Of course you wouldn't. Whether you're a manager or a consumer, you wouldn't hire someone to do a job or to work for you without ample evidence they have been successful for other people. Then, why do you expect prospects to do that?
As you build a dossier of satisfied clients and agencies—people who understand that your personal contribution of time, expertise, and problem-solving capabilities have been instrumental in making their campaigns successful—why not document those successes by developing your own personal success log?
This can be done very simply. Take any blank sheet of paper and list these headings at the top:
CLIENT DATE CAMPAIGN RESULT
Each week, keep track of the successes you've helped to develop for clients, and jot down a few lines under each column on the page. Over time, the page will become pages. And the paper will become a bit worn and tattered as you share it with prospects early in your relationship or refer to it in writing letters of introduction or Valid Business Reasons to get appointments.
Get the picture? After all, would YOU hire a professional without references?
Article from The Center for Online Learning – January, 2006
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