In the past 1-1/2 years I have been doing workshops for the interior fabricate industry. I know this has been a really tough year for most of us. I also noticed that when times are tough and we are all looking for the magic reply, it also makes us vulnerable to, as the song goes, looking in all the spoiled places. There's some grand information out there, but there is also what I call "Smoke and Mirrors". I would disclose you to be very careful who you eye to for utter. Don't topple for the wolf in sheep's clothing. Everyone is calling themselves an expert now….

But what I conception was to let you know that I also practice what I preach….oh yeah, with tangible results.

I am not doing this as self-promotion, but to note you that you can do this too!

My business, was not immune to the downturn of the economy. I very suddenly lost two major clients in 2008. I had to really work hard (AND incandescent)  to produce my business attend and obtain up for those two clients. As I am writing this, I have almost reached AND surpassed those goals. How did I do it, you ask?

I am sorry to say this, but it's what I preach to all of my clients, in my workshops and what I will screech you now.

(1)  I have a very specific target market. I NEVER, EVER call myself a consultant. It says nothing about my value to someone. Someone I took business classes with when I first started my business asked me what I do. I replied, "I am a consultant". She answered in a very provocative tone, "You and every other out of work person". Boy did that give me a wake up call.

(Q) .So when someone asks what you do, how do you answer?  I am an interior designer?  I sell high-end products?  I do residential fabricate?  I do commercial fabricate?  I do window treatments?  I will say the same as my teacher said to me…you and thousands of others! Do you want to effect yourself in a pool of others vying for the same work?  gather YOUR TARGET MARKET AND YOUR VALUE TO THEM! Solve their problems! do is not solving problems that's a given. If value is a mystery, people will not purchase. People are now looking for value. You need to connect those dots for people with a very definite marketing message.

reflect of it as throwing away what everyone else offers and pulling on your believe strengths. Pull your company away from every other designer.

(2)  I employ over 50% of my time on marketing. YES 50% of my time! Most successful people utilize AT LEAST that remarkable time on marketing. Others use mighty less and the results are indicative of that. Unreliable income, unrealized dreams of having a thriving business and worse yet, businesses closing.

But the key was that I achieve myself into target rich environments. AND I provided the VALUE of working with me. I networked in person, online and built my value and mark. I did not extinguish time, energy and money (our precious resources)  going to events or doing online Social Media to people who I knew would NOT be keen in the value I have to offer with my services. I notion very strategically about where I was going and who I wanted to meet. That was my goal for 2009 and I worked hard at it!

(Q) . So how mighty time have you worked on marketing in a target rich environment?  Have you yet to elaborate your target market?  And have you crafted your "elevator speech"?  Mine is "I work with the interior construct industry on strategic business planning so that they can come their ultimate business goals". That's how I introduce myself to anyone I meet on or offline.

(3)  Pro-active follow up. I have not been out of contact with my "sales funnel" for more than 4 weeks. It's a call, a blog post, a facebook entry, a newsletter, an in person visit, a workshop, a networking event. It's ALL pro-active. I really don't have that Kevin Costner attitude of "fabricate it and they will approach" or " I have been doing this for 30 years and have an extraordinary track relate of successes…don't they know that"?  You can NEVER, EVER rely on passive marketing such as referrals, brochures, postcards, etc.

Don't forget the cardinal rule of marketing. You need to fetch in front of a potential client 7 to 13 times before they will capture action. I know this may sound crazy, but I even support on ticker on some of my potential clients to gaze if that is just. You know what?  It is!

Follow up is crucial..but execute positive when you do PLEASE do not unprejudiced say I am following up. produce the call, email whatever your mode meaningful to your potential client. An example is: I objective designed an improbable storage solution for another client and I know that's of particular interest to you..wanted to talk to you about it and how we can do that same kind of opinion work for you.

So, you ask, all that is well and advantageous on paper…"note me the money!"

I have two modern clients I got from Social Media and a third I am in talks with a third one moral now.

I have given my in person, 5 share workshop in two originate centers and I am scheduled to give it at THREE others this year.

I have SIX major proposals out there unprejudiced waiting for approval.

In a few months I am slated to have an income that would supersede my best year!

Business is getting better, the economy IS changing for the better, you can region yourself proper now!

And what's really unbelievable about this is not about me, it's that YOU can do this too!

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