DW Consulting

A good practice to follow is to be consistent with searching for new clients and projects every week.  Make this a part of your weekly sales process. Don't forget to stay in contact with your existing clients on a regular basis for projects.

Existing clients already know your value.  Never assume that there is not any work when they do not contact you. During this crazy economy, people won't always offer opportunities to you.  You have to be visible and ready.  Your existing clients may appreciate the offer - help them decide how they may delegate projects to you.

Go ahead and accept new projects.  Learn how to schedule these projects. What if you have another project you are working on when you get a new project?  Be sure to communicate with your clients about the target date of completion.  Schedule the project the following week if you are able to do this.

If the project needs to be done ASAP, approach your client with the solution that you have a great subcontractor you work with and that you would like to use them on this project.  Be sure to let your client know that you will review the work before you forward to them. They are important.  If the project is a priority, you may need to negotiate a higher rate for services (to pay your subcontractor).  Existing clients already know your value. Let the client decide if they need the fast turnaround or wait.  You still save the clients time because they didn't have to search for someone new. You both win.  This procedure will soon become invisible for you.  

Remember to include in your sales plan to stay visible with your existing clients.  Always follow up - email, coffee, or telephone call.  This is something we easily forget to do. It does pay!   

DW Consulting