Referrals alone may not be enough to generate adequate or successful revenue. Consider these factors in reaching a wider customer base:
- What are the best ways to reach your desired client base? Advertising? Targeted email messages? Cold calls via telephone? If you’re targeting Fortune 500 corporations, your approach will be vastly different than if you’re targeting local mom-and-pop businesses.
- Study your competition and find out how they market themselves — can you learn any lessons?
- Devote time to the task of marketing and be consistent about following up with clients.
- If you don’t already have a “Wow!” portfolio of sample work, you’ll need to create one — it can be an extremely powerful sales tool.