Finding clients is probably one of, if not the, hardest thing for independents. Here are some of the things I’ve done over the years (some I plan to do; I did not take clients with me when I started my business and I’ve started over once after relocating):
- Be active and visible in one or more professional associations (STC, ASTD, ISPI, IEEE-PCS, ACM SIG DOC, etc.).
- Network with friends, neighbors, anyone you know (always have at least one business card with you).
- Attend meetings of other groups locally such as various IT organizations.
- Give presentations at meetings about documentation or writing-related topics.
- Present at conferences (various STC regional or international conferences, WinWriters, or others).
- Create a Web site that describes what you do (I get a few leads a year directly from mine). Use meta tags to help people find your site when searching.
- Ask past and current clients for referrals.
- Seek projects with ongoing updates or maintenance work.
- Send holiday cards to clients to remind them you’re still around.
- Send post cards periodically to clients (past and present), announcing new things about your business (new tools, new Web site, new personnel, anniversary, etc.).
- Answer questions on e-mail lists (your local chapter may have one) to show your expertise.
- List your company on various Web sites that list consultants or technical communicators.
- Carve out a unique specialty that is in demand.
- Network, network, network!
