In any major city in the United States, there is a concentration of businesses in a wide variety of industries. In my case, I’m interested in tech companies. While other areas have a larger concentration of tech companies, there is a presence here.
My own ideal client would be a company looking for a white paper writer in Scottsdale, Arizona. Here are some of the issues that may arise when looking for local clients.
1. Getting the local companies to be aware you exist. There are several approaches to making the companies aware of your existence, all of which require a bit of effort. Perhaps the most obvious method, and the one that makes people the most uncomfortable, is cold calling. When a business is young, it can mean the difference between sinking or floating.
2. Educating the company about your product or service and why it might help them. Educating the company about your offerings is the entire point of letting them know you exist. Of course, it has to be presented in such a way the prospect sees benefits.
3. Overcoming local bias. Local bias is that thing where people put more faith in outsiders than in locals. After all, not even Jesus could preach in his home town because people knew him as a carpenter.
Of course, these are only a few points and comments—the subject is much deeper and more complex. But, if I, for example, desire a company looking for a white paper writer in Scottsdale, it’s a good place to start.