Know-How Exchange : Advertising/PR

To get in front of companies that are just starting out, you can purchase lists based on companies that were granted a business license.

However, you will be competing in a crowded space. When I helped start my wife's business we got numerous direct mail offers from everything such as postage machines, computers, credit cards, shipping supplies, office supplies, etc.

Just search on "new business listings" and you'll have plenty of companies to choose from to purchase lists.

Other ideas:
You should define your target company you would like to do business with first and foremost. Then go after them specifically. If you have expertise in a particular niche or industry, focus on that group first.

Once you know the type of customer you want (company size, revenue, employee count, industry, etc.) then:

--Join your local chamber of commerce and get involved in ways where you can show your specialty/expertise.

--Cold call targeted companies to profile their needs.

--Attend tradeshows/events of your targeted customers to get an idea of their needs/pain points/customers/business.

--Purchase lists that target your customer (send letters, postcards, dimensional mailers)

--Advertise in their industry newsletters/publications. These could have small subscriber counts, but be very effective in reaching the right niche company.

--Publish articles, respond to blogs, send out press releases, create case studies, all with the intention of furthering or establishing your expertise/credibility in your field or industry.

--Network at every opportunity.

Kyle Hendren

I agree with Kyle on a whole bunch of points. I would also ad one simple, extremely effective thing:

Join BNI. https://www.bni.com.

No, I do not work for them in any capacity, nor does any member of my family or friends. But BNI is an enormous part of my marketing plan.

Good luck!

Well, do you have a website?
What exactly is 'computer consulting' - are you a tech, are you support, do you do networking???
What's your niche exactly?

Generally speaking, I think you can take part in a lot of networking type venues for small business owners/start-up businesses. Maybe check your local chamber of commerce/ convention hall events calendar to see what shows are taking place and try to be in front of the arena of interest or in accordance to what your niche is...

Businesses that are getting started or upgrading wouldn't be contacting consultants initially, they'd be contacting software/hardware vendors. That means your best bet is to start communicating with your local vendors, find out how they recommend consultants, and showcase your skills to them.

I have done cold calling campaigns by telephone for a number of companies which are similar to yours, and I'm not sure I would recommend a phone campaign.

I agree that you should network with firms who provide equipment but not services, such as hardware resellers and leasing companies and so forth.

To me, the most important thing you need to do is to generate trust with the decision-maker. And, for many small businesses, that decision-maker is the company president. I would strongly encourage you to get as many meetings face-to-face with CEOs and CFOs as possible.

Most importantly, take great care of your current customers. Your best prospects will probably be referrals from current customers.

If you feel compelled to cold call, I would suggest that you focus your efforts on buildings or office parks with large numbers of small companies. Once you have one or two customers in a high-rise, it is easier to get referrals within the building, to do marketing while in the building on service calls, and to provide better service to companies within the single building. Good luck.