Quick recap : In step 1 you explored your perfect client, their problems and what you have to offer.
This forms the foundation the way you market yourself.
In step 2, you started to think about your tactics, what is working and what is not, including:
1. Online – website and web presence
2. Social Media
3. Referral and Word of Mouth
4. Keep in touch strategies
5. Advertising
6. PR – publicity for your brand, service, etc
7. Develop strategic alliances and joint ventures
8. Write articles and get published
9. Special events (like tradeshows, etc)
10. Networking, industry connections, conferences
11. Direct outreach, mail, phone or in person
12. Speaking, presenting and workshops
In step 3 your action plan was to develop the foundation of a solid marketing plan. You started generating ideas on how to connect to your perfect clients, how to offer information about yourself and how to keep in touch with them.
for more on these have a look at my blog :
http://www.marketingwithheart.com.au/blog/
This time, Step 4, we start to explore the way you can use the various marketing tactics to suit you and your work to get new clients.
Getting new clients is not about selling prospective clients on what you do. It is about them seeing you, getting comfortable with you and then recognizing and understanding what you can do for them.
How to become visible? And where to start?
What do you like to do? Do you love meeting people? Start networking. Connect with people NOT with the intention of getting business but with the intention of building relationships. Connect with a few at a time and keep in touch with them. Be interested in them first, that will help you to see if they might be one of your perfect clients or might become a fan of yours.
What if you hate meeting people? What about working online? Create a website or web presence where people can find you. Make sure it offers enough information about you and your service to answer your potential clients questions and then start to develop a way to send people to your site. Include a blog or ezine to help people stay connected to learn more about you and your work.
Social media is a very popular strategy these days and suits many people. Develop your Facebook and Linked in profiles, google+ network, start a twitter account and get active. Don't promote your business, use SM to develop relationships online. Be relevant to your potential perfect client, interested and interesting.
Have clients who love your work or colleagues who think you are fantastic? Ask for referrals, make sure they know you want them. No one knows if you don't tell them! You can also develop an alliance or joint venture with others by offering services that complement each other to all your clients, existing and potential.
Have specific target clients? Develop an effective direct marketing campaign. Emails can easily go un-recognised and straight to the delete bin, well developed snail mail can be more effective. Don't waste potential interest, follow up with a personal contact. Be interested in them first before you offer your services. Find out if you are a potential match.
Have great information to offer? Develop a speaking plan, in person or on-line and start to get or create gigs. Contact places that might be interested and offer your services. Make sure you get contact details out of the talk unless your talk is for purely altruistic means. Offer an information pack or a special report or trial session to get email address or phone numbers. Only those interested (potential perfect clients) will respond. Then follow up and again be interested in them before trying to talk about you or your services.
If you have something unusual to offer try the PR route. Local papers are often looking for interesting concepts and you could get picked up by the major media. Don't try to sell yourself or your service. This is about showcasing and getting recognized.
Writing articles and getting published is a tried and true way to get recognised. Don't try to sell yourself or your services this way though, article writing is about sharing your knowledge so your potential clients see that you know what you are talking about. You-tubes and online videos are also part of this tactic.
Tradeshows? These can work for certain industries but get the facts before you commit. They can be costly.
What about advertising? This can also be a high cost low return option. It is a good idea to get some expert help in designing your ad campaign.
Action plan for step 4: Choose a tactic and develop a plan of action.
Consider :
1. What you will do. What is the actual tactic?
2. Who you are targeting. Potential clients? Potential referral partners? General public?
3. Why you are doing this. More clients yes, but what is the big picture? Stay connected to that passion.
4. How you will do it. The nuts and bolts of how including the materials you need to make it a success and a time line to make it happen.
5. When you will do it. Rarely does a tactic work without regular commitment. When does this fit into your schedule. Don't start something you can't carry through.
My suggestion? Take something you are already doing (from step 2) and make it better and then add one new tactic in at a time.
Then do a regular review of results. I suggest a quarterly check in with six monthly and annual reviews.
Then again improve one thing and try one thing new.
Before you know it you will have an solid stream of potential new clients.
To find out more about this tip email me at create@gaylandeta.com.au
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port them or even understand their big ideas, they may be protective of their self esteem and concerned that others may not think they are capable of it. They may fear someone may steal their idea or they might just have difficulty expressing the big idea they have. 
