How do I build a client base? Any ideas?

business cards, flyers, mail, faxes, email, cold calls or walk-ins, visit all of the local businesses you think could use your services and ask to speak with someone in mgmt and discuss what you can offer. This definitely isn't an automatic process and you probably will get what you put into it so you need to work hard at this. I checked out your website, it looks pretty good but the pricing page doesn't have any prices quoted whatsoever that I can find. It's always a stickler for me when I click on a page expecting to see rates and nothing of the sort is actually listed. Find out what the competition is charging for these services and then come up with competitive pricing and state the pricing on your site - don't expect someone to call you to determine rates, they simply won't bother. Include the work that your doing at the current company as a reference.

I have a full-time gig that employs me but I have a part-time website development biz on the side that has helped pay some bills, it's nice to have both, it would be great to just have my website biz but that's just not feasible right now.

It's a lot of work, I hope everything works out well for you in the end, good luck!

First, pray. I'm not being fecitious here, either. Think of it this way - it certainly can't hurt, right?

Second, go to www.SCORE.org. Service Corps Of Retired Executives (I think that's what it stands for). These are folks that are willing to help you get started.

Third, NETWORK. Go to Chamber of Commerce meetings, talk to friends, meet people in the bathroom (http://blogs.ittoolbox.com/pm/career/archives/004382.asp) - whatever. You want to get your name and face out there to let folks know what you do. Not just your potential clients, but also other professionals that could use your services for their clients (partnership agreements).

Fourth, read through "Getting Business To Come To You" (http://www.amazon.com/exec/obidos/tg/detail/-/087477845X/002-3110296-8415236?v=glance). A great (BIG) book on ways to handle marketing with or without a lot of money. It's a pretty good sized book, but you can just read the chapters that pertain to you.

That's my two cents...

Welcome to the club. Starting a new business is hard. Especially how to build a client base. As was stated mailers, brochures, and cold calls are a great way to start. Word of mouth is also a great way to build. Tell everyone about your business you never know who needs computer work or may know someone else who needs work done. Another thing to check out is your local Chamber of Commerce. Sign up with them. Usually they will have monthly meetings with the local businesses in the area and it is a good way to promote.

I am in the same boat as you. I have recently started my out computer repair business. And I have done the above and continue. It takes time unfortunatly but once it starts rolling things get better. Your not being cheap it's reality. Things cost money to promote and it is tough when money is not in abundance. All it takes is picking up a couple of places and doing good work. Then they will tell two people and so on. Good luck getting going.

Small and Medium businesses use this approach, and thats how many of them build into larger businesses.

Do a little bit of analysis to determine what your target market is. Find a company in that market that really needs your services, but may be growing themselves and can't afford full fare. Offer them a discount and premium service if they will act as a reference site for you. Use quotes from your reference site on brouchures, websites etc.

You should also take every opportunity to network that you can. Go to Board of Trade/Commerce Luncheons, local business association meetings etc, and hand out your business card. Be prepared with your 30 second infomercial which tells them not only what you do but why they should pick you.

Once you have a few clients in a specific market, then target that market with mailings, and follow up with phone calls. Better to focus on 20 - 30 narrowly defined targets than shotgun out to 200 potentials that you can't follow up with.

Learn how to use free resources - libraries often have local business directories with not only names and addresses, but business type, size, structure etc.

James

are your best salesman. Give them perks for successfully recomending you to their customers, partners etc.
Course they aren't going to do that if you aren't value for money.

First, I apologize for the length of this. I hope you find it valuable.

Yes, you can build a good consultancy on a shoestring. In fact, I wouldn?t recommend it any other way.

As a background:

I have personally built a consultancy that went from $100,000-$700,000 in consultant fees in 12 months. Later, I have built between $8,500 ? $12,000 in personal consulting fees in three different cities (once as an experiment) in about 8 weeks each time.

My book, The IT Career Builder?s Toolkit includes a consulting chapter and other related material, plus a CD with sample proposals, contracts, and sales material. I just signed the contracts with Cisco Press on my next book, The Technology Consultant?s Toolkit ? which will be released between November of this year and January of next year.

I currently consult as an independent out of my house, print business cards of my own printer when needed, and have no slick flyers or do any paid advertising. But I am still able to earn a six-figure income consulting ? year-after-year and, on average, less than 40 hours per week.

