Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

Prospecting in
All the Right Places
How Do You Find Clients?
You’ve written your marketing plan. In your plan you have completed
the assessment of your company, your competitors, and
your clients. You have clarified your strategy by describing your competitive
position, your niche, and your clients. You have even considered
whether you will market new or current services to potential or
current clients. You have established goals and have selected tools. Your
resources are in place and your calendar is ready to keep you focused
and moving.
But how do you find the clients? Who are they? Do you throw darts at the yellow
pages to select them? Do you just start dialing the phone? Well, no. The
process for prospecting for clients is one that I have used for twenty years. I presented
it in The Business of Consulting and will present it here with more detail
and additional tips.
We will also examine the dreaded cold call and how it can be fun when you
warm it up and refocus your attitude.
L
chapter
SEVEN
137