NFIB

Finding New Work--From Your Competitors!
01/ 03/ 2003

It's normal to think of your competitors as the bad guys who are trying to take your customers. But a simple shift in your thinking can turn them into potential revenue sources. Jeffrey Moses explains in today's article.

List your main competitors and consider how successful each company has been. Is it possible that the most successful companies on the list might have more work than they can handle--and could possibly use you as a contractor to take care of the overflow?

You are, after all, an expert in your field. And they're probably aware of your work. Based on this, you can call them and ask if they would like to meet, with the aim of establishing you as a contractor. When you call with a professional request of this nature, even though it may be a little unusual, they will likely consider your offer.

When contacting competitors to offer your services, keep the following in mind:

Always ask to speak with the president, CEO or other decision makers at the company. Don't waste time explaining your ideas to anyone other than the person who can say yea or nay.

Briefly introduce yourself, give a short history and list of your experience and conclude by stating that you're calling to make yourself available for any extra work that their staff can't handle.

The rest of the conversation should concentrate on one thing: finding out what needs they have. Perhaps they've expanded recently and need additional staff. Or they've cut back and need to outsource some projects. Or they have a large project coming up that you could help with. Ask questions and listen to the answers. You may be able to find a niche you can fit into.

Many of the companies you speak with won't have immediate work for you. Think of each call as the first step toward a relationship that may develop.

Your relationship with the company must work for them financially. You may have to reduce your regular hourly or weekly charges. Don't go too low, but be flexible. Once they experience how efficient it is to work with you, you can always renegotiate.

Finally, emphasize your willingness to work on short deadlines and evenings or weekends when necessary. Remain flexible, do a great job the first time and every time, meet or exceed all deadlines, and you may be able to establish yourself as an indispensable resource.

Small Business Sound Off
Does this story hit home?  Share your story with us