Solo Professionals Ideas

Communication with your clients and prospects is one of the big keys to a solo-professional's success. One easy way to communicate with the people you most want to do business with -- without sounding like a sales pitch--is through asking questions.

Here's an experience I had with someone who got my business by asking questions:

Recently, I posted a question on a forum about technology which drew a lot of helpful responses, some to the group and some privately to me. One of those private responses included the exact information what I was looking for; I thanked her and a few days passed. When I hadn't contacted her, she followed up to see if I had any more questions. After talking with her further, I decided to purchase a product she offered. But the relationship didn't end there.

A few days after sending me my order, she called to follow up, and asked me if I received my order and was it working ok? It was. That communication was a nice bit of customer service through asking a question. Still, the relationship didn't end even there.

About a week after that, she sent me another message asking my opinion about something she is working on. (Hint: people love to give you their opinions!). During that conversation, she added a quick aside that went like this, "By the way, have you considered using an assistant for your scheduling needs?" That one question led me to want to learn more about her services. If she never asked I would not have considered it. In your business you have to ask, too.

Here are a few lessons you can learn from my experience with this excellent business person:

1. Follow up with prospects: When someone expresses an interest in what you offer, add that person to a "tickler file" to follow up with personally. A tickler file is what is known in the sales business as a simple way to manage your contacts. You can use your Outlook program, purchase a contact management system, or simply use an old-fashioned hand-written calendar. But set up a way to follow up with those who expressed an interest. Ask, "Can I help you with anything else?"

2. Follow up with current customers: When someone does business with you, ask them about your product or service. If it's something you sent via mail, ask if they received it ok. If you deliver digital products, ask if the link worked for them. Ask, "How else can I help you?" You may be surprised at how many people tell you what other areas they need help with.

3. Follow up with past clients: Want to know the fastest way to get more business? Ask those who purchased from you in the past. These people are already familiar with the quality of your work. If you personally contact them regularly via phone or email, you'll automatically boost your bottom line. It's all about timing. When you call, express an interest in them as a person. Use your tickler system to record personal and business-related details such as birthdays, family notes, and work anniversaries. Ask, "How are you?" And LISTEN to the answer. Then ask, "What projects are you working on now?" "What is coming up soon for you?" And finally, "How can I help you?"

Asking questions is a powerful way to get new business, keep your current clients happy, and generate business from your past clients and customers through effective communication.