Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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Exhibit 5.3 Get Your Geegaws and Gadgets Here 82
Exhibit 5.4 Paper Places 88
Exhibit 5.5 Get Your Article Published 91
Exhibit 5.6 Top Ten Press Release Topics 92
Figure 5.1 The MUMU Measure 101
Exhibit 5.7 Select a Situation 102
SIX
Exhibit 6.1 Your Marketing Plan 114
Figure 6.1 Client Strategy Choices 119
Exhibit 6.2 Annual Marketing Planning Calendar 131
SEVEN
Exhibit 7.1 Five-Step Prospecting Process 141
Exhibit 7.2 Where Can You Find New Clients? 142
Exhibit 7.3 Company Profile 144
Exhibit 7.4 Sample Introductory Prospecting Letter 149
Exhibit 7.5 Client Contact Log 154
Figure 7.1 Prospecting Is Being a Realist 159
EIGHT
Exhibit 8.1 What to Ask Potential Clients 167
Exhibit 8.2 Contracting Checklist 174
NINE
Exhibit 9.1 How You Deliver Services 189
Exhibit 9.2 How to Follow Up 190
Figure 9.1 Power Scale 193
Figure 9.2 Formality Scale 195
Figure 9.3 The Four Communication Styles 198
Figure 9.4 Adapt to Your Client’s Style 204
Exhibit 9.3 Why Are Your Clients Satisfied? 205
List of Figures and Exhibits