I say all this to let you know that I know something about what you want to do and that it definitely can be done on your terms ? part-time and on a shoestring. I am not indicating that you will earn 6 figures on those terms but you can start consulting that way.

On your mark, get set?.

Define what you want your business to look like. If you idea is part-time and supplement what I have going, you need to carefully define what that looks like ? for your sanity and for your client?s as well.

For instance: If you are not available during the regular work hours, what services are you offering that are non-critical and will not have to be addressed between 9-5 for instance? When and how will they contact you? Etc.

This is how I started in the early ?90s. Part-time and very clearly defined that I was not available during normal business hours.

Whatever that business looks like, define it. It doesn?t mean you cannot alter it. The definition is not a restriction but a guide. It helps you determine what makes a good client and what makes a bad one.

That brings us to the next point. What does your ideal client look like? Small business, mid-sized, residential. I focus on businesses that have between 25-200 employees. I look for growing companies that have at least an appearance of affluence (I do like being paid).

Once again, this is not mean to necessarily restrict you. It is meant to provide focus. Should you get referred into a company that is larger or smaller than your ideal client ? and it is a good project ? take it. The focus helps you define your market, focus your sales & marketing efforts, and become an expert in that niche. I choose company size demographic as a better niche than a particular industry ? although I have experience in health insurance and legal.

Next, a gut-check. Building a consultancy is as much about salesmanship as it is about good solutions. You will need both. You will have to see something that I hope you believe is a valuable commodity ? yourself.

How do you build a book of clients fast?

Not through random flyers and not through high-priced advertising. I strongly advocate a direct, door-to-door introduction to businesses in a logical geographic location. Either close to home or close to work. I used to go out at lunch twice a week and canvas the area around my employer. I had a short one-page description of my services and I targeted small businesses. It also explained that I was available on evenings and weekends.

Drop off the information, get a name of who you can follow up with, and then in 2 days, follow up.

As far as your material, I abandoned using flyers or resumes years ago. I use case-studies on past solutions. Here is what is important. You can write case-studies about work you have done for your employer. Even if you don?t feel comfortable using their name, you can mention basic industry and solutions developed.

Once you land a client or two, ask for referrals ? and do it a lot. Continue to ask for referrals.

Last piece?
Don?t apologize for price: Price is an only an issue in the absence of value. If you provide value only work for those people who recognize it and value it as well. Clients who don?t end up being dissastisfied in general and take valuable time away from those who will pay you.

Bill regularly. Cash-flow is always an issue with a newer company. Also, negotiate very aggressive terms. These include pre-payment on set projects and due on receipt or 10 day terms.

There are some companies who will tell you that they don?t do anything other than net 30. I?ve worked for Northrop Grumman, Primerica, several large law-firms and insurance companies, and 100% of my clients pay NET 10 or less. I explain that I am too small to fund their float. Here is why.

If I start working on May 5th. I work for 20 days and then bill for it. They get it on June 1st. They process the payment on July 1st. I get my check on July 5th. May 5th to July 5th. Ouch!!!

Hire an expert for your taxes. They should be someone who understands part-time businesses and home-office deductions. This is critical and one of the greatest mistakes I made. Ask this person for advice on organizing your records. Since they do this all the time, they may have great tips on this as well as taxes.

Don?t buy equipment you don?t need or that is not valuable. I have a 3 year old Toshiba laptop, an HP Laserjet 4 printer, an HP color printer from Costco, and basic office supplies. I am about to buy a new laptop ? not highest end but good. The laptop I am using has generated a decent sum of money.

I don?t even own a PDA.

Don?t confuse busy with productive. Don?t confuse being smart with being effective. In both cases, you want the latter: productive & effective.

Always dress up on first meetings and introductions. You can get more comfortable latter based on the client?s environment. However, business casual is as casual as I will go ? unless I am there on a weekend or I have been called in short-notice while around town.

Never joke inappropriately, even if your client does. Never make off-color or sexual innuendos at a client-site ? even if your client or an employee does.

Don?t be afraid to answer I don?t know but I?ll get back to you. Just don?t answer that for everything.

I know I?m forgetting something but that should get you started.

