I'm pondering starting my own business, providing custom software solutions to other businesses. I've narrowed the scope of the idea to an area in which I have professional expertise, which represents a relatively new and small niche market (namely java applications for mobile devices), and identified potential clients. However, I'm not sure how to approach them. In short, what are the best steps to secure the first client? <br /><b><i> Daniel, UK

Approach them direct. Call and ask for the name of the best person to speak to and ask for a short appointment. Ahead of the meeting send any printed material relating to your business. If you don’t have any set out a simple, brief information sheet outlining what you can do for your clients and your own expertise and qualifications. If possible add a couple of brief references from satisfied customers. Take along any examples of your work and demonstration materials. Plan what you want to get across in your meeting and keep it concise. If the client is interested the meeting will expand or you’ll be asked back. In any business if you’ve completed work to the customer’s satisfaction it’s worth asking them if they’d be prepared to give you a written reference, talk to a potential client or let them visit the workplace to see the work you’ve done.

What's your advice on advertising, for someone who's self-employed and working from home? I've been in business for over three years. So far I've always got all my work by word of mouth, and repeat business from a few core clients, but I'd like to be more pro-active. I haven't advertised before because I didn't want to publish my telephone number or address on my website or any advert since they are my personal home details (there's a general e-mail address and contact form to submit on my website). I've heard that people don't necessarily respond well to websites and adverts which don't state these details though - is this true in your experience, and what's your recommendation?

It’s always easier to keep customers than to get new ones - if your customer care is good enough. You need to make it as easy as possible for new clients to contact you – however they choose. If their preferred choice isn’t available they’ll simply use the competition. You’re ads should have phone, fax, e-mail and website options. Is it possible to set up a second line that can be used for both phone and fax to add to your general e-mail address? And if you can’t use your home address what about a Box number?

I have been waiting 13 weeks for planning permission to open a sandwich shop in Plymouth. I have never received any feedback from the planners except by harassing them on a daily basis until someone finally happens to be at their desk when I call, they are then negative and unhelpful. They have now told me that my case has been referred to a solicitor and even if he says my business is an A1 category they will probably still class it as A3 usage when they rule and if I still want to proceed then I will have to appeal which will take months. It's as if they just want me to give up and go away!! If this goes on much longer I won't be able to afford to open. What can I do to get an answer and be treated fairly.

Pete Nelder, England

The planning regulations are complex and I’d never tackle something like this on e-mail. Your local Business Link will have advisers who will not only know how to go about planning applications but who will know about local planning issues and can advise on legal advice if it comes to that. You’ll find the details in the phone book or on the businesslink.org website.

I am 18 and I have just completed a Health and Beauty course at Technical college. I would like to start up my own mobile Health & Beauty business offering a range of in home services. Is any funding available to get me started but not leaving me with large debts? Is any help and advice available to assist me with the start-up, and ongoing support? Thanks Michelle Boyle

Michelle Boyle, England

Again this is a case where you need specialist advice. There are all sorts of grants and loans available for people setting up new businesses but there are also rules and regulations when it comes to providing any kind of health services to the public. The Business Link is a good place to start. They will help with business planning, finding the finance, legal aspects and give ongoing support as the business grows. They regularly run training courses for people at various stages of business start up. Look in the phone book.

Hi

I am looking to grow my recruitment business by making sure my target market is aware of my services and how different they are to rivals. Money being limited, how do I raise awareness?

Thanks for your help

Regards

Vic

Vic de la Flor,

UK

You’re saying that you have a unique selling point. Who is going to want that particular element of the services you offer? They’re the people to target. Rather than spending a lot of money advertising to a wider audience gear your marketing to them. It might be something like a brochure with examples of work you’ve done, contacting people personally, fliers through relevant letter boxes, mail shots or a mixture. Look for opportunities for free publicity. Maybe the local radio station or press would be interested on having you talk or write about skills shortages or the qualifications people leaving school or university this summer would need for the types of jobs you recruit for.