Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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What increases the risk in two of the four combinations? It is the potential of
new clients. In general, new clients also require more marketing dollars and result
in slower growth. It may take months—even years—of marketing to acquire a new
client. That is why a client in hand is worth ten in your marketing plan.
ebbvice Go for the Big Fish;
You’ll Spend the Same Time Baiting the Hook
If you are going after new clients, don’t let the size of the organization scare
you. The people who manage large organizations need good consulting just like
those who run the smaller ones. You will invest the same amount of time marketing
your services to a large organization as a small one. Your payoff, however,
may be much greater.
Many new consultants focus on small businesses first, perhaps because large
organizations are more intimidating. However, when you realize that small businesses
have smaller training and consulting budgets and that the decision to hire
a consultant may be the one and only budgeted consulting expense for the year,
you realize the problems you face.
On the other hand, large businesses make numerous training and consulting
purchases in a year. They often feel more comfortable taking a risk on a new
consultant. In addition, if you did a great job, you will have a better chance at
repeat business with a larger organization. Small organizations may want to have
you return, but may not be able to with this year’s budget.
4. Set Measurable Six- to Twelve-Month Goals
You will set measurable goals to build your business. You know how important
goal setting is. Be specific. These goals should focus on the niche you have described.
In addition, your goals should be measurable and time-bound. Think of
them this way. Exactly what will you do by when? I like to suggest a six- to twelvemonth
time frame. That means you have a few that you plan to achieve soon and
Marketing Your Consulting Services