Kristen, excellent article! In response to your first point about writing a personal note instead of sending an email... I also think it's important to know when to pick up the phone instead of send an email. So much of my email gets buried lately, but when someone calls me, it says, "I'm serious about this!" and I am sure to respond.

Rhonda, nice article! Very specific and doable tips, many of which I rely on myself.

I agree with you that every task -- especially marketing tasks -- should be scheduled in. Otherwise, they fall quickly to the back burner when things get busy.

That's why we created the Grow Your Business Marketing Plan + Calendar. I hope you don't mind a little plug for it -- it seems perfect for people who deal with this challenge. It includes an actual marketing plan that is integrated directly into a daily calendar, along with your to-do list and your personal appointments. It's a great way to get everything into one place, including your marketing tasks. More info here.

Thanks for a relevant, helpful article.

Glenn, nice article- and all very good points!

And I absolutely agree with #10- people don't attend enough networking events!

RE: #5 My follow up system functions more effectively if I set the foundation for it while I'm talking. I note anything unusual about the person I'm talking to, or the work they do, to help me remember them. Then I note any ideas I have about follow up: the link I promised to send or the resource I want to pass along. It makes following up quicker and easier. I also agree that so many opportunities are missed simply because people don't take a few minutes to follow-up!

And finally, on our blog today, we have a guest post from Drury Bynum of Workerbee Creative (a Marketing Mentor client) who echoes and elaborates on your #4. It's called, "How to Help People Get You." Read it here

Pamela, nice article with a unique perspective!

Hi everyone, I'm in the NYC area (Hoboken, actually) and I have an idea for a face-to-face that is already happening:

I am giving a free workshop called "Self Promotion Online and Off" at the NY Business Library on May 15 (5:30 PM) and you're welcome to attend and meet each other there. Here are the details (but be sure to arrive early as it tends to fill up.):

NY Library of Science, Industry and Business

Great article, Debbie. Your tips and ideas are excellent. I've been writing my newsletter, Quick Tips by Marketing Mentor every two weeks (and sometimes weekly) since 2001, and beyond the content, people tell me they like because it's short and sweet!

Love this one too, Zita.

It reminds me of something I heard Barbara Winter talk about this weekend at the Changing Course "Work at What You Love" Workshop (I quoted her on my blog too). She talked about creating a natural monopoly and described it this way:

"Focus on finding those prospects that you're a perfect fit for and you'll start building this natural monopoly. You want to be so appropriate for your customers that the competition virtually disappears. You'll also find that this helps take away the sting of rejection, when a prospect doesn't go with you. You'll end up saying to yourself, 'Gee, they just weren't the perfect fit for me.'"

Rachel, what a great article from a fresh perspective.

Asking for help is an excellent asset for growing your business, from hiring people to do what isn't your specialty to asking clients for referrals. Sure we can do it all ourselves, but why?

There is so much help available out there! A listserv or email group is also a great way to ask for help. I work with many designers who use the listserv at www.kernspiracy.com. They send an email to the group and other designers are happy to help answer their questions. Some days you might ask for help, and other days you might be able to help someone else- that's the beauty of reaching out.

Shannon, great article- I completely agree that email signatures can be very effective marketing tools.

I would like to add that when your prospects are in their moment of need, they need to be able to find your contact information without wasting too much time.

I think it's important to add your signature file to every message you send, not just the first one- which many people do. It's not likely a client will go through every message you've ever sent to find your information- so I say to make your signature file as effective as possible- add it to every email you send, even if it's a reply.

Thanks for a very informative article.

Roy, nice article. We (at Marketing Mentor) are constantly talking to clients about the importance of having a niche, but we've never really thought about "niche maintenance." Interesting idea.

And I like your list of questions. I think a good way to stay in touch with your niche and know how to answer these questions is to be involved in their trade groups and network with them. I tell my clients that depending on the industry, their niche can change so quickly, and if they stay behind their desk for too long they'll be quickly out of the loop.

Veronika, I enjoyed your article- these are all very good points.

You say in #3 "chances are there are people out there who really want and need what you've got to offer," and this is so true. But I think people underestimate the importance of finding them! One of the benefits of being small is that you don't need hundreds of clients. You can pinpoint the ones who are ideal and cherry pick them. To me that seems so much easier than marketing your services to everyone!

Well put, Danielle. I think this is very good advice for anyone creating a communication piece.

I agree that it's easy to jump too quickly and neglect these 5 important steps. I always recommend that clients have an ongoing method of communication to help support their goals, such as quarterly direct mail campaigns and email newsletters, but I think it's important to take these steps into consideration for each and every piece. Thanks for a good article!

