netguy - 1:10 am on Jul 11, 2004 (gmt 0)

>>So, what is it that i do?

Claus, you expanded into project management, but as far as "what is it that I do," that is an excellent question in itself, and one that is very difficult to answer (quickly) for many of us due to the diversified and somewhat arcane nature of our businesses.

Referrals. Referral leads are the easiest. Most prospective clients call because they have heard that you are making money for one of their friends or associates. This is a big advantage, where I generally discuss the 'big picture' items that relate specifically to providing a solution for their business, then offer more services at the bottom of a followup email (with a link to more comprehensive services on our site).

Chance Encounters. The biggest problem is brief encounters with people at a restaurant, bar, or party. "I'm in the Internet business" by itself doesn't get it, nor does "search engine optimization," or "we do web site design and hosting." The attention span is quite short in such an environment.

After stumbling for years, I now use the 'elevator rule.' If it can't be explained in a 60 second ride up an elevator, don't bother. I prefer to say "we design, and build traffic for, websites." I then name drop a couple of our sites that most people have heard of.

Thank God for referrals. Quickly convincing the average guy/gal on the street is a tough task. I hope to hear from others that do HTML, CSS, graphics design, SEO, have their own sites, provide hosting, programming, and other services many of us offer - and can explain it in 60 seconds. ;)

Steve