Just to put things in perspective, one new job at a NH will pay for 100 calanders. And, I recommend delivering the calanders in person. The trick is to do some homework before delivering them. Make a few phone calls, get the name of the AD, then just stop in unannounced and place it in his or her hand. If you wish you can add a CD in the envelope and tell them that you happened to be in the area and just wanted to introduce yourself. It's that easy.

This ain't rocket science. You can be the most talented SOB on the planet, but if the person doing the hiring never heard of you all that talent doesn't amount to a hill of beans. Sure, there's some word of mouth stuff that eventually gets around, but they're not going to bust their butt to find you in the phone book or searching the internet.

And, anyone that thinks that advertising does not work should think about this. There are 7 mountains in Colorado higher than Pikes Peak--Name one of them! When someone talks about downing a "Silver Bullet" everyone knows he or she is talking about a Coors Light (sp). The "King of Beers"--Budwiser. Hmmmm! Those phrases didn't just pop into your head--you remembered the advertisements.

Once you get your foot in the door, then the next step is up to you. You must be able to deliver the goods, keep everyone happy, and then, with luck, you'll pick up a few more jobs from non-targeted sources, but that takes time.

The other thing those calanders, pens and pocket planners do is keep your name in front of your current accounts. Kinda' like providing them with a gift that keeps on giving. Every time they look on the wall, there's that appointment calander you gave them with your name on the bottom in bold print. The same holds true for the pens and pocket planners. When they have special events, parties, etc.. that are not regularly scheduled, guess who's name is right in front of them. It sure keeps my phone ringing.

The calanders are usually available by mid August, which is a great time to begin setting up next year's performance schedule. Not only does this tell the person doing the hiring that you're well organized, but additionally, you'll get the jump on the competition if you're the first person to provide them with available dates for the upcoming year.

As I stated earlier, this isn't rocket science--it's Business 101.

Gary

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Travlin' Easy

[This message has been edited by travlin'easy (edited 08-21-2008).]