3. Speaking

Giving speeches, lectures, seminars, etc. is another marketing method that positions you as an expert. This concept is similar to writing articles: potential clients that are impressed with your presentation will contact you for additional information. Some will become clients.

Use your knowledge and experience to develop talks on a variety of issues such as upcoming business changes, offer a unique solution to a recurring issue, etc. Be creative!

There are multitudes of speaking opportunities. It is best to concentrate on organizations where you have most likely chance to speak. Contact local chapters of your professional organizations. Look for other local, regional, and national conferences too.

Do not request payment for your presentation because recognition you receive as an expert is better than any advertising you can buy.

4. Your competition

Get to know your competition. They can be an unusual source for clients.

Has anyone ever told you that they were too busy to handle your business and they gave you name of a competitor that could help you? This is same concept.

This is not to suggest that you refer all your clients to your competition. However, there are circumstances when this practice is appropriate.

Form reciprocating referral relationships with your competitors. This means you refer potential clients to your competition when you have too much business and vice versa. With these relationships everybody wins!

5. Subcontracting

Subcontracting opportunities exist when an independent professional has a client and needs some help. This independent professional retains or "subcontracts" you to perform a specific aspect of their client project. Once your particular aspect is complete, your involvement with project ends.

You get paid by independent professional that retains you, not by their client. Generally, subcontractors don't get paid as much as if they got project on their own.

Here are 3 main reasons why subcontractors are used:

A. An independent professional has too much work and needs an extra set of hands.

B. You can perform a particular task more efficiently so it is more economical for independent professional to have you do work.

C. Your expertise is necessary to complete project.

2. The potential client knows how to contact you. Once you've submitted proposal and followed up, you've done your part. Let them make effort to contact you to discuss proposal changes and clarifications. When they do, it demonstrates their interest and you are one step closer to being retained.

3. Getting clients is a numbers game. You have to submit a certain number of proposals just to get retained. By moving on to search for next client, you increase odds that your next prospect will become a client.

Contacting potential client more than once to ascertain proposal's status is counterproductive. Also, it forces you to spend time and energy on what is now in past. Keep your energies and thoughts focused on identifying next client. Besides, when a proposal is finally accepted, you can be amazed at your good fortune!