Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

detailed in Chapter Seven; when used as a complete process these can have dramatic
results.
Considerations:
• Letters provide an opportunity for you to impress a client by demonstrating
your knowledge of the organization.
• Be sure to target the recipient carefully.
• Take time to research the organization if you are going to customize.
• These usually provide you with an entrée into an organization.
• The p.s. is the most-read portion of any letter.
Luick tip . . .
For every one hundred words you write, seventy-five should be five
letters or fewer.
Telemarketing I know few small consulting firms who use telemarketing, although
many large firms have an entire department dedicated to telemarketing. It is an efficient
way to reach large numbers of potential clients on a personal level and
should not be discarded as a possibility.
Considerations:
• Contact a large consulting firm to see if they will share telemarketing tips with
you.
• Your local telephone company may offer training on telemarketing.
• Use it to quickly build a client base.
• Remember that it may be considered intrusive by potential clients.
Obtain Referrals Friends, current and past clients, colleagues, and even your competition
can be a source of referrals for business. You need to ask. Remember, the
referral alone will not get you new business; you will need to follow up on it, but
it is a great foot-in-the-door technique. To encourage referrals in some consulting
Tools of the Trade: What Works; What Doesn’t? 85