We live in a society where an increasing amount of job dissatisfaction and layoffs leave a lot of talented people out of work. A fair number of them will simply find new jobs, but some of them will give going solo try. These entrepreneurs will open small businesses and whether or not they know it, many of them will discover they could use the help of a good desktop publisher. The question is, how do skilled desktop publishers market their services to build new and established small businesses? Today, we’re going to look at some of the ways you can turn that new shop down the street into your next client.
Step 1: Make potential clients aware of your services
Many small business owners don’t have the time or the energy to design their marketing materials. They only do so because they think that in order to get these things designed for them, they have to hire the services of a public relations or marketing firm. Since they don’t want to incur the expenses of a full-blown account they simply take matters into their own hands. If more business owners were aware they can have their materials professionally designed on a one-time basis they might avail themselves of a service. This means that your first job is to let potential clients know that you exist. The best way to do this is with well-designed marketing materials of your own, which function not only as awareness about your services, but also as a built-in sample. When new businesses open in your area, send them a mailing, or drop off your materials in person.
Step 2: Show potential clients how you can improve on existing materials
Small business owners who had taken it upon themselves to create their own marketing materials will be a bit territorial about them. This means that rather than starting from scratch, you may want to show a potential small business owner how your expertise can improve on the direction they’re already taking. If possible get copies of their existing marketing materials, and bring them to perspective client meetings. Be ready to discuss how you’d be able to improve them.
Step 3: Show potential clients how your materials translate into profit
The quickest way to get to any business owners' heart is to show them the money. You need to show business owners that your materials will increase their sales, and therefore make them more money. That will quickly move you from the expense category to the investment category. It may sound like a minor difference, but business owners are much more likely to invest in their own future, then they are simply to spend. You may think the business owners to set up a meeting already aware of this, but many are not. If you have any success stories, or concrete examples, that you can give a client now is the time. Maybe your mailer for the clothing boutique increase their sales 10% in the month that it came out, or perhaps one of your logo designs has won an award. Be sure to let them know this.
Now that you have some basic tips and tools you are ready to get out there and gain your next small business client. You’ll be surprised at how well you do in this market.