate for work or living in an area of the world with low salaries, bidding sites might hold some appeal for you. However, if you want your clients to see the value of the work you do, you should probably look elsewhere for work. You're not going to get far with companies that award work to the lowest bidder, without considering experience, talent, expertise or value added.

New consultants often put together websites to generate leads and provide an online presence for their business. But there's a critical mistake that many new consultants make. They don't put their names on their websites.

The reasoning behind this makes sense at first. When you're new and striving to look credible, it seems better to build up your company's name. But even major companies include the biographies of their CEOs, VPs, directors and other senior staff. And that's when they have the credibility of years of business continuity, global branding campaigns and customer loyalty.

If you're seeking to build your brand, you've got to realize that, as an independent consultant, that brand is you. People connect with people. Until you've built up your business, clients are going to turn to you for you -- the unique value you can provide. Your skills, your experience, your personality, your status as an independent consultant. That's what clients are buying. You. Plain and simple. So put your name and bio on your website.

Related

• Finding new clients

If you're shopping around for a website address for your business, you'll want to read Chitika's 5 tips for choosing a domain name. Just as it's a challenge to think of a name for your business, it's an even bigger challenge to think of a web address. Odd spellings, departures from .com  strange word combinations can make it hard to build a web presence.

Of course, you'll want to run your chosen names past a few people. Read the list of worst domain names and you'll see why.

Related to choosing a domain name

• Very cheap web hosting
• Finding new clients -- using a website

Welcome to this week's Friday 5! Here's a list of the top 5 ways to spark new marketing ideas, via Matt J. McDonald. Check out this question:

Is it better to be the first or be the best?

We hear a lot about "first mover advantage". That's the idea that the first business to enter a market can gain control of resources, such as locations, trademarks, patents, reputation, profits, employees and so on. But is it impossible to enter a market when you're not the first entrant? Of course not.

When I started my marketing consulting business, there were already many marketing consultants in Vancouver. Almost all of them had more experience, more education and more established reputations. But I recognized that I could offer:

• specialized skills -- my knowledge of the high tech sector
• low overhead -- I could turn a bigger profit than established marketing agencies because I ran my business from home
• quick turnarounds -- I was new to the market, so I could take on "rush jobs" or flip projects overnight
• services for small businesses -- whereas other consultants were targeting big companies, such as telecommunications firms and banks, I focused on startups and small businesses

Today, I'm a well established player in the Vancouver marketing consultant scene and beyond. If you think you can't get into consulting because it's all been done, don't be so sure.

 

Last week, I cautioned readers about SEO scams. Some readers wanted to know if they should bother with search engine optimization. After all, who looks for a consultant on a the web?

Well, a lot of people. As I've mentioned before, my website helps me find new clients for my consulting business. I get lead after lead. And I rely heavily on search engine optimization to promote my consulting business. When you rank high in Google, you may see that prospective clients assume you're credible. After all, Google thinks you're credible, right?

Have you had any luck with search engine optimization?

This week's Friday 5 comes from SCORE's list of the top 5 tips for using colleges and universities to promote your business. SCORE concentrates on the many programs available from colleges and universities. But some other options:

• hire a student to help with lead generation, administrative tasks or direct marketing
• gain free business advice from a senior student who needs to do work for a portfolio
• sponsor a program or workshop and promote your business to students, if it's a fit
• speak at a school class or event and gain feedback from sharp students
• ask if your specific business problem would fit into any upcoming class projects

If you've got a website or you're thinking about building one, watch out for SEO scam artists. Search engine optimization -- a process of building your website to do well for certain search engine searches -- is a business fraught with scams and half-truths. There are plenty of people willing to take your money and give you little in return.

One of my biggest pet peeves is the group of web designers who think search engine optimization simply involves putting a few words into meta tags. They tell their clients that they've SEO'd the client's site, when they've barely scratched the surface. Other web designers simply pick their own words for your keyword terms without doing any research.

Before you shell out money for a website or SEO, make sure the person you've hiring actually understands what SEO is. Ask them how they research terms and what sorts of things they include in SEO. If they can't provide a good answer, run away.

