Your target client probably gets solicited daily by business-people like you. Even when your prospective client is actively looking for your solution, you are likely competing with another firm for his/her attention. Give yourself a leg-up, and freshen your marketing collateral. Make sure your message stands out in your target’s mind.

• Work your network

Before setting out to pick up new business, check in with your current clients. Often times, your current clients have a range of business partners and friends for whom your services will apply, and they’re usually happy to share the information with you. You can then better personalize your initial contacts. Especially if your client can pre-introduce you or your services, it can really give you an edge through the referral.

• Follow-up

When you’re communicating with a prospective client, be sure to let them know that you plan to call or email to follow up. The best call-to-action will never compete with consistent follow-up activities by you. Even if they’re not ready for your services now, they’ll usually appreciate a gentle, periodic communication going forward. Today’s ‘no’ is often really a ‘not-now’.

As the marketplace competitiveness continues to grow,  your brand needs to work harder than ever. Building a strong brand can help you stand out from the crowd, establish trust with customers, focus your efforts and build critical business relationships. Fortunately it doesn’t have to cost a fortune to build a brand. This article from USA Today, highlights the value of a brand and five components that create your brand promise.

• Help prospective clients find you.

It’s very important to have a professional online presence so it’s easier for clients to find you when they’re searching online. The cost barrier to entry online is so low, everyone should have an online presence that reflects your professional skills and services. This is where you can show off your expertise, and gives prospective clients a sense of what you can do for them.

• Keep your current clients in the loop.

If you have a good relationship with current and past clients, be sure to contact them periodically after your engagement has ended to let them know what you’re up to now. Not only will this keep the client happily up to speed and keep you on their radar, but he or she might also have know others in their circles that might benefit from your services.

• Pay it forward.

If a client sends you a referral that’s not an ideal match for you, refer a talented friend or colleague that might be a better fit. Not only will you be in the client’s (and the referral’s) good graces but you’ll also show them that you’re smart enough to understand where your products or services ideally fit. It’s a surefire way to make yourself more memorable so you’ll be the first one to spring to mind the next time an opportunity in your field comes up.