Approaching Companies for Consultancy Work
Discussion
Hi all
I'm currently a contractor with a main client but also have a few other smaller clients that I support on a regular basis. These are smaller companies who don't have the resource/requirement for a full time person. This works really well but am looking to expand my client base.
I have a number of potential companies to approach but embarrassingly don't know how best to make initial contact.
The problem is, my current client base has been acquired via word of mouth/reputation so has evolved that way. As a result I don't really have a website, flyer or other marketing material I'm not even on LinkedIn). Is this strictly necessary?
Judging by my current clients, they have so many emails that my fear is it'd get lost in the noise. Cold calling is also not my thing but would do if this is the norm.
Any ideas/advice welcome. Thanks.
I'm currently a contractor with a main client but also have a few other smaller clients that I support on a regular basis. These are smaller companies who don't have the resource/requirement for a full time person. This works really well but am looking to expand my client base.
I have a number of potential companies to approach but embarrassingly don't know how best to make initial contact.
The problem is, my current client base has been acquired via word of mouth/reputation so has evolved that way. As a result I don't really have a website, flyer or other marketing material I'm not even on LinkedIn). Is this strictly necessary?
Judging by my current clients, they have so many emails that my fear is it'd get lost in the noise. Cold calling is also not my thing but would do if this is the norm.
Any ideas/advice welcome. Thanks.
I was self employed software developer for 30 odd years and got almost all my quality work through word of mouth which as you say is the best way to get new clients.
I sometimes worked with another software house who did bespoke projects but also sold their own system for specific niche markets.
The 'salesman' of the team who was also an analyst would not only cold call but break his travels around the UK by knocking on doors on trading estates. His success rate of getting through the door was low but he took it in his stride and if he got through the door sometimes sold his products and sometimes got seriously large projects. On one occasion a project that lasted 5 years and generated hundreds of thousands of income just because he rang the bell at about 6pm.
I could never do this and wasted money on mailings, flyers and sometimes cold calling and bloody networking meetings. B2B - huh.
You have to gird up your loins and just do the cold calling if you are low on work. It's very, very, very hard unless like my friend you are a born salesman. I found it soul destroying and couldn't take the constant rejection. My friend told me all the techniques but we are just different people.
You also need the web site and LinkedIn etc. You really do, and the chances you get work from it? Almost nil but if you don't have it then it doesn't inspire confidence. I think I only ever got one job through my web site but I did get a couple of enquiries which led nowhere.
Good luck and I feel your pain.
Mike
I sometimes worked with another software house who did bespoke projects but also sold their own system for specific niche markets.
The 'salesman' of the team who was also an analyst would not only cold call but break his travels around the UK by knocking on doors on trading estates. His success rate of getting through the door was low but he took it in his stride and if he got through the door sometimes sold his products and sometimes got seriously large projects. On one occasion a project that lasted 5 years and generated hundreds of thousands of income just because he rang the bell at about 6pm.
I could never do this and wasted money on mailings, flyers and sometimes cold calling and bloody networking meetings. B2B - huh.
You have to gird up your loins and just do the cold calling if you are low on work. It's very, very, very hard unless like my friend you are a born salesman. I found it soul destroying and couldn't take the constant rejection. My friend told me all the techniques but we are just different people.
You also need the web site and LinkedIn etc. You really do, and the chances you get work from it? Almost nil but if you don't have it then it doesn't inspire confidence. I think I only ever got one job through my web site but I did get a couple of enquiries which led nowhere.
Good luck and I feel your pain.
Mike
Many thanks Mike, much appreciated 
I think I'll play the long game on this one as it sounds like I've a fair amount of marketing and other stuff to do before I can present myself to clients properly.
I'll then have to brush up on my sales skills!
Personally I don't mind the rejection but can definitely see how it can be tiresome if success rates are low. I'm starting out on the basis of zero take up
so if I get anything it'll be great.
I'm lucky that I have a main client but really would like to have enough small stuff that I can give it up. Helping small businesses is much more rewarding so feel that I'm adding more value .
Thanks again for your time and advice.
I think I'll play the long game on this one as it sounds like I've a fair amount of marketing and other stuff to do before I can present myself to clients properly.
I'll then have to brush up on my sales skills!
Personally I don't mind the rejection but can definitely see how it can be tiresome if success rates are low. I'm starting out on the basis of zero take up
so if I get anything it'll be great.I'm lucky that I have a main client but really would like to have enough small stuff that I can give it up. Helping small businesses is much more rewarding so feel that I'm adding more value .
Thanks again for your time and advice.
Do it the easy way. Ask your existing clients for referrals. It’s a scary thing to do but if they are happy with your work they will oblige.
Simple script like: bob, you know what I can do and I’m looking to do more of it, who do you know who you think I could work with? Please can you arrange to introduce me/ let them know I’ll be calling to arrange a coffee
Get a linked in profile set up, it’s free and not as would destroying as cold calling
Simple script like: bob, you know what I can do and I’m looking to do more of it, who do you know who you think I could work with? Please can you arrange to introduce me/ let them know I’ll be calling to arrange a coffee
Get a linked in profile set up, it’s free and not as would destroying as cold calling
As above, referrals are a good way.
I started a b2b franchise from nothing and ran it for over 20 years.
I tried a bit of everything, but one thing that stood out for me was to make sales calls when business was going well.
I don’t think I am a natural salesman, but selling when you are desperate for work is a lot harder than when things are going well.
Good luck
I started a b2b franchise from nothing and ran it for over 20 years.
I tried a bit of everything, but one thing that stood out for me was to make sales calls when business was going well.
I don’t think I am a natural salesman, but selling when you are desperate for work is a lot harder than when things are going well.
Good luck
[quote=garythesign
I tried a bit of everything, but one thing that stood out for me was to make sales calls when business was going well.
I don’t think I am a natural salesman, but selling when you are desperate for work is a lot harder than when things are going well.
Good luck
[/quote]
I think that's very good advice, but when you're busy you don't have the time
Of course the other approach is to say when work is slack go smell the roses and relax. Something usually comes along in due course.
I do like that suggestion of asking happy clients for referrals. It sort of happened to me anyway as they did it unasked.
Mike
I tried a bit of everything, but one thing that stood out for me was to make sales calls when business was going well.
I don’t think I am a natural salesman, but selling when you are desperate for work is a lot harder than when things are going well.
Good luck
[/quote]
I think that's very good advice, but when you're busy you don't have the time
Of course the other approach is to say when work is slack go smell the roses and relax. Something usually comes along in due course.
I do like that suggestion of asking happy clients for referrals. It sort of happened to me anyway as they did it unasked.
Mike
garythesign said:
As above, referrals are a good way.
I started a b2b franchise from nothing and ran it for over 20 years.
I tried a bit of everything, but one thing that stood out for me was to make sales calls when business was going well.
I don’t think I am a natural salesman, but selling when you are desperate for work is a lot harder than when things are going well.
Good luck
Thanks.I started a b2b franchise from nothing and ran it for over 20 years.
I tried a bit of everything, but one thing that stood out for me was to make sales calls when business was going well.
I don’t think I am a natural salesman, but selling when you are desperate for work is a lot harder than when things are going well.
Good luck
Fortunately, despite a slow market, I've got a decent longish term main contract and the other stuff is icing. I'm lucky but feel I'd like to keep going and build on what I've got.
I think I'll ask about referrals though.
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