Scott writes in with this question:
I am new to the consultant business. I have no idea if anyone has had any success with consultant /headhunter sites or consultant job search sites.

I\'m looking for assignments up to 12 months. I am in the business/tax/management areas. Does anyone have any suggestions where to start? I would consider pay sites also.

As I mentioned in my post on Rentacoder, many consulting and freelance gig websites seem to be dominated by low bidders. I'm not sure they're always a great way to go, although it may be worth considering something like HotGigs.

I usually find my best work through leads that come to my website or through referrals. However, do you readers have any ideas?

More posts on finding work:

Marketing and lead generation articles

Any established client will tell you that it's important to have more than one client. But how do you go from one client to many? Douglas Welch of Friends in Tech explains how one client's referrals and contacts can help you build a full business:

Be aware of the possibilities when dealing with your clients and their clients might just be your clients, someday.

Finding new clients can be as easy as tapping into your network. In fact, when I hand out my business cards, I always provide two: one for the contact and one for when they refer me.

Related:

• How I became a consultant (the power of contacts)
• Finding new clients
• Basic selling skills

Over at Online Freebies, there's a post about finding freelance work via Rentacoder. In spite of the name, Rentacoder offers work for more than just coders (programmers). It's possible to bid on work for all aspects of software development -- even business and communication projects.

I've never used Rentacoder, eLance or similar services. I've generally found that the people competing for those jobs charge very low consulting fees, perhaps because they come from countries where the cost of living is much less than where I live. I still do work for companies outside my own country, but only where I can command the sort of fees to which I've become accustomed. That means I have to offer more specialized skills and knowledge, which can't be as easily shipped overseas. However, depending on where you live, some of these online freelance bid sites might make sense for you.

As a consultant, it's easy to fall into the trap of focusing only on finding new clients. But, sometimes, the easiest clients to find are those you already have.

Do you float from project to project? What do you do to keep your name in front of past clients? Roberto Alamos notes the value of using email to keep your name in front of clients. In #10 of his tips for effective freelancing, he stresses the value of maintaining contact with clients:

...there will be time intervals where your employer won’t contact you. This can be for a lot of reasons, not only because they weren’t satisfied by your job, but maybe because they have a lot of work to do, a lot of problems to solve, or not enough time. But what is important to you is to maintain the contact alive, letting them know that you are available for future tasks and that you understand that currently they can’t put attention on you, but you will be waiting for them...

Related to finding new clients

• Finding new clients
• Choosing a CRM for small business
• Small business customer relationship management
• Managing client behaviour

If you've run your business so far without needing a website, you may not see the point. After all, you haven't had trouble finding new clients, nurturing old ones or growing your business. So why bother with a website?

If nothing else, your website is one more place for clients to find you. If they've lost your business number, can't remember your business name or find your email address, they may just type your name into a search engine. Because I monitor my web stats, I know that many people find my website just by searching for my name. I've even had friends Google me when they're away from their homes or offices and they need to find my contact info in a flash. They send a quick email through my website and maintain contact with me. Because I have a website, it's easier for people to find me. And that helps my business, even though many of my clients are already known to me.

Adam Henningsen sent me an email about his new project, BlogBait. Adam, a mechanical engineering student, decided to start his own business as a way of working toward independent wealth. He thought the Internet could use a directory of blogs offering opportunities to receive links back to their own sites. (He's added me to the directory, since I put out an offer for free linkbacks to my site.

I wouldn't be surprised if Adam gets into consulting down the road. A lot of college entrepreneurs eventually discover the joys of consulting.

Small business advertising idea #1 - looking at advertising your small business? Here's a great small business advertising idea. Try printing up bookmarks that advertise your company, services, products and contact information. Go to your local library and leave the bookmarks in books related to what you do.

Small business advertising idea in the real world

A friend of mine offers educational services for children. She printed up bookmarks, headed to her neighbourhood library, and put bookmarks in parenting books related to her work. From humble beginnings, she's grown to have a full roster of clients.

