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So you’ve spent years working for one of the most prestigious public relations firms in the country, your office is laden with awards and accolades from one client after another, and your career is fabulous – until you are downsized. Now what? Everyone is on a hiring freeze. But wait. You have media and client contacts, right? You have experience launching campaigns into the stratosphere, remember? It’s time to take that leap of faith. Welcome, my friend, to the world of freelance public relations.

After consulting with countless business, financial, and legal resources you find yourself locked and loaded and ready to open the doors and bring in some clients. Initially, it may seem a simple task to identify potential clients, but without a proven strategy, prospecting quickly can turn into an arduous undertaking. Where should you start? You guessed it – those who can attest to your caliber of work.

The first step is to take full advantage of the low hanging fruit, as it were. Reach out to former clients and let them know you’re standing firmly on your feet and poised for growth. If they’re in a position to have you bid on work, they’ll let you know based upon your prior performance. Don’t seem desperate, it isn’t pretty. Included in this category should be your former co-workers and colleagues. It’s critical they see you as solvent and steadfast. Why? Patience, grasshopper, and let’s segue to the second step.

Every savvy professional knows word-of-mouth is the best method for generating referrals, and who better to refer business than those who worked most closely with you for years? That’s right, your former agency. Let’s face it, there are going to be prospective clients or projects that are too small for the larger agency to handle, and you want to ensure your name is at the top of their referral list. But don’t stop there! The sky is the limit and your reputation could open similar doors with many other agencies in town – each needing that senior level specialist at a surprisingly affordable rate.

But, a wise business person also realizes it’s fruitless to sit around the office and wait for referrals to come wafting into their Inbox or voicemail. That means networking. Wait. Before you sigh or mutter a few expletives, realize networking can be quite simple and productive if you follow one single premise – focus. Your purpose for networking is twofold: identify collaborative efforts and build relationships with key influencers. Know your competencies and partner with those who complement your strengths, and you’ll find you’ve just expanded your company’s offerings and the likelihood of new business. A strong rapport with those established in the business community will open the doors you no longer can, as well as those you never knew existed. It’s a whole new world out there, but you’re not alone.

While communication doesn’t travel at the speed of light, it does travel at the speed of the Internet. In an era where real-time is as important as prime time, it’s essential for any public relations professional, especially a freelancer, to be at least elbow deep into various social media applications. If you still see it as a phenomenon or a fad, then stop reading and consider an immediate career change. Seriously. Your familiarity with the most dynamic social media sites not only will propel your company’s awareness and aid in your bid for freelance public relations supremacy, but also allow you to catapult your client’s campaigns onward toward goals they’re counting on you to achieve.

There you have it. Four essential steps to not just kick starting a freelance public relations business, but positioning yourself right out of the gate to tackle whatever client need may arise. But wait. There’s one more, and this one arguably could be the most important. Be passionate about what you do. Passion is infectious to all around you. You need to exude passion in front of everyone referenced in the preceding four steps. Your face, your body language, and your words all have to say, “I love what I do and I’m going to bring that same passion to your project.” Love what you do and allow those around you to love your enthusiasm, and you’ll quickly set yourself apart from your competitors and well on your way to a successful freelance public relations business.

Keith Daw is the founder of the series The Spindoctor Sayeth and author of upcoming release Three Minute Networker. Learn more about Keith, his series and success stories by visiting his website.

Borrowed from my good friend & amazing thinker, Keith Daw.

Originally posted at The Spindoctor Sayeth…

Whether it’s your first networking event or your hundredth, you still need to put yourself “in the zone” and come with your A-game, as you only get one chance to make a first impression. While not iron-clad guarantees of success, the following 10 networking tips will put you well on your way to stepping up your game and allowing you to do what you do best.

1.) Know where you’re going – And no, this does not mean buy a GPS device. Your success all starts here, so make sure you’ve done your homework and know the focus of the event and the types of attendees likely. There’s nothing worse than walking blindly into a room of professionals and realizing that you clearly do not belong. Also, it helps ensure you can dress for the occasion.

2.) Bring a buddy – Some people don’t do well talking about themselves or what they do, let alone in a room full of strangers. So, bring a trusted colleague to bolster your confidence and take turns introducing one another. It’ll be easier for both of you to approach strangers and provides instant credibility.

3.) Engage the host – Every networking event has a host or sponsor, and they’re usually someone who is well-known, well-connected, or otherwise valuable to know. Be sure to know ahead of time who is hosting (or who is the keynote speaker), and make a point to introduce yourself when you arrive, and thank them before you leave.

4.) Know what you’re looking for – Not everyone at the event is going to be your ideal prospect, so come prepared with a mental list of the types of industries and/or professionals you’d like to meet, and then go find them.

5.) Look for people you don’t already know – While it is good business to greet colleagues you may already know, or recently met, remember that’s not necessarily the reason you’re there. Stick to your plan of attack by mingling and finding those potential prospects, and utilize the buddy system tactic if/where necessary.

6.) No elevator speech – Don’t tell someone your industry and title, tell them what you do. “I deliver a business’ story to their target audiences and impact their bottom line via strategic public relations and marketing tactics,” is much stronger than, “I own a PR, marketing, and events company.” One sentence, one breath, and one impression they’ll remember for the rest of the event, and beyond.

7.) Focus on them, not on you – Your purpose is to determine whether they’re the type of person you need to be talking to, not bore them with your entire resume. If they want to know, they’ll ask. Engage them. Learn about them. People typically like to talk about themselves and what they’re passionate about.

8.) Set meetings – You’re not at the event to close the deal, merely to pique their curiosity. Establish whether the person is someone who fits your target list, then exchange business cards and set a time to speak further via phone or in person, if possible.

9.) No Free lunch – Though complimentary beverages and appetizers are common and may be tempting, remember you’re there to conduct business. Use discretion when sampling what’s offered and remember that holding a beverage while you work the room helps you seem more natural, and less like a predator. Regular networkers quickly recognize the vultures among them.

10.) Smile – If you look as though you’re enjoying yourself, you’ll seem more approachable. If it helps, view the networking experience as a game and challenge yourself to hit it out of the park.

Most of all, just have fun and act naturally.

Original Post at  The Sandbox Blog