What I did: I learned early on that getting in front of one client at a time would not build the business fast enough. It was imperative that I get in front of a lot of people quickly, but had little money to spend on marketing. I needed to “think outside the box” and find low-cost ways to get the public to know who I am and what I can do for them.
How I did it: I looked in the yellow pages of area telephone books and went to libraries in the area. I then contacted local clubs and professional organizations that were listed and offered to be a speaker at their meetings. I provided a list of topics I was qualified to speak on as well as a copy of my bio.
I also got very good at media relations, making sure that all local newspapers knew when I would be speaking and whenever possible printed it in the paper.
What my goals were in doing this marketing: My goals were to get in front of as many qualified potential clients as possible as soon as possible.
What the results were: After about six months I found myself speaking on average, once a month to groups from 10 to 100. This enabled me to get in front of a lot of potential clients quickly and build my business at a minimal cost to me. I built my business from scratch to approx. $200 million in assets under management and about 1,200 clients.