Related to small business advertising idea

• Stop advertising and go with referrals

Stop advertising and go with referrals -- that's the suggestion from Robert Ellis of Smart Strategies. He and his company have sworn off advertising. They now only accept business from referred clients:

Some time ago we decided to quit accepting new clients unless they had been referred. We took down the signs on our building and even took the signs off our front door. The only evidence we are even in the county is a tiny sign right beside the elevator.

Ellis makes some great points. He notes that referred clients are already sold -- your contacts have made them hungry enough for your services that they don't need any further selling. In a business like consulting, where relationships and reputations drive accounts, it's great to have someone else pre-sell your clients. Clients who believe in the value you can deliver also tend not to argue over your consulting fees.

Around 90% of my clients come through referrals. And the only real advertising I do is through my website. I still take some new leads, although I'm pretty picky nowadays. I like to make sure my client has the right fit.

Read more about basic selling skills.

This week's Friday 5 comes from Employment Digest's list of the top 5 business card blunders. Author John Williams notes that companies often err by choosing cheap paper stock:

Affordable paper stock might save you money, but it often leaves you with a card that feels cheap.

In a similar vein, small business owners often err in creating their own business cards. Although you can pick up inexpensive business card kits at most office supply stores, the results are often dismal. Spend $100 or more and get decent cards if you want people to take you seriously.

Have you got a website up and running? I've previously mentioned that a website is a great way to find new clients. What's stopping you from putting one up?

You may think people will hire you based on your skills, experience, personality and references. But a lot of people prefer to do some background research before they hire you. By investing in even a simple website, you indicate that you see your comsulting as a bona fide business. That can help sway clients who're worried you're really just between jobs and desperate for work.

Lead generating remains key to the success of your business. But, take a minute to step back from all the hype about generating leads through the web. There's nothing wrong with generated leads the old-fashioned way. Here's how:

Lead generating the old-fashioned way

• Contact existing clients to see if they want to buy more or again
• Ask for referrals from existing clients and contacts
• Follow up with people who've previously expressed an interest in your services
• Go to an event and make connections with people - get their cards, if they're interested
• Speak at events and make it easy for people to follow up with you
• Run a contest or promotion
• Carry out a direct mail campaign
• Piggyback on another company's ads or newsletter
• Partner with a complementary company on a campaign
• Offer reports and whitepapers to people who provide their contact information
• Run your own ads
• Start up a newsletter
• Cold call

Related Posts

• Finding new clients - part 1
• Finding new clients - part 2
• Finding new clients - part 3
• Finding new clients - part 4
• Finding new clients - part 5
• Basic selling skills

Related Books

• Get Clients Now: A 28-Day Marketing Program for Professionals and Consultants by CJ Hayden.

• What Clients Love: A Field Guide to Growing Your Business by Harry Beckwith.

Promoting and marketing your consulting business makes up an ongoing process. No matter whether you're just starting out or working at capacity, you should always strive to keep marketing your consulting business.

Today, I read this quote from John D. Rockefeller:

Next to doing the right thing, the most important thing is to let people know you are doing the right thing.

Build a promotions system for your business. Send out a newsletter, write a blog, issue press releases, put media clippings in your info kits, and include testimonials on your website. If you don't toot your own horn, who will?

"Promoting your consulting business" from Become a Consultant at ConsultantJournal.com

 

Very cheap web hosting can help you get your own website started. By seeking out very cheap web hosting options, you can keep costs low before investing in even a more moderately priced solution. And, unlike the default "business card" websites that many domain providers and home Internet service providers offer, your standalone website will look a little more professional.

However, choosing very cheap web hosting can be tricky. You'll need to shop around to find the best value packages. Some web hosting packages may only be a couple of dollars, but be rife with problems. It may turn out that you're better to spend a dollar or five more and get a solution that really meets your needs.

