They’d write me and I’d respond with ultra-classy emails such as: “I’m sorry for the short response, but I’m away on vacation until Sunday. I’d be more than happy to discuss your project with you when I return. Until then!”

One for one, without variance, each and every person wrote back and said something along the lines of “Thanks for the prompt reply! And on vacation no less! Enjoy your birthday.”

And one for one those potential clients each became actual clients. Now, only 3 hours into Monday, I’ve got $3400 worth of work lined up for next week. So far. No, that’s not a lot but it’s also not bad for a business that started in late 2007.

I don’t report on my finances much publicly. In fact, that’s the first time I’ve ever done it because people get weird when money is mentioned. They laugh in your face, or start sending you Costco palettes of Top Ramen, or get viciously jealous and steal the hood ornament off your Jag.

But that’s not the point. It’s not about the money. It’s about how you make money and how you live your life and why those two fit together in an inseparable fashion.

How did I win these clients? All I did was communicate. That’s it. It wasn’t even good communication. Not overly happy, not overly polite, not really even business-like. Just fast little emails that I wrote on my phone while squinting through the sun.

How do you solve a problem like Maria?

Communication.

Are you sensing a theme yet?

Communication works. It makes you money. It brings and keeps people together. It’s the only thing that really solves problems.

Ask yourself this question:

Am I communicating as I should be?

If the answer is yes, go get yourself a filet mignon and celebrate with some friends.

If the answer is no, go get a cheeseburger and find a park bench. Sit there and think over how to improve the communication lines of your business and personal life.

I’ve said it before and I’ll say it again:

Our world moves very very fast now. Despite the technology that should only improve it, communication in life and business are suffering. So much so that good communication is no longer the rule, it’s the exception.

Placed right and on the proper channels, about 15 seconds of simple communication on your part can make a big big difference.

When I buy staples, I don’t check to see if there’s a mascot on the packaging or if they’re the new Version 2.0 variety. Staples are staples and individuation amongst types and brands means nothing to me.

For such items, branding isn’t really that important. We want 6 billion staples for 12 cents and we don’t care what’s on the box. We want 6,000 rolls of toilet paper for $1.99, regardless of whether or not the package features a talking antelope. As long as the packaging doesn’t have razor blades or dead babies on it, such items are a guaranteed sale.

But you’re not a toilet paper company, are you?

No, you’re not. You sell consulting, or ebooks, or blog posts, or websites, or logos. You do something that, because of your personality and skills and talents, nobody can get anywhere other than from you.

That’s why you need a brand. And that’s why you don’t have to reduce your prices down to a six-pack of toilet paper.

You’re not selling something I can get from any store.

You’re selling something I can only get from you.

What to do? Fake it.

Seriously, just make one up. Your potential clients are going to want to see what you have done. If you can’t show them that, the next best thing is to show them what you can do.

What I did at the beginning was have some friends make up companies for me and I’d design logos, business cards and letterhead for them. I also created logos and such for make-believe companies I’d conjured out of thin air.

If you’re looking at being a graphic designer this should do the trick. If you’re a web designer, do the same thing. Make up a great site for yourself first and then design some home pages for fake companies, family members, whatever. Whatever industry you’re looking at moving into, just get your work out there and make it representative of your skills.

The important thing is to remember not to let your lack of actual paying clients stop you. Also remember that any client you get is going to be more interested in your skills and what you can do than all the big names you’ve worked for in the past.

One thing I’ve never heard as a freelancer is, “Oh, you didn’t design NBC’s logo? Then you’re fired!”