The phone doesn't just ring with new business. You have to make the phone ring and that, in my humble opinion, is the sole purpose of marketing. But how do you make the phone ring? By scheduling time every day for marketing activities.
Tom Kane of the Legal Marketing Blog links to a recent post by John Jantsch who suggests that you should make a daily marketing appointment with yourself.
During your daily marketing appointment, Tom suggests the following:
- Call two or three contacts (clients, friends, referral sources, etc.)
- Find out about the next seminar or conference sponsored by a client’s trade association
- Contact trade groups or local business organizations looking for opportunities to speak
- Schedule a visit to a client or two over the next few weeks
- Call a reporter for lunch
- Start an outline for an article
I would add:
- Review business journals and magazines for articles that might be of interest to your clients or referral sources and send them along with a note from you
- Talk to other partners in your firm and let them know what you've been working on and ask what they have been working on in the hopes you will find a cross-selling opportunity
- Contact, either by phone, e-mail, or letter, a client or referral source you haven't talked to in a while
- Review your CV or biographical sketch and seek ways to enhance it
- Review your website for possible revisions/additions
- Read and post comments on blogs that are pertinent to your business development activities
I agree with John Jantsch when he says that "marketing is not an event, it's a process." Begin the process today by taking the time to do it.
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