Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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Demonstrations or Showcases Demonstrations at conferences or showcases that
may be by invitation only provide a way for you to display your expertise to a select
group of people. This is a popular way for consultants to demonstrate what they
can do. It is usually reserved for large clients or those who will provide repeat business
over a long period of time.
Considerations:
• It may be costly to rent a hotel suite and food for the showcase.
• A showcase needs to impress and hook clients quickly to cover expenses.
• It is great to generate leads for later follow-up.
• It provides high visibility and creates the impression that you are a leader in
the field.
Networking Network with other professionals, colleagues, your banker, your accountant,
community leaders, mentors, and your competition. Attend professional
meetings where you will meet them. Join teams and get involved in social events
to have fun together. Network during conferences. You could set a goal to gather
and give out one hundred business cards at your next professional conference.
Considerations:
• Keep a list of colleagues in other cities and set up dinners with them.
• To be most successful, networking must be about caring for and helping people.
• Networking is as much about giving as getting, giving leads to others as well as
gathering them when they come your way.
• Be selective about whom you network with.
Maintain Client Relationships Chapter Nine focuses on this topic very thoroughly.
Remember that it takes ten times the money and energy to land a new
client as to retain a former client.
Considerations:
• Develop the relationship as early as you can.
• Read Harvey Mackay’s books about building client relationships.
• Personalize every relationship.
Marketing Your Consulting Services