Take a moment to list all of your projects from this year. Then list the source of each of the projects. What does that tell you about:

– Marketing that is working for you?

– Marketing that isn’t working for you?

– Business development activities you should expand?

– Business development activities you should de-emphasize?

– Business development activities you should continue, but in a more effective way?

I did this exercise while walking the dogs today and realized the following:

1/3 of my business this year has come from one excellent referral source. I need to cultivate more relationships like this one.

1/3 of my business has come from my web site — pure passive income based on an automated marketing system. I should expand my investment in this type of marketing.

1/3 of my business has come from former clients who have called me for more work — including many from a consulting practice I no longer market. Good for me! Perhaps I need to re-open that practice.

What do you learn when you do the same exercise?

  • http://www.dimensionmedia.com dimensionmedia

    remind me of almost the same question i asked recently:

    http://www.flex-mx.com/archives/001628.html

    oh, 70% of our work comes from referrals.

  • Norbert

    I started freelancing 1.5 years ago. This year 50% of my projects came from clients/employers from the past. In the other projects I personally applied for jobs offered by small companies usually seeking for part-time employees; I convinced them that it’s better to choose me than hiring someone to the office.

    What I learned this year is that I have to ask more money for my work. I usually offered lower prices than my competitors to get more projects but we’ve learned in this blog and its comments (and now I did in life) that this is not a good practice.

    I’ll start working as a full-time employee in October; after that, I don’t have to worry about food and I can say higher prices as now I’ve got those marketing skills that help me to convince clients. I know it will work.

    Additionally, I’ll probably look for freelancers/subcontractors to get the development job done so I can fully concentrate on marketing & my company. I’ll have a flexible working time, that helps a lot too.

  • http://www.dimensionmedia.com dimensionmedia

    Nobert,

    If you need freelancers/subcontractors, drop us a line. We have a line of talented people and we work with everyone from Fortune 500 companies to celebs to local businesses.

Stay ahead of the game Exclusive content for developers and digital experts Go Premium