Very cheap web hosting - questions to ask

• Do you get an email account under your own domain, such as bob@bobsconsulting.com?
• How much disk space do you get?
• How much bandwidth will you have?
• If you go over your bandwidth limit, what happens? Do they shut down your site or will they alert you and offer an upgrade package? (Watch out for sites that shut you down without warning.)
• Is there a set up cost?
• How much are the monthly fees?
• What other fees may apply?
• Can you use a database?
• Can you use PHP or CGI-BIN?
• Will you be required to run ads from the web hosting provider?
• Is your content restricted? Can you publish whatever you want?
• Are your files limited? Can you have as many images as you like, within your disk space limits?
• Will you receive any bonuses, like a Google Adwords credit?
• Will you have FTP access for file uploads?
• Does the package come with free software, like website development software?
• Is the service reliable and quick? Can it manage your traffic?
• Is tech support available?
• Is the web host a web hosting reseller or do they maintain their own servers?

There are many very cheap web hosting solutions out there. But make sure you choose a package that meets your needs.

Posts related to very cheap web hosting

• Finding new clients 3 -- using a website

"Very cheap web hosting" from Become a Consultant at ConsultantJournal.com.

Home business lead generation is a hot topic. There's more to lead generation for a home business than just finding new clients. Lead generation is a system that matches buyers to sellers.

To get a lead generation system going, you need to identify your target market, develop messages that provide compelling propositions for that market, put the message out to the market, and compell the market to respond. In most cases, companies use trade shows, events, direct mail, direct email, advertising, websites and other strategic campaigns to generate leads. However, the companies and consultants that make the most of their contacts create entire lead generation systems. In other words, they have multiple campaigns for prospective customers, qualified buyers, buyers and clients.

See also Lead generation at Wikipedia.

"Home business lead generation" from Become a Consultant at ConsultantJournal.com.

Finding new clients takes up part of every independent consultant's workload. But sometimes it's not you who's finding the clients. Sometimes, the clients find you.

A week or two ago, I was at a computer store with my good friend, who's a art direction consultant and graphic designer. She was there to pick up some software. As she was about to grab the last box, another customer started asking her questions about graphic design software. By the end of the conversation, he'd asked for her name and business card. Even though he was looking at graphic design software, he didn't really know how to use it and would be much better off to spend the money on a graphic designer.

No matter where you are, be prepared to put on your consulting hat -- and hand out a business card. You never know when you might find a client...or when they might find you. Sometimes, lead generation means nurturing leads when and where they find you.

Related Posts

• Finding new clients - part 1
• Finding new clients - part 2
• Finding new clients - part 3
• Finding new clients - part 4

Related Books

• Get Clients Now: A 28-Day Marketing Program for Professionals and Consultants by CJ Hayden.

• What Clients Love: A Field Guide to Growing Your Business by Harry Beckwith.

 

Finding new clients -- it doesn't have to be a headache. I've been writing a weekly series on finding new clients. One of the most common reasons consultants need to find new clients is that they've painted themselves into a corner. Although niche marketing can be a brilliant business strategy, there's a risk that a narrow focus will limit the potential for your business. If you're in that position, consider expanding your horizons. Move into an adjacent target market or service offering. For example, if you're a banking industry marketing consultant, consider going after other financial services firms. If you're an eldercare consultant focused on helping children find nursing homes, consider making your services available to older adults who need to plan for their later years. Whatever your business, look at ways to expand your services and your market, if you need to find new clients.

Related Posts

• Finding new clients - part 1
• Finding new clients - part 2
• Finding new clients - part 3
  

"Finding new clients - part 4" from Become a Consultant at ConsultantJournal.com.

Finding new clients - as part of my weekly series on finding new clients, I'm discussing ways to drum up business. A great way to find new clients is to put together a webpage. I've had a website for about 10 years and it's been a great marketing tool for me. In a world where clients now tend to research you before ever contacting you for a proposal, a website lets you market yourself while you're busy doing other things (like sleeping).

Some consultants will tell you that clients don't do business with strangers, so a website will be little help. In my experience, they're wrong. Lots of companies and individuals visit websites to find new consultants. In fact, one of my first clients, Hewlett-Packard, hired me after visiting my website in search of a high tech industry writer. Today, I still receive tons of leads via my website -- sometimes more than I get from word-of-mouth referrals, although that's the source for the bulk of my business.

