Marketing Your Consulting Services.pdf - epiheirimatikotita.gr
Marketing Your Consulting Services.pdf - epiheirimatikotita.gr
Marketing Your Consulting Services.pdf - epiheirimatikotita.gr
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112<br />
Once you cease contact you will be forgotten and they will be answering the competition’s<br />
calls instead with, “I was just thinking about you....”Clients are more<br />
important to you than you will ever be to them.<br />
Listen.<br />
Use the mail system to send ...everything! Con<strong>gr</strong>atulatory notes, magazine articles,<br />
newspaper stories, conference tapes, books, recipes, cards, letters, information<br />
about a problem the client is solving, a lunch invitation, bubbles, crayons, rulers,<br />
pie, umbrellas, even information about our competitors if it will help the client.<br />
Listen.<br />
Accept public speaking engagements for civic functions, conferences, afterdinner<br />
meetings, associations, universities, political organizations.<br />
Listen.<br />
Focus on class, not mass. Develop a few wonderful clients rather than a multitude<br />
of problem clients. <strong>Your</strong> goal is to serve your clients above and beyond their<br />
wildest dreams so that you create a client with such high expectations no one else<br />
will be able to achieve them. If your goal is to work fewer hours at a higher level<br />
of quality, think profit, not volume.<br />
Listen.<br />
Make any training so successful that those who attend will sell it to the next<br />
<strong>gr</strong>oup and to the person paying the bill. How? Be genuinely interested in participants<br />
as individuals, keep things participative, and help them <strong>gr</strong>ow. Talk to people<br />
between tasks. Go to lunch with them at noon. Stay in touch after sessions. Follow<br />
up with additional materials and a personally written note. The best marketing<br />
tactic is a satisfied client.<br />
Listen.<br />
Create work for yourself. Go out of your way to locate information about whatever<br />
a client or potential client needs. Then send it with a personal note from you.<br />
And follow up again with a phone call—just to see if it arrived. And then start the<br />
process all over again with the same client or a new one. People seldom have time<br />
to conduct their own research. Do it for them.<br />
Listen.<br />
Listen for what? Hints about birth dates or special anniversaries. Honors. Favorite<br />
sports, topics, food, teams, hobbies, authors—even children’s interests—<br />
favorite anything. Problems, concerns, corporate changes, challenges, needs. Perhaps<br />
you’ll even hear about a new service or product you can provide!<br />
<strong>Marketing</strong> <strong>Your</strong> <strong>Consulting</strong> <strong>Services</strong>
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