© 2005 Dream Merchant Dream Merchant • 2309 Torrance Blvd. #104, Torrance, CA 90501 (310) 328-1925 email: Jkm316@aol.com
Ready to Go Out on Your Own? Here's How to Jump Start Your Business.
By Gregory F. Brennan
If you've recently been downsized out of a job, or if you choose to go out on your own, you already have the skills to DO the work. The challenge is to GET the work. Here are some tips to jump start your business so you can become successfully self-employed:
1. Plan Your Business to Target Prospects--Reflect on your skills, and the industries that can use your skills. Then target business within those industries and offer your services to people in those businesses that need your skills.2. Write Each Prospect a Four-Paragraph Letter--The letter is to get the prospect to take your phone call. In the first paragraph, tell the prospect how you got their name--a personal referral or meeting them at a professional gathering is best, but not absolutely necessary. In the second paragraph, tell the prospect how you can help them. In the third paragraph, tell the prospect how you've helped others in a similar situation or business. In the fourth paragraph, tell the prospect to expect your call on a specific day (this is really a contract with yourself to call).
3. Script Your Call--Overcome any nervousness by writing down questions--even your introduction--ahead of time. Your questions should be about the prospect's organization and the skills the organization can use to meet its goals. You should first ask if it's convenient for the prospect to speak with you. If it isn't, offer to call at another specific time. Remember, the purpose of the call is to get the prospect to meet with you, so make sure to ask for an appointment.
4. Keep Your Eyes Open and Your head on a Swivel--Arrive for your appointment ahead of schedule for your own peace of mind and to observe the environment for clues to help you establish a personal relationship and to gain more knowledge about the prospect's company. In-house newsletters can give you insight to the company's latest issues. Trade magazines can give you similar insight to the industry's latest focus and help you pick up the jargon. Awards or personal photos in the prospect's office also give insight to the prospect's interests.
5. Ask Questions About Vendors the Prospect Currently Uses--The prospect's answers will reveal the competitive advantages you have. Sell your skills based on those advantages.
6. Thank the Prospect for Their Time and Stay in Touch--It's unusual to walk away from a first meeting with the order, so your job now is to stay in touch every four to eight weeks. That way, when a project arises in which your skills can play a role, the prospect will call you.
Gregory F. Brennan is the author of SUCCESSFULLY SELF-EMPLOYED (Upstart Publishing, Co.). He is an expert in starting and running a professional services business. The book is available at local bookstores or directly from the publisher.
Upstart Publishing Company 155 N. Wacker Drive Chicago, IL 60606-1719 1-800-829-7934
Previous Index
Idea Help
Next
