I do my share of speaking at trade events, have a blog with a fair amount of traffic and am active in my professional association. What are some other ways to get in front of people in my industry?

There are certainly many ways to do this but one that is often overlooked is writing letters to the editor of your local newspaper, business journal or trade publication. While this does not replace other activities to get your name in front of prospective clients and your professional colleagues, it does it in a way that is often more powerful.

When you write a letter to the editor, your response is usually short, pointed, relevant to today's news, and in a place where people are actively seeking information. Think about it. A brochure has information about your services but is rarely in a prospect's hands when they are looking for those services. Conversely, people reading the editorial pages of a business journal are highly interested in information, trends or opinions about their industry. These are likely the most motivated, qualified buyers of professional services because they are active information seekers.

Tip: Take a stab at selecting a few relevant publications, find out the contact information and letter submission protocol (this is usually where people abandon their motivation to write because they have to take time get this information), and commit to write three letters to the editor this week. It is not always easy to get your letters published because so many people write in. However, if your response is well crafted, is the right length, and addresses (or contradicts - always good copy) the topic of the day, your chances go way up. The side benefit of this activity is that you will become more focused on the news and industry trends.

© 2008 Institute of Management Consultants USA