Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

Luick tip . . .
Examine your mailing list at least every six weeks. This action alone
will remind you of people you should contact. Start at the beginning
sometimes. At other times start at the end or in the middle so you see
the entire list throughout the year.
If you do not have a list of companies, move to Steps 2 and 3 with an open
mind. The research in Step 3 will open you to more potential companies than you
can imagine. Conduct preliminary research, then return to Step 1 to regroup.
Step 2. Assign One Company Profile for
Each Organization You Have Targeted
Make fifty copies of the company profile shown in Exhibit 7.3. You will want one
copy for each organization you have targeted. You will also want extras to capture
information about other interesting companies you discover during your research.
The company profile will keep you organized during your research. It will help you
focus on finding all the pieces of information you need to write a prospecting letter
to potential clients. You will capture logistics such as the telephone number, address,
and website; corporate information about locations and management; and
other background about products and services, history, finances, and philosophy.
It also allows a place for you to note relationships to your consulting services so
that you can begin to build bridges between yourself and the potential new client.
Organizing your research on the profile will make it a breeze to write your
prospecting letter.
Complete whatever information you know about the companies you have targeted.
If you know their website address or some of the key players, begin to fill in
the blanks.
What if you start and for some reason determine that you need to select another
industry? Perhaps you had not selected one and once you started researching
you decided it would be easier to have an industry focus. Perhaps your research
is revealing that you selected an industry that is not as strong as you thought it was.
Prospecting in All the Right Places: How Do You Find Clients? 143