Oh, last thing. Enjoy it! Don?t ever complain about being too busy or things being hectic. Complaining takes energy and sounds trite.

I highly recommend you go to the library and get the book, The Personal Efficiency Program: How to Get Organized to Do More Work in Less Time. I just picked it up at the library and while I have read other books on time management, he has some great tips on focus and doing what is important.

Uh, I?ll stop now.

Matthew Moran
The IT Career Builder?s Toolkit
http://www.cbtoolkit.com

Data that is BOUGHT from Database providers, such as Contacts marketing or BIV create local databases that have the contact names, annual budget, annual revenue etc. is gathered by telemarketers and sold to businesses that don't have telemarketers, or time, for THOUSANDS of dollars.

So hwo do you get a FREE database? Pick up a local phone book and a phone. Start calling people, introduce yourself, ask for NAME of the person incharge of the services you are offering and then ask if they are available so you can just quickly introduce yourself.

If they aren't available, you have a contact name, add it to your database (Act, Access, Goldmine etc. or even an Outlook contact list). Ask when a beter time to call Mr. jones is and thenschedule a call back. When you finally get Mr. jones on the phone, QUICKLY introduce yourself and what you do in as few words as possible. Then ask if the company uses anyone for those services now etc.,then ask IF they would be willing to keep your information on file and offer you an option to bid on future work when available. It's really just sales 101, (as you don't have a sales team to do this, it will be work for you).

Write up a really good intro letter, rate examples are okay but I wouldn't list rates, just your services and how you add more value to them than others.

It takes thousands of calls, but in the end, you WILL have a dynamite up to date database and will be getting some first call business in the process.

WEBSITE, in YOUR case, positioning of your site is really not the most important aspect, BUT, having a decent site that is listed on ALL print materials and business cards is imperative.

But your cold calling and call backs will drive more business to ANY startup company, regardless of the field of business better than any other medium available.

You can also go on door knocking campaigns once you get comfortalbe with cold calling. Hit a large office building and stop in EVERY company in the building, with your oe page outline/offering and your card. Meet the secretary, GET the contact's business card and leave your information if he/she isn't available.

Follow up, now that you have all the contacts email, phone and name in your database. Explain thet you were in the bulding and dropped off your info, did he get it okay? Was there any questions? Would he consider gettng a quote from you when work is needed? If he didn't get the info, apologize and resend it, THEN follow up a week later with teh same questions.

SELL YOUR BUSINESS, no money? You will need to do it the hard way, but the hard way is the #1 most effective way there is. You have a very well designed site, it is clear and doesn't waste time, it explains your offerings right up front, well done, you WILL succeed.

BEST of luck to you, please keep us posted on how things go.

I love your site, it is very profesisonal and clean, well done! I would MAYBE think about changing some of the header text from the script used to lay it out a little cleaner but other than that it's a great start.

Your logo, quite cool, somewhat techie and fancy looking. BUT, it doesn't offer name or brand recognition. I would go with something that clearly uses your company letters for now.

I helped one company with a face-lift (which pretty much what I do for the most part, help companies rebuild their market presence, increase sales/marketing efficiancy) and they had been around 23 years with the same logo, which WAS their initials but nobody recognized it as such and therefore didn't tie phone calls and promo together, it wasn't recognizable like the swirl on a PEPSI can etc. But notice that AT&T and Pepsi have distinctive logos but their company name is still clearly underneath it.

I remade the company's logo into a simpler, more recognizzable yet just as modern looking logo and the initials took off, they went from having a condensed company name used all the time, to customers referring to them by their aconym and their marketing took off as everyone recognized them immediately. VISUAL is everything in print marketing.

This is all just another dime from Canada, use your company name and clear intitals EVERYWHERE. Logos are cool but only when immediately recognized as a brand logo, sorry but you haven't go that far YET.

Again, I wish you all the best of luck, it's tough and it's fun, just don't give up on it/yourself!

I have to thank everyone that has replied to this post and inspired to be patient. After reading and re-reading the replies, I now have a better understanding of what I need to do. I have to be honest and let you know that prior to this post I was always doubtful about posting on these types of sites, because I truly believed that noone cared or had time to respond; I am very glad that I was obviously wrong.

