Building A Client Base

One of the best ways to build a client base when you don't have any clients? Hold a free meeting at a local school or library offering a one-hour presentation on your product or service. If you are a computer specialist, for example, you might offer a free seminar at your local library on computer basics, word processing, using a computer to handle business accounting tasks, or any of a number of other related topics. Most libraries would welcome an opportunity to host your workshop, provide the meeting room free of charge and even promote your seminar in their promotional literature (1) as a draw to attract patrons and (2) because it provides information for patrons that would be expensive to provide otherwise. Of course, your goal is to showcase your knowledge and expertise and build a list of potential clients. You can design a descriptive flyer about your seminar and submit it to the library; they will be glad to post your flyer and in many cases mail it out to their patrons list at their expense. In big cities like Chicago, the libraries will print up announcement brochures listing all the scheduled events at library branches throughout the city; you could potentially offer your seminar at multiple branches (there are 77 branch locations in Chicago.) Be sure to prepare handouts and notes of your presentation to distribute, as well as business cards. Organize your presentation into four or five ten-minute segments and allow at least a half an hour for questions and answers. Don't try to be funny, strive to make your presentation concise and informative. And be sure to distribute a sign-up sheet on which you capture the names and addresses of all your attendees (preferably at the beginning of your presentation as many people may not be able to stay for the full hour). The best time to give a workshop presentation? Saturday mornings. One or two presentations a week should generate dozens of potential clients. As a follow-up, mail them a simple two page newsletter offering tips and information based on your service or product. The idea? Identify people who are interested in what you have to offer and with whom you can develop a relationshop through your seminar presentation and follow-up mailing. Try it. It works.