Related Posts

• Finding new clients - part 1
• Finding new clients - part 2
• Finding new clients - part 4
• Finding new clients - part 5
  

Related Books

• Get Clients Now: A 28-Day Marketing Program for Professionals and Consultants by CJ Hayden.

• What Clients Love: A Field Guide to Growing Your Business by Harry Beckwith.

"Finding new clients - part 3" from Become a Consultant at ConsultantJournal.com.

Finding new clients is something that dominates the thoughts of many new and established consulting business owners. That's why I'm writing a weekly series on finding new clients. I've been in the trenches long enough to know that most people could use a little encouragement. Here's this week's tip:

Read your local business journal, newspaper, trade association journal and professional association newsletters.

• When a person you know is recognized in print, send a note or email congratulating them on their success.
  
• Include a business card, but don't make a sales pitch. Just aim to keep your name in their positive thoughts and let them shine.
  
• You can also send notes and emails to contacts at any companies that receive positive media or professional association attention.
  

Be personable and avoid sounding like you're trying to find business. You're aiming to build a relationship and that can be quickly undone if you sound like you're trying to get in on their success.

Related Posts

• Finding new clients - part 1
• Finding new clients - part 3

Finding new clients can seem a bit daunting. Whether you're starting your first consulting business or already an established player, there's a need to drum up new business. I've previously discussed likely clients for consultants and consultant jobs, as well as cold calling. However, there are many other ways to find new clients. I'll be covering these as part of a weekly series on finding new clients. Here's this week's tip.

Attend networking events held by professional associations, alumni groups, chambers of commerce or other bodies. Make a plan to talk to at least five new people and get your business card into the hands of at least two people. For best results, attend at least some networking events that involve people who aren't your competitors. If you're in sales consulting, don't spend all your time talking to sales consultants. Likewise, if you're a wedding consultant, get out and talk to vendors and potential partners, not competitors. In any market, competitors may sometimes send their overflow to you, but you're better off meeting people who are likely to need your business, not compete for it.

Related Posts

Related Posts

• Finding new clients - part 2
• Finding new clients - part 3
• Finding new clients - part 4
• Finding new clients - part 5
  

Related Books

• Get Clients Now: A 28-Day Marketing Program for Professionals and Consultants by CJ Hayden.

• What Clients Love: A Field Guide to Growing Your Business by Harry Beckwith.

Google tricks can make searching for consulting work easier. Today, I discovered this nifty trick for Google. Say you want to do a search for everything related to consultant jobs. If you use a tilder (~) in front of a word, this trick makes Google do a fuzzy search, meaning it will search for words related that that word.

For example, if you Google for :

• consultant ~opportunities, you'll also turn up results for consulting careers and jobs.
• consultant ~work, you'll find consultant jobs
• ~contract work, you'll get freelance and other short-term job results.

Handy trick!

"Google trick -- nifty trick with Google" from Become a Consultant at ConsultantJournal.com.

Consultants often need to hand out business cards – when meeting clients, partners, vendors, or anyone else who might be tangentially related to your business. Given the wide array of  “create your own business card” kits and templates available, many people decide to go the do-it-yourself route. After all, going the create your own business cards route costs just time and a few dollars, right? And if they look bad, you can always pick a design at the local office supply store and have them printed up. Think twice before you go the cheap route with your cards.

Problems when you create your own business cards

A business card makes up one of the most important pieces in your consultant marketing kit. You typically hand over a card just moments after making an important connection. If that important contact receives a card with perforated edges, a bit of an inkjet smudge, slightly off-center wording, and a run-of-the-mill design, how do you think you’ll look to them? Will they take you seriously? Will they believe you’re really a consultant or will they wonder if you just whipped up these cards to hand out in emergencies?

 Business cards are worth a real investment

If you’re going to become a consultant, invest in yourself! For years, I’ve turned to a trusted graphic designer to custom design my cards. An hour or two of her time, plus the $100 digital printing fee means my cards are still fairly inexpensive. They may not be $11, but the trade-off is worth it. Once people see my business cards, they never wonder if I’m really unemployed or desperate for work. They know that I’m serious about my business – and that I’ll be just as serious about their projects.And they know I'm too busy with consulting to find the time to create my own business cards!

