Personal networking (i.e., getting out and meeting people and introducing yourself personally) may be the most important way for a business person to get clients. Print and electronic advertising and creation of a web site are all important factors, but may not lead to success by themselves. This is a mistake that many business owners make when trying to make their business known. The personal touch is the most critical.

The models that are effective for large businesses will not work for small-company professionals. These pros try to promote the company name through costly marketing pieces and a fancy web site. They may spend thousands of dollars on booths at trade shows, directory listings, and other advertisements. Such a small business marketing coach may not even include his own name in his marketing materials.

Individuals will not spend money with an internet marketing coach they are have no knowledge of. Even if some faceless corporation can help them get clients, they are much more likely to go with someone that offers some personal attention. This seemingly throwback need to know each of your customers individually should be a larger part of your business plan as the cost of your packages increase.

Five useful tips for professionals who wnat to attract new clients: (1) Go out and meet people personally, either by appointment or at events; (2) Engage in an interesting telephone conversation; (3) Communicate through email or letters; (4) Make sure you follow up on earlier contacts; (5) Address larger audiences at meetings or conferences.

If building your clientele is the intended goal, you must allow your prospective clients to get to know and like you and ultimately to trust you. Meeting with people you don't know can be quite challenging, whether it's in person or over the phone, but it's something that must be done if you want to market yourself productively. Much is the same of a brochure, both are key tools and you certainly wouldn't expect a hammer to pound in a nail without the force of a human hand.

What clients want is to get a sense of who you are as a person. They want to see your face or hear your voice, to get to know you over time. If you don't have enough confidence in your business to speak to people in person about it, how will they ever have enough confidence in you to hire you?

What you'll discover if you begin to meet clients in person, talk to them on the phone, and ask directly for their business, is that it gets easier the more you do it. It will build your confidence in yourself -- and the confidence your prospective clients have in you -- at the same time. If you're in the business of serving people, your best marketing tool is your own voice. So put it to work and start talking to them.