Will you develop an information piece and distribute it free of charge to potential clients?
How's your telephone "hold" message? Does it work for you by advertising your services or is it just a plain boring leave-your-name-and-number?
46. Decide on a guarantee or warranty to your work. What is it based on?
47. Establish what type of customer support are you going to offer after the project is completed.
48. Make sure your marketing materials describe how your service will benefit your clients
49. Generate a pricing schedule. This can also be called a fee or cost schedule. Do this for a page rate, entry rate, and line rate. Once you have figured out these conversions, you will be able to work with customer regardless as to how they pay. You will be earning the same amount.
50. Resolve what discounts you will give, how much, and to who. This isn't just about commercial ventures, but also concerns community and charitable organizations.
51. Think about your clients, clarify what it is that excites them about your service, how you give added value over another indexing service, and how you serve their needs.
52. Create a marketing package. Decide what you will include in yours. There isn't a set standard. See what you feel comfortable with. See what your clients feel comfortable with. Consider creating two separate packages, and see which one gets the most positive results. Remember the design and layout. What appeals to you may not appeal to someone who has looked at a thousand other indexing packages. Does your package excite, and invite clients to take action?
Forget the standard boring closing, "Feel free to call me." Nothing exciting in that at all! This is as standard as saying "Sincerely" at the end of a letter. It's so standard, no one ever sees it, much less acts on it! They need to feel they should call you, not because you said it at the end of your letter, but because your whole package stirred them. They shouldn't need to be invited to by a simple statement at the end of your letter. They should be jumping to call you because of your package! If they don't jump, revamp.
53. Investigate various customer-tracking systems. Some find an index card (!) system works for them, while others prefer software. Still others prefer preprinted forms. Look in stores, books, on the web, and in office supply stores to check out the variety and find the system that works for you.
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