Hi Mindy,
You’re certainly on the right track. Here’s a couple of steps you can take to snare your first few clients and make your writing business work for you:
1. Read my earlier Post
This shows you how to target, approach and retain clients –
http://www.network54.com/Hide/Forum/message?forumid=72583&messageid=1011232768.
2. Asking the right questions
Your second question – what questions do I ask my potential client. Well, after you have targeted potential clients (see my post) and crafted an appropriate DM letter (see my book on what to include as well as samples you can use), in the general course of your conversation, you can include any or all of the following questions to gain more information and also demonstrate your interest in the company as well as your marketing nous:
* What are your products and services?
* What are your target markets (ie industries which require your services)?
* Who are your target audiences (ie MD/CEO level or technical staff etc) ?
* Who are your major competitors?
* What is your USP (Unique Selling proposition or competitive advantage – why should someone buy from you rather than the competition)?
* Do you have a sales force or resellers (this can determine what kinds of marketing communications you can offer your client – ie internal/external newsletter, direct mail letters, sales presentations, videos etc)?
* How do you market your products (what kinds of communications do you currently use – eg advertising, PR, DM etc)?
* Are they conducted internally or through an agency (you can offer a solution to fit – eg you can provide overload or consulting services for internal staff and co-ordinate projects with their agency)?
Please keep in mind, most of these questions should be reserved for an in-depth meeting.
With regard to your initial phone call, again, if you consult my book, ‘The Enterprising Writer’, you’ll find a suggested script you can adapt to suit your needs. I don’t suggest you read from the script – there’s nothing more annoying than someone reading a sales screed to you on the phone – I am suggesting you keep some notes handy, just as thought-prompters.
I hope this helps. All the best, Mindy, with your writing business.
Regards
Michael