Elge, this is a topic I had on my list to write an article about. But you've done such a good job, now I don't have to. In fact, I think I'll spread the word about it by posting a link to it on my blog (www.marketingmixblog.com) next week.

Thanks so much!

Zita, thanks for this great article. It takes patience to be a farmer; that's why many like the idea but don't actually do it.

I also love your list of what people notice when they see you in action and what inspires trust. In fact, I might like to excerpt that for the Marketing Mix Blog (with a link back to you, of course).

Your points on gaining trust are excellent, particularly the point about listening intently. Without really understanding what someone does, it's impossible to know if they would even need your services. I think if all the hunters out there read your article, they'd find their networking to be a lot more successful.

Nobody likes being just another target! I stress the importance of networking to my clients, but many are scared because they think they have to sell, sell, sell. They are relieved when they find out that's not true!

Joseph, I can't agree more with #2- setting actual dates, and #7- take action!

I mentor creatively self-employed people, many of whom are just starting out on their own. They have goals they want to reach, and like you said, they get paralyzed by the size of the goal instead of attacking it step by step. The goal that I see overwhelming people most often is starting, and sticking to, an ongoing marketing plan for their business. They would take small bites out of the elephant, but not consistently! My answer was to create a marketing plan that is also a calendar. All the marketing tasks are filled in- and everything has a specific date which holds the user accountable! Someone told me yesterday that they can't believe how far they've come in a few months by following the calendar. It just proves your point even more about the importance of setting actual dates! It always amazes me how a feeling of accomplishment can easily replace that overwhelmed feeling simply by taking action- no matter how big or small that action is. I absolutely agree with your points and would recommend them to anyone trying to reach a goal. Thanks for the article!

Chris, great article! I haven't spent much time in corporate America myself but I do come across many clients who see themselves as incompetent at marketing. But the funny thing is, they're not really. That's just the excuse for not doing it.

The ability to promote one's services (or not) is not genetic. These are skills anyone can learn, even if you don't like or feel comfortable doing it.

Very nice article, Lori. One way to keep in touch with everyone you meet is to get them into your "loop" -- that is, the marketing tool you use to keep in touch on a regular basis. For some, that's an email newsletter; for others, it's a monthly postcard.

Of course, you can't just add them to your list. You do need permission. So in my follow up, I often end with this question, "May I keep in touch via my email newsletter, Quick Tips from Marketing Mentor?" (http://www.marketing-mentortips.com/)

More often than not, they say yes.

Rickey, I can definitely agree with #2, Lighten Up. People get too worked up about networking. Sometimes my clients don't attend an event because they aren't feeling "in the mood." I always say, you don't have to be in the mood, you just have to be there and be open! Often, you end up talking to someone interesting and you find your mood improves naturally. Like you said, networking is not about blatant selling. You don't need to be in sell mode to attend a networking event; you simply need to be friendly and open!

Chris, I think this is a fantastic article and it has inspired some great discussion. And Jasmine, thank you for plugging our "What Should I Charge" webinar at http://www.howdesign.com/webinars/webinarpricing.asp

I'm so glad you found it helpful!

I agree with Chris that when you charge by the hour, you may be cheating yourself. As many of you said, over time, you get better at what you do--sometimes a lot better. But if you charge by the hour, the better you get, the less time you spend and the less money you make. Pricing by the project, although more challenging, is better for you in the long run.

I deal with many creative professionals who wonder if they're charging enough. And they probably aren't. I remind my clients that they are not selling their time; they are selling their brain, their attention and their creative imagination- and that has a value that can be difficult to quantify!

More on that here: http://biznik.com/learn/articles/fees-pricing/what-exactly-are-you-selling

As far as hourly rates- you need to know what yours is. It's one of the building blocks of your price, but you should never reveal that hourly rate in a proposal or in conversations with your client. When figuring out what to charge, there are many factors! You need to factor in your desired salary, overhead and profit. I could go on for pages about this topic (at the risk of promoting myself, I'll just mention that I actually do in my new book, The Designer's Guide to Marketing & Pricing, co-authored with my partner, Peleg Top).

It deals with the nuts & bolts of running a creative design business, and I think it's particularly helpful for anyone who asks, "Am I charging enough."

Chris, thanks again for a great article.

Michelle, i agree with you. sometimes the best thing you can do for your business is remove yourself from the day to day.

Twice a year, I do a retreat with my partner, peleg top, where we clear our heads, and leave the clutter, phones and the emails behind. we remove the chaos and take some time to really focus on the big picture. Some of our best ideas come from these retreats. I think it's even better than a vacation, because it leads us closer to our goals. Thanks for the article.