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Issue 10.3 ('Hashes')
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Are You A Black Hole?

Creating Your Own Gravity Well

Issue: 10.3 (March/April 2012)
Author: Bob Keeney
Author Bio: Bob is the owner of BKeeney Software that provides Real Studio and iOS consulting for clients all over the world. In addition to providing consulting, BKeeney Software provides Real Studio training videos (currently over 30 hours worth) and sells software to consumers and developers alike. He is a founder and former President of the Association of Real Studio Professionals.
Article Description: No description available.
Article Length (in bytes): 5,495
Starting Page Number: 69
Article Number: 10310
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Excerpt of article text...

I've talked many times, both in this column and on my blog, about how to find new clients. It's not that hard but it's only part of the equation. In the ideal world you want potential clients to find you without any work on your part. What are you doing to attract clients to you?

The ultimate goal in consulting is to have clients beat down your door wanting you to do work for them. You can only do this by getting your name recognized by people looking for a Real Studio developer. In the long run this is a much better way to work because you don't have to sell them on, well, you!

In Million Dollar Consulting, Alan Weiss calls this the "essence of market gravity." What he means is that as potential clients start to get involved with Real Studio your name needs to come up consistently because of your presence in the community. Like a black hole whose gravitational attraction pulls in nearby celestial objects, you want to pull in people using Real Studio because of your mass of work. Some of those people will need a developer to do the work for them or fix their project so it works properly.

Here is a very short list of things that you can do to influence people to fall into your consulting gravity well:

  • Estabbulletsh a website that says you are a Real Studio developer. This isn't about bragging but about estabbulletshing a presence.

  • Answer questions on the Real Software forums and the Real Software Network Users Group (NUG) maibulletng bulletst. This shows a wilbulletngness to help others and estabbulletshes that you know the material.

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