Forum Moderators: LifeinAsia
Now I've got all the work I can from contacts, I'm wondering what to do next to keep a steady supply of leeds coming in, and I'd be grateful if you could share your experiences.
For example: Is advertising in the yellow pages useful? Or direct mail to local companies? Or calling in to see them?
Basically what I'm asking is: how best to get leads while I slowly build referral business?
There are loads of similar threads going back through the archives that you may want to dig through. I don't speak from personal experience (not self-employed), but I recall many people saying the yellow pages was not such a good idea, and that plain old networking was always good -- join the local chamber of commerce, attend their meetings, look for other local business groups and organizations, etc. Attend luncheons, trade shows, even farmers markets and things like that.
I'd also add things like writing articles for your local small newspaper / business journal, if one exists.
HTH.
>Now I've got all the work I can from contacts
Have you really?
How many of your contacts have contacts?
Have you asked them? If your initial customers are pleased with your work they should be happy to recommend you to everyone they know. Sometimes you have to nudge 'em!
In the sales business it is called "the circle of influence". The circle is supposed to grow out exponentially all the time. You start with a few contacts, they give you several more, they give you hundreds more....and so on, outward and upward.
It might seem blunt, but, just ask them if they know of anyone else in their industry that needs help with web design. Attorney's, Doctors, and Real Estate Agents live by this method (referrals).....no reason why web designers shouldn't either!
Cold selling is hard, and takes years to learn. Warm selling is easy, and that is by far the best way to initially build a business.
Today if someone calls me and says "Joe told me to call you", I know it is a certain sale....101% guaranteed. The unknown call that comes from the web or other advertising is much more difficult, even for a "cold" salesman of 20+ years.
The problem with both is that many people are reluctant to "ask for the order." It seems pushy.
This is a mental problem. There is plenty of advice out there about how to overcome it. Just remember the point made by some old salesman who once said that "nothing happens until a sale is made!" i.e. even the Noble scientist is a salesman. He had to sell himself and his ideas to more than one potential "customer."
Try asking for the referrals in writing. This has two advantages. It avoids the often more difficult face to face situation. Secondly it gives the client something in writing with your name, phone number and email address right there in front of him.
The request can be by letter or email.
Best of luck!
