Virginia's core deliverable is: "Achieving a comfortable, attractive home you love to spend time in."

Her Key Overriding Message is: "I turn an 'okay' room into an 'I love it!' room!"

Sometimes, you can get lucky and both your Core Deliverable and your Key Overriding Message are one and same. Debra's example is a good one. Hers is: "I turn mundane space into sacred space."

You'll notice that none of these examples includes a title. Being a coach, a designer, a broker or an agent is not a core deliverable. It's just a title that's feature-rich but benefit-poor.

What's so exciting about focusing on your Core Deliverable as your niche, is that it leaves you free to create many ways of delivering it, and to create many different choice clients. Core Deliverable melts any resistance from niche skeptics about limiting their choices.

So what is your Core Deliverable? Remember not to make it a marketing message that comes later. And don't be surprised if figuring out your Core Deliverable is easier than you think.

Now it's your turn!

• Send an article you've written about a specific problem they are experiencing. Keep it short (400-600 words is fine), with bold headlines and your contact information at bottom. Pick a topic that profiles a problem/solution situation that matches your expertise. Include a live client example to make it even more powerful.

• Send a thank you note for any kind of referral, recommendation, tip or new business you receive from a client. Hand written thank you notes are worth a zillion times their weight in gold!

• Produce a newsletter, or purchase a pre-made newsletter for your industry. These are increasingly easy to find on Internet. You can also purchase articles for as little as $15.00 (IdeaMarketers is a fabulous resource for articles of all subjects).

• Offer to give a free, or low cost, 45-minute "lunch-n-learn" presentation for their employees. Choose a topic that matches their interest and your expertise.

• Call and ask for a resource referral you need for another client's project. Your request goes something like this, "I'm working on a project for xyz company. I'm helping them reduce/improve/increase blah, blah, blah. I need a resource for abc and immediately thought of you. Is there someone you can recommend?"

• Ask your favorite client if they can recommend a non-profit organization that needs some volunteer help. • Send a birthday card.

• Send a follow-up survey after your project is complete. Include a self-addressed, stamped envelope. If appropriate, include a $10 gift certificate to Starbucks as a thank you for their time.

• Send a note with a link to a website that offers useful information to your client/prospective client.

Imagine being in shoes of your client/prospective client. Would you appreciate receiving an article, note, thank you card or phone call? Of course you would! This is just a starter list. Use it, or create your own ways to be consistent.

Remember saying "Out of sight, out of mind."? If that is true, then I am offering a new saying - "Consistency keeps you in mind at right time."