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Guest post by: Cheryl A. Clausen Become an Author

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I’m not talking about your sales presentation. I’m talking about how you get highly qualified potential buyers to know about you so they can reach out to you. This is about how to get better results with less work.

You might want to think of it as choosing your ammunition. Right now many of you only get qualified potential buyers by calling up strangers and knocking on doors trying to find someone who will buy from you. That’s a very labor intensive approach that doesn’t produce rewards that match your efforts.

Unfortunately, if this is the only approach you know you get trapped in a mindset and can’t see all the other great opportunities to help the right people find you. When you take advantage of these great opportunities your livelihood doesn’t directly depend on how you move your hands and feet each day. Your results depend on your ability to get other people to move their hands and feet in your direction.

There are countless ways to get your message to the right people. Some of the ways to reach the right people are nearly free, and some require a significant initial investment. You can’t know the real cost until you measure the cost of a sale per approach.

Ideally you want to approach the right people without your direct action once the approach is in place. My philosophy when it comes to marketing yourself is to “aim small miss small and fail forward fast.” In other words, try things on a small scale first.

Get your message and means of approaching a prospective buyer to produce results first then expand the scale and scope. Don’t worry if your first attempts are flops. Learn from those mistakes quickly until you get to what does work. Those lessons transfer to every approach you’ll want to try. The main thing is to keep moving forward no matter what.

I recommend you start with the free ways to approach potential buyers first. Once you get those approaches to work you can move on to the methods that require an initial investment. If you have an existing client base start by getting repeat business from those clients. Use what you learn to get strangers to buy from you.

Here are some free or nearly free approaches to start with: use any contacts you’re already making with existing clients, speak at groups you already belong to, engage with online groups and forums where your ideal clients already belong, email people who already know you, set up seminars, issue a press release, use your website, write and submit articles, attend trade shows, partner with other businesses, interview experts, network, write a report, or write editorials. These are just some of the ways you can get your message to more people and get those people to contact you. The more people who know you, and understand how what you do benefits them the more sales you’ll get.

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