Just because everyone else creates their own cards...

But aren’t there tons of consultants who create their own business cards, you say? Won’t clients see you as someone who manages resources and is sharp enough to create their own cards? Well, perhaps. But there are a lot more people who prefer to see you have a bona fide business. And, unfortunately, a lot of people believe in what they see. After all, that’s why we don’t meet our clients in our pajamas, regardless of how we might dress at home. So, if you want to look professional, don’t create your own business cards. Invest in them and improve your return on investment.

Companies looking to hire consultants use several tactics to find them. Most find consultants through referrals. That's because hiring a consultant requires a leap of faith. As a prospective client, you need to be sure that the candidate has the necessary skills and expertise, a proven track record, integrity and follow-through. By turning to the recommendations of trusted colleagues, you mitigate your risks.

Referrals helped me launch my business in the late 1990s. Just after I set up my company, my previous employer downsized, dispersing my former co-workers throughout other firms. And that created a tremendous opportunity for me. Suddenly, 200 people were dropping my name to their new employers, partners, vendors and the like. Despite having just become a consultant, I was earning as much or more than I earned at my nine-to-five job. Years later, I'm still working with many of the same people. Given that the National Business Association cites failure to promote one's business as a fatal flaw for business and consultants, I've always prized my business contacts. In consulting, you need to stay on your toes, because clients can always find consultants elsewhere and hire someone else.

But how do clients find consultants when their contacts don't turn up referrals? How do you find a consultant if you -- and the people know know -- haven't got the right contacts? Well, as much I love referrals, a growing  portion of my new business now comes from people who say, "Hey, I'm thrilled to find a consultant who's using the web, blogging and lots of modern tools". For several years, my online online presence was my website (and freelance articles I wrote for other publications). But, about two years ago, I started my consulting blog. And it's helped a ton with search engine optimization, while helping me draw repeat visitors, communicate with prospective clients, and establish my subject matter expertise. Many of my new clients tell me they found me via my consultant blog. Of course, I haven't abandoned going to events, keeping up my social network or using other tools in my marketing arsenal. But I've been really impressed with how my blog and website have helped -- and I encourage others to turn to use blogging to help clients find consultants.

"Find consultants" from Become a Consultant Blog at ConsultantJournal.com.

Why do I have a consultant blog? I started blogging about consulting about two years ago and, in doing so, I've met clients and business contacts I probably wouldn't have otherwise known. Australian blogger Will Swain mentions that blogging has turned into a great business tool for him. His post, blogging as a networking tool, details some of the benefits of his consultant blog. Over at PC4Media, another blogger points out how blogging can support social networking.   

I agree whole-heartedly. I've had a website since I became a consultant 10 years ago, but my blog has really pushed my business forward. Since starting my business blog, I've seen my web traffic and lead generation efforts explode. I also have a great forum for interacting with prospective clients and educating the general public about my field. I've had lunch with some of my "blog fans" and, via these contacts, I've received invitations to meetings and other networking events. I've been contacted by magazine and newspaper writers who've stumbled across my blog, too. Blogging has turned into a great social networking tool with real business payoffs. And, after all, I work in a social networking business. Consultants like me live and die by our social networks. So you can bet I place a huge value on social networking via my consultant blog.

Very cheap web hosting tends to be popular with people trying out a website for the first time. In my first post on very cheap web hosting, I listed some questions to ask web hosting providers. Here's another critical tip: find out what others have to say about the web hosting provider!

Very cheap web hosting -- finding reviews

• Use Google or another search engine to search for the hosting provider's name. Consider adding "sucks", "criticism", or "problems".
• Visit epinions.com or similar sites to see what others have to say.
• Ask your friends and colleagues what sites they recommend.
• Search for "web hosting reviews". But keep in mind that some opinions may actually come from the web hosting company or its competitors

"Very cheap web hosting - part 2" from Become a Consultant at ConsultantJournal.com.