You guys have given me some great ideas that I will definitely be trying out starting ASAP. Sadly, I feel like you guys believe in me more than I believe in myself, but that will change as of now because I WILL be successful. If anyone is interested in contacting me directly, you can do so at juscelino@jma-tech.com. Please feel free to continue posting if anything else comes to mind, and thanks again.

Juscelino M. Acevedo

Let's be practical. First are a few tweaks you need to your website: The specific services you offer that appear in light gray appear until I moused over them to be inactive links -- change the color to the blue of the bullet points. Also, as soon as possible, fix the front page -- some customers will not bother to look at the left-hand column when they read your update notice and think the entire site is inactive. Finally, make sure you use key words that will attract search engines.

But the website is just the frosting on the cake. You can go after specific assignments thar are posted for freelancers (e.g., Guru.com -- not the most expensive, but definitely the one that has many postings). Be sure to have business cards made that have your company and website on them. Hand them out like popcorn (as long as you are sure that your business doesn't violate any contract with your current employer about providing competitive services). Find local tech meetings, business clubs, professional association meetings and pass out cards; offer to speak on simple computer problems and fixes (e.g., "When to Call a Tech Professional for Help"). Finally, be realistic about the number of hours you can work and the times. Your website focuses on serving companies, but if you work full-time, this is a night/weekend business where you will find more success in home repair and set-ups. There are also opportunities for providing tech support to companies such as Dell and Gateway in your area where they have promised service at home under service contracts. They hire local tech companies to provide on-site support. Hope this helps. Most of my work is provding business plans and business development consulting to small businesses, so I understand the problem you are facing. Good luck in your venture!

Before sending out ANY promo, letters of introduction etc. YOu MUST at least fill the pages or simply don't have them on your site for now, add them later.

No, internet searches will not benefit you even if you had top 10 positions, you would have misleading stats of 50,000 people who woulf never be able to use you anyway.

But don't forget to push your website on EVERYONE, business cards, follow up calls even "Okay well keep me in your IT file and call me if you woul dlike a competitive quotation, have you seen my website yet? Well it will better describe us if you don't have time to chat right now." It also allows for more follow up of course, people won't have time when you first call them, they will ask you to send them something or they will ask for your web address, follow up on these requests and force the person to pay attention.

You'll do it, just DON'T GIVE UP!!! Too many people quit too easily, if it was easy nobody would ever go and work for someone else.

Does anyone have any opinions on acquisions and/or mergers. Here's what I mean. I had previously decided that I would contact local companies who pretty much offer exactly the same services that my company offers and ask to help them out and/or take over accounts they would like to get rid of.

I was contacted by one individual who is a financial partner to one of the companies that I contacted and we will be meeting to discuss a possible future. I am willing to do almonst anything to get clients. Here's where I got a bit confused...

After thinking about it, will I be able to keep my company name? Will I be working for this person or will he just provide me with clients for a cut? Will I be able to continue getting my own clients or will I be able to only support his clients?

I know that I can and will ask him these questions, however, I was wondering if anyone had any ideas since the meeting is a couple of days away? Thanks in advance.

I'm not a salesperson either. But I am very excited and enthusiastic about the solutions I can bring my clients.

As I stated, develop an article/case-study.

Walk into a door.

"Hi, I'm ______. I provide business solutions using computer technology for small businesses. I am working on expanding my business in this area. I have an article that discusses some of the benefits of customized technology solutions. Could you give this to the CFO/Controller/Owner?

"Sure. but we don't have any need. We have someone. We are happy., etc, etc."

"That's okay. Maybe he or she will think it is interesting. I'm just getting my side-work kicked off. Can I follow up to get his or her feedback on my article?"

Here is my promise: You will mess it up, trip over your words, feel like an idiot, and - if you stick to it - you will get better. It's that simple.

Numbers make up for ineptitude.

However, here is a warning. If you wish to be an entrepreneur, of any sort, you will have to become effective at selling what you do. Eventually, you may be able to hire someone to sell the services - but you will still need to sell them on your vision. And that vision is created by defining what you do. And being out there, beating the streets, is a good way to define what you do.

Mostly, you need to learn to love the hunt. If you believe that you provide value, that is what you focus on.

