So many blogs today are talking about how to leverage your contacts, but don’t explain exactly how to do that. Leverage is a buzz word in the freelance business and sales industries that some newcomers to the scene may not even know the definition. According to Princeton’s Word Net Web definitions, leverage means a “strategic advantage” and the “power to act effectively.”

We all want that as freelance business owners, don’t we? Let’s walk through some steps to see how you can leverage your contacts you have now to bring more customers to your freelance business.

1. Make a list of contacts. It’s based on the rules of association. You list all of the people you know. Create a column for names, numbers and email addresses. You can list your doctor, son or daughter’s teachers, personal trainer and even your family. Even if you do not know them very well, write down their contact details.

2. Keep it with you at all times. Recently I had the opportunity to talk about how to leverage your contacts with a Beach Body coach. He said his list intimidated him at first. He would carry the list in his pocket everyday. He took his business contacts list out and examined it at least three times a day, making one phone call each day. Every time he took the list out and looked at the names and numbers on the list, his fear lessened. Eventually, he called everyone on the list and introduced his products and services.

3. Call the people on the list. Some freelance business owners are terrified of cold calling. If this doesn’t match your strength list, have no fear. When you feel fear, it usually means you are heading in the right direction. Every new coach, according to Tad James, is told to go out and collect at least ten “no” answers each day. When you do that, you change your pitch and then you start getting “yes” answers.

The best thing to do before calling people on your list is to have a laugh. MJ Durkin is known as North America’s prospecting coach and he always keeps people laughing during his speeches. Watch his video on prospecting and you will have a smile in your voice by the time you call the person on the phone.

4. Tell them about your products and services. Once you have the business contact on the phone, let them know what you offer. Find out if your products and services are something they need or that would apply to them. Even if your freelance business does not offer what they would consider, you want to make sure you ask for referrals.

5. Ask for referrals. You will have to ask your contact if they know of anyone that would benefit from your products and services. If they know someone, ask them to introduce you through an email or call. You can also ask them if they would mind using their name as the associate contact. Get the contact’s name, number and email address from the person you are speaking with to leverage your business contact. By using your contact’s name or having them introduce you, they will feel more trusting of your contacting them to tell them about your services and products.

When you make business contacts, make sure to help others out when they come to you. Be sure not to hound your contacts or argue with them about your offerings. Abuse can damage your relationship with existing contacts if you contact them all of the time. Staying connected with networks will help you give and get in return. How can you use these steps in your business?

photo credit: lioliz