How You Want to Build Your Practice

The last issue asked you which practice-building techniques you'd like to know more about. Here's what you answered in percentages of the total choices you made:

Advertising in newspapers, magazines.......................... 8.8%

Cold calling, by phone, or in person................................ 11.6%

Cold e-mailing, faxing, mailing brochures, etc.................. 8.8%

Contacting clients by phone, or in person........................ 9.9%

Directory listings............................................................... 2.0%

Electronic newsletter, faxed, e-mailed, or on website..... 8.8%

Participation in organizations composed of clients.......... 3.9%

Printed newsletter, mailed or hand-delivered................... 8.3%

Professional public relations............................................ 0.0%

Referrals from clients, and non-clients........................... 14.9%

Seminars, teaching classes............................................. 9.4%

Speeches, talks to civic, trade, and select audiences..... 1.7%

Website focusing on you, and your business................. 3.3%

Working with the media................................................... 1.7%

Writing articles for newspapers, magazines, or books... 6.6%

The winners are Referrals, and Cold-calling, followed by Contacting clients, Seminars, with Advertising, Cold e-mail, and Electronic newsletter close behind---all above the 7.5% half-way point.

When the same question was posed a year ago, Referrals led at 22.7%, followed by Electronic newsletter at 16.4%, Contacting clients at 11.8%, and Printed newsletter at 8.2%. The rest were below 7.5%.

Apart from the current interest in cold techniques, there's a certain consistency of opinion between the two surveys.

* For Referral ideas look in Past Issues 5, 6, 7, 8, 9, 10, 14, 23, 24, 25, 27, and 29 in the left-hand column.

* Cold-calling clues are in Past Issue #18.

* A Seminar article is in Past Issue #2 You'll be reading more on all these in future issues of TIP.

How You Want to Build Your Practice - To learn more about this author, visit Donald F. Pooley's Website.

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