| Stop receiving time consuming inquires from prospects | | | | your ideal client. What features such as the number of |
| who don't fit your business niche and customer ideal. | | | | employees and annual sales best describe the clients |
| Use your website to clearly and completely describe | | | | and industries you enjoy working with most and can |
| your firm's services, markets and desired clients. | | | | serve best? Describe the problems they face and the |
| Be equally clear in your business profile that you post | | | | solutions you provide.o Examples of your professional |
| on social media sites such as LinkedIn, and in widely | | | | expertise. Describe and provide testimonials detailing |
| circulated marketing articles that you generate for sites | | | | how you've helped your clients solve specific |
| such as EzineArticles, Article Dashboard and Article | | | | problems.o Frequently asked questions (FAQs). Rather |
| Base. | | | | than responding to the same questions time and time |
| You can discourage time wasting inquires from "tire | | | | again, create a FAQ page on your site that answers |
| kickers," bargain hunters and information junkies while -- | | | | the most commonly asked questions. You also should |
| at the same time -- attracting and actually pre-selling | | | | provide a contact form for other questions. Your list of |
| ideal clients. | | | | FAQs and answers could include |
| The "secret" is in providing clear and specific | | | | > What are your professional qualifications? |
| information in your marketing materials -- particularly | | | | > What's your experience in my industry? |
| your website. Such information should describe and | | | | > What kinds of public relations assignments do you |
| qualify the types of clients you want and disqualify | | | | handle? |
| everyone else. | | | | > What is your fee schedule? |
| Your ideal clients should feel comfortable when visiting | | | | > How long will it take you to complete my project? |
| your website. Those who don't feel at home will seek | | | | Managing a public relations firm and bringing in new |
| a PR firm offering a better fit. | | | | business is never easy. But in this economy it's |
| Here's the type of information you should include on | | | | especially difficult. Expanding into new markets and |
| your website and elsewhere to make doing business | | | | providing additional services may be necessary. |
| with you as attractive as possible to your targeted | | | | However, trying to be all things to all clients and |
| clients and markets:o A description of your target | | | | attracting unqualified prospects will cost much more |
| markets. What kinds of companies, organizations or | | | | than you gain. |
| individuals comprise your target markets? Describe | | | | Determine who you can best work with, then use your |
| these markets so people in these markets realize | | | | website and other marketing efforts to define your |
| immediately you're talking to them.o A description of | | | | niche, then focus sharply on your best prospects. |