I have the attitude that I can bring value. If they do not recognize it or perceive the need now or in the future, it is not a reflection on me. The one's who don't hire me, don't pay my bills - therefore I cannot spend a lot of time worrying about them.

Have Fun!!!!!

I have been in sales and sales management all of my life.

One thing that you will NEVER learn, "How you can introduce yourself without being hung up on or walked out of the door". People have defense mechanisms, they will automatically shut you down before even understanding what your reason for calling is. Get used to it, learn when to push and probe, when to hang up and not waste your time. Probing and qualification will come in time, for now, just call as many people as you possibly can dial in a day, 50, 100, 150 even more if you can. Out of every 20 or 30 calls, don't expect 10 happy prospects, HOPE for 1 or 2. Let people hang up, let people say no for now, just don't call your key target companies until you get good at keeping them on the phone.

There are a lot of ways I used to work around this, some I wouldn't expect other people to try as they are a LITTLE forward but for the most part, if you take a consultative approach, don't talk fast, LISTEN TO THEM, only offer relevant information that gets your point across etc you should be okay.

START on the phone, this way you can actually write out what you want to say (VERY important) as while everything is IN your head, it will become a nightmare when you are on the phone, if you are not used to it.

So be just like a telmarketer with a sales script. IF you can't get past a certain point in your script before being told NO, then you know where you need to change things up.

After a while you will get comfortable with it and start talking to C-Level employees like they were friends and laughing with clients you cold call, that's when it stops being work and you know you are comfy.

Get some meetings, get some people to accept seeing you and looking at what you have to offer, FACE TO FACE, as a result of your calls, that's the key.

But start with a simple introduction:
Hi this is BOB calling from ABC company, can you tell me who's in charge of decision ragarding your computer hardware support there?

(She can't say 'we're not interested, because you haven't offered anything yet or even explained WHY your callling, just asking for a contact).

Get the name and ask if they are available?
If NO, "Is there a better time to call or is it really just hit or miss? I just wanted to quickly introduce myself and see if you can benefit from our service, THEN I can send the appropriate info along to you."

If the secretary says the most common cop-out, 'You can just send me whatever you have'. Explain that you have pages and pages of info, that's why you want to speak with BOB first, to see if anything would actually be of benefit to the company first. But say thanks and you'll call back when it's more convenient.

ONE KEY TO THIS, (sounds dumb but believe me it works) place a small mirror in front of you and SMILE the whole time you are talking, people CAN hear your smile in your tone and will respond to it with the same, just don't get too giggly.

When you call back for BOB, it's a simple. "HI it's JOE from..., is Bob in today?" "No? thanks Marie, I'll try him later, do you expect him back in?"

Now it's casual conversation, you are no longer a salesman and you will make contact.

Keep it up, buy some sales books, and as I said, a great investment especially in your case, is to invest in a sales course or even public speaking course (even while you start out) such as the first Dale Carnegie course. It will prove invaluable to you. DON'T start calling the biggest fish first, work the kinks out of your pitch on the little guys.

God it just goes on and on, there's so much to learn in sales, it certainly isn't the silver tongued BS party some people think it is, it is a learned skill. Bt one you will develop naturally if you practice and pay attenrtion to responses.

But you can do it easily, if you want it bad enough.

I sent out a friends and family news letter when I first got started, explaining what I was doing, what my target market was, and my hours and rates. Problem is, most of my friends and family work for larger national companies that employ full time IT staff. I needed to target friends with knowledge of local companies and opportunities.

I have been in business now since March of this year. 90% of my clients have come from referrals from customers I already had before I made the leap to start my own company full time...word of mouth advertising!

I have recently joined a business referral 'club' that meets for breakfast once a week and brings tips and leads for one another. It is too soon to see how that will play out, but has good potential. You can find these organizations in your local paper or through your Chamber of Commerce.

One more word of advice.. carefully consider your rate you will charge.. by the time you take out taxes, pay your own health care, car expenses to get to the clients, business phone/cell phone, etc.. there goes at least 30% of your rate. Also know that you can't be billable 40 hours a week if you expect to have a life. It's just not possible to service clients, bill your work, chase down new work, pay your own bills, etc. So figure you will be billable 20 hours a week, add on the costs of taxes and what not mentioned above and then determine your rate and compare to what others in your market charge..

Hope it works out well for you!