Building Business by Asking Questions

Quite often, we’re handed a project, ask the necessary questions, produce great work and move on to the next prospect. It’s a model that has made a lot of freelancers great income throughout the ages.

But why stop with one project?

One of the more difficult things we encounter as business owners is the art of cold calling to expand our business. But why go through all of the effort when you have clients from your past who are perfectly capable of being your clients of the future?

I encourage you to dive deep into your Rolodex and remain in contact with ALL of your clients. Build conversation with them, create a database you can reference for years to come.

For example, I make note in my address book regarding important answers to my questions: does my client contact have kids, what is their favorite food, do they have pets, etc.  Those notes allow me to pick up dialog right away without missing a beat.  It doesn’t mean that I don’t value each of the people in my Rolodex … it just means that my Rolodex is too large to remember all of the details. My database allows me to keep up.

As you build your Rolodex, you can watch for patterns and have the opportunity to connect those in your network. Build Karma points by connecting a favorite package designer with an inventor looking to gain shelf space in local grocery stores. More than likely, those who have been helped by you are happy to return the favor down the road.

It’s all about who you know, but also what you know about them.