In a recent post, I explained how to pinpoint your perfect client. Once you’ve worked out who this ideal person is, here are ten ways you can go about finding them:
1. Ask for introductions
My target audience is small-medium sized web design and graphic design agencies, based in London. So, when I go to networking events, I always explain who I’m looking to meet. Most people happen to know of a designer and are usually very happy to introduce them to me.
2. Send them a mailshot
I send out postcard mailshots about three times a year. Yes, old fashioned snail mail. And, because 99% of people send emails, physical mail that has arrived in the post tends to get noticed these days.
3. Attend events they go to
Sounds obvious, but if there are certain industry events that your prospects regularly turn up to, make sure you do, too.
4. Hang out where they hang out
Similar to the above point – check out which clubs, networking groups etc your ideal client is likely to go to and go along, as well.
5. Join relevant groups on LinkedIn
On LinkedIn, you can link up with anyone who’s in the same group as you. So join the groups that your target clients belong to – and start connecting with them.
6. Join their professional association
Not every ‘ideal client’ fits neatly into a professional association and not every association will allow those not directly working in the industry to join, but it’s worth checking out. For example, I found out recently that D&AD (the professional association for designers) allows copywriters as members.
7. Read their industry magazines
By checking out what’s happening in their market, you can be on top of the latest industry developments and news stories. If I read that a design agency has landed a big new client that I would love to write for, it could well be they need a copywriter like me to help them out….
8. Phone them up
Cold calling isn’t everyone’s cup of tea but it can reap great results if you’re persistent and don’t mind hearing ‘no’. At some point, you’ll get a ‘yes’. Here’s a blog post you might find useful if the thought of cold calling brings you out in a cold sweat.
9. Follow them on Twitter
Some of them will follow you back and then you can start to interact with them.
10. Get featured in their main trade publication
Writing a useful ‘how to’ article in the magazine that your prospects read – or getting interviewed by that magazine – will bring your name to their attention. Then, when they see your mailshot, read your tweets or get your phone call, they will already have heard of you.
What’s the most effective way you’ve found to reach your perfect client?