Once you’ve started your Salesforce company, and decided on your focus, the next step is to search for projects.

There are several ways to get leads, some of which have a different focus than others. Some are short-term, using a hunter-grather model. Others are long-term, using a farmer model. A combination of both seems to work best for most companies.

Online Communities
This is the channel with the lowest effort, yet it has the largest reach. You can meet people from well outside your community, and even automate some interactions.

As with any type of relationship, the key is keeping things personal and relevant. Don’t just spam everyone with, “Hey I’m open for work”. Try to give them some value before asking for something.

In-Person Networking
As expected, relationships are best built and maintained face-to-face. A quick touchpoint over coffee or at a local Salesforce conference is unmatched in terms of lead generation.

Once again, try to give before asking, which leverages the reciprocity rule. Even a genuine, “Hey, how are you?” can be sufficient.

Online Platforms
Places like upwork, fiverr, toptal can offer you a start on projects. Keep in mind you’re also competing with other consultants worldwide. Thus your marketing focus will be key.

If you’re just a 5x Salesforce consultant, without any distinguishing attributes, you’re going to be one of thousands.

Publishing
This effectively means sharing what you already know, and sharing things you learn along the way, with others. People love to see others grow. When you start an email list, a podcast, or publish consistently on LinkedIn, people will eventually follow you.

This is definitely more of a farmer model, but once you’ve planted those seeds and nurtured them, you can eat for months!

The takeaway
Marketing yourself is easier today than ever before. Unfortunately, this is also true for your competition. Something a trial-and-error approach can help you figure out which marketing model works best for you.

Whatever model you end up choosing, just keep doing it. Don’t give up after a hiccup or two. Be better than the average.

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Salesforce