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Finding clients at niche conferences
Here’s a little background.
I’ve attended five out of the six years Podcast Movement has been around. The first year I couldn't attend, but I did purchase a virtual ticket so technically I've been part of all of them.
The first one I went to was in Fort Worth, Texas, in 2015. That was before I launched Resourceful Designer. At that time I was a TV Show Fan podcaster, in fact, I still am. If you’re a fan of the science fiction television shows Killjoys or The Expanse you can check out my fan podcasts on my network at Solo Talk Media.
In 2016 I attended Podcast Movement as both a TV Show fan podcaster and as host of Resourceful Designer. But my attendee badge still listed me as Mark Des Cotes from Solo Talk Media. I changed that In 2017 and 2018. When I attended those conferences, I made sure Resourceful Designer was front and center since it was my main podcast.
Attending the conferences as the host of Resourceful Designer started to get my name out there as a designer. After all, I was doing a podcast related to the design industry, so I must be a designer, right?
What started happening was whenever the topic of podcast artwork or websites came up, my name got passed around. It would be in the context of, “you need artwork, or you need a website? Mark is a designers, maybe he could help you.” Sure, my name was shared, but so was every other designer out there.
A change of strategy.
This year I did something different. In February 2019, I launched Podcast Branding; a company focused on providing professional design services to podcasters.
I’ve talked about niches in episodes 54 and episode 93 of the Resourceful Designer podcast. Not to mention my interview with Craig Burton in episode 174 where we talked about his work in the School Branding niche. I decided to take my advice and started a company that focused on the podcast niche. Podcast Branding was born.
Attending the conference.
At a podcast conference, the icebreaker question whenever you meet someone new is, “do you have a podcast?” After all, the majority of attendees either have a podcast or are thinking of starting one.
So at Podcast Movement, when someone asked me, “do you have a podcast?” I answered, “Yes, but I’m here promoting my company Podcast Branding,” and the rest of the conversation focused on their branding needs and the services I offer.
Before I knew it, my name was being passed around to anyone interested in podcast artwork or websites. People were tapping me on the shoulder, saying, “so-and-so said I should talk to you.” In some cases, I didn't even know who the “so-and-so” who referred me was.
These conversations usually ended with them asking me for my business card so they could reach out to me after the conference. Throughout the four day conference, I quickly gained recognition, not as Mark, the graphic designer who can possibly help you. But as Mark, the guy who specializes in artwork and websites for podcasters. I was the “podcast designer.”
It just goes to show you that being available to a niche and actively focusing on a niche are two different things. For years, I was available to podcasters for their design needs. It wasn’t until I decided to focus and target podcasters that things took off.
And for the record, I landed several new clients at the conference, and even more emails with “Hi Mark, I met you at Podcast Movement.” are starting to come in.
I put my money where my mouth is and took my advice. I attended a conference where my target market was. I promoted a business that focuses on that target market, and my name is now slowly spreading amongst that market as THE person to talk to when it comes to their branding needs.
It could work for you.
If you target a particular niche, even as a side gig, the best thing you can do is go where your target market is. After all, what better place to network, than a large gathering of your ideal target market?
Find a conference in your niche market and try to attend. Before you know it, your name may become known as THE designer for that niche.
Clients know the added value of working with a designer who specializes in their industry and are willing to invest more in hiring them.
Have you ever attended a conference to pick up clients?
Let me know by leaving a comment for this episode.
Questions of the Week
Submit your question to be featured in a future episode of the podcast by visiting the feedback page.
This week’s question comes from Juliane
I'm curious if you have any resources on how to charge sales tax for prints?
To find out what I told Juliane you’ll have to listen to the podcast.
Tip of the week Dealing with stubborn or difficult clients.
Sometimes, it’s easier to make a client happy by doing what they ask, even if it goes against your better design judgement. It's not worth arguing with them and possibly pushing them away just to make your point.
The client is always right, even when you secretly know how wrong they are.
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