Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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to me that if you do not ask, you are missing an essential opportunity to get yourself
in front of them again—and that’s marketing.
When you discuss their needs, summarize needs of today and anticipated needs of
the future. Also add what criteria they use to select a consultant. When you discuss
their level of satisfaction, identify the aspects of service that are important to them
and how well they are met. Add any suggestions for improving the quality of service.
This sets you up for the next section to discuss how you might meet these needs.
Luick tip . . .
A fast strategy for marketing is to determine where your last five
clients came from. Were they referrals? From advertising? Someone
who purchased your book? Think about whether it would be worth
your while to invest additional time and money in the areas that
resulted in clients or perhaps to eliminate those that did not.
3. Build a Potential Client Base
In this section you will clarify your strategy. Return to Chapter Three and review
what you have written with regard to your position and your niche.
Clarify Your Strategy First, of course, you need to be certain that you have one.
Clarify your position and how it differs from your competition. Clearly state the
niche that you have selected. You must have a strategy for several reasons. The first
is so that you know where to focus your energy. If you have decided to focus on
large businesses as your niche and you continue to work with the federal government,
you may work the same number of days but may not reach the financial
goals you set. Even with a strategy, many consultants stray from it and lead their
business into trouble. So it’s not enough to have a strategy; you must also pay attention
to it. Besides, if you don’t have a strategy, how will you know when you
stray from it?
Determine the targeted client base on which you will focus, what size companies,
what type of organizations, and in what industry. What skills will you promote?
What services will you provide? And in response to the previous section,
describe what you will offer these clients and identify what you will tell your clients
about these services.
Marketing Your Consulting Services