As Dave has so graciously bestowed the honor of writing the first "Tricks of the Trade" page on me, I would like to extend a warm "Southern Welcome" to ya'll! Dave has gotten a great group together for us all to benefit from. The diversity in our businesses, locations, and ideas will help us all to be more effective painters, businessmen and women, and hopefully, better people in general! Try to remember this is an opinion page, and while opinions are great, courtesy counts too. Pull up a porch swing, an iced tea, and let's chat!

    Something that has been on my mind for the last few months, is the issue of marketing. Specifically, how to conduct my business actions, so I am maximizing my chances to win jobs in the future. A friend told me the theory of the "Law of Averages," and that insight has helped me tremendously. Wise farmers know that if you want to get a good crop, you have to sow a lot of seeds. The first seeds you plant will be eaten up by birds. They follow right behind you, just munching away on your hard work. It's going to happen, and there isn't anything you can do about it, but keep planting. 

    Always expect the unexpected. When I first started my business, I visited every designer in town. My portfolio was slim, and my cards handmade. I thought certainly, I'll be booked by next week. Only ONE designer took a few minutes to sit down and talk to me. Years later, I still haven't gotten any work from her, but I do remember how her ten minutes of attention made a big difference to me. The wise farmer knows that some of the seed he plants will fall into rocky, dry soil. It's inevitable. There is nothing you can do about but KEEP PLANTING. The first mural I painted I was paid $125. I was THRILLED! With that money I took photos of my work, and made little packages of pictures and business cards, and dropped them at 25 restaurants. I followed up on every package, and eventually got ONE job. Years later, I am still getting new business from people who see that restaurant. It's the law of averages, just keep planting!

    Finally some of this seed will fall on good soil. It the law of averages, if you keep on trying, your chances of getting it right will increase. Learn from all your experiences, bad and good. Bad experiences are sometimes your best teacher. It averages out, for 1000 seeds that you sow, maybe you will get 100 fruit bearing plants. But that fruit will feed you for a year! That means you have A LOT of work to do! To be successful in any business, never give up the marketing. The more people that know about you, the more chances you have to get work. I sat down and made a list of all the "free" ways that I could get exposure, and increase my chances of getting jobs. Some of the things that work well for me: Leaving business cards EVERYWHERE! --- Keep cards with you at all times, and give them to everyone you meet. Give stacks to any friend that might be willing to help you, and have them leave them around town: showrooms, restaurants, stores, bulletin boards....you just never know who will see them. Meet people. ---Every party or social function I go to, I introduce myself to as many people as possible. I put out my hand, introduce myself, and ask their name. It is especially effective to say, "It's nice to meet you, Mr. (insert name)." I am always amazed by how many people say to me, "Oh, you are the one who does that painting! I've seen your work, articles, etc..." (This networking stuff really does work!) Public Relations: Keep your business in the marketplace! I do demonstrations, write articles, community service projects, etc. Always look for an opportunities to show your stuff to an audience. For Painting Contractors, write an article for a newspaper about interior painting, offer to teach a a short class for a home center on wall preparations, volunteer your time painting for something like, "Habitat for Humanity." Believe in yourself, your dreams, and goals. When you work for yourself, you are on duty 24-7, remember that, and be thankful for all the opportunity placed before you!