Prospecting Is So Yesterday!

Recently, while having a conversation with my teenage daughter, she quipped, "Dad, Facebook is so yesterday!"

With technology changing as fast as it is, I almost believe her! I feel the same way about prospecting for new clients … and have for a long time.

Welcome to Day Two of The Writer’s Life and our “No Bull” Productivity Tips for the New Year.

I know there are some who actually like cold-calling on people they don’t know. But I also have a feeling these same people also love frequent trips to the dentist!

If you really want to be productive this year (which translates into more time for high-paying projects or just kicking back), then my challenge to you is to quit prospecting. That doesn't mean you quit looking for business. But it does mean that you position yourself in a way that business will come to you.

Here's why. When you position yourself correctly in the marketplace, price negotiations and objections are virtually nonexistent. When clients approach you, seeing you as the expert in your field, they are already sold on YOU.

How do you make this an ongoing strategy?

First, write articles in your particular niche. Post them to article sites and free article aggregation services. You also might want to find industry-specific publications your prospects read.

Second, make generous use of press releases. Write a timely press release linking it to current news. Make sure that you quote yourself and give good, solid information. After writing the press release, post it to relevant sites on the Web. Good free ones include 1888PressRelease.com, Express-Press-Release.com, and Free-Press-Release.com.

By also using paid services like PRWeb.com, you can post a press release for less than $200 and have your name at the top of Google and Yahoo! News within 24 hours. This is considered news, so it creates third-party validation of who you are and what you do.

Third, teach a class in your specific niche. Nothing screams expert like that. After all, only an expert would attempt to teach others, correct? Offer to teach an adult education course at your local college or university and add that to your portfolio and your website.

Last, join associations. Google “associations” in your specific area and join. They are great credibility builders. Join as many as you have time to be active in. For example, many AWAI members, including me, are part of The Professional Writers’ Alliance. We have wonderful resources at our fingertips, including regular webinars and message boards to get feedback from others who are in the trenches.

Just remember, positioning is always better than prospecting. And attracting business is always better than asking for it. It's far more productive to have potential clients come to you!

What are the best ways that you have attracted business? Let me know, you may be quoted in a future article!

Join me again for The Writer’s Life tomorrow and we’ll talk about a famous principle that allows you to become twice as productive while working half as much.

The Professional Writers’ Alliance

The Professional Writers’ Alliance

At last, a professional organization that caters to the needs of direct-response industry writers. Find out how membership can change the course of your career. Learn More »


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Published: January 22, 2013

1 Response to “Prospecting Is So Yesterday!”

  1. Hi Bob - when looking to attract clients in a specialised niche what shall I write about in articles and blogs? My niche is equestrian businesses and I can't get my head round what these businesses would be reading online to find me! Eg, where would a business selling horse tack be looking online for help and advise - a free articles site? These businesses may not know they need new content.
    Yours confused and needing clarification!

    Equestrian writerMarch 5, 2013 at 2:40 am


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