Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

will be in your area next Tuesday or Wednesday. Will either of these days work?”
or even, “How does next Tuesday at 3:00 sound?” I’ve never tried this, but it seems
to me that you may eliminate other possible times if you use this strategy.
By the way, I usually try to schedule the meeting within seventy-two hours. This
helps to maintain the client’s enthusiasm.
If the individuals are not ready to meet with you at this time, ask if you can keep
them on your contact list or if you could follow up with something. Send thankyou
notes the same day. Thank them for the time they spent with you on the phone
and say you look forward to meeting them in the future. Within the week send
something pertinent to the conversation or something you uncovered in the research.
The next chapter covers meeting with potential clients to sell your services.
Here are some preliminary thoughts about the meeting:
1. Use the individuals’ names when you meet them.
2. Remember to carry through the thread in your letters that connects you to
the clients during the meetings.
3. Ask a question, such as, “How do you handle your needs for ...?”
4. Be a good listener.
5. I rarely take my business brochure with me for two reasons. First, it seems
too sales-like for me. Second, it gives me a great excuse to follow up later.
Luick tip . . .
Most consultants obtain information about clients before meeting with
them. Go one step further; learn something about your client’s
competition before the meeting.
This is the end of the prospecting process. You have made a contact. You will
not want to lose track of this person. The client contact log in Exhibit 7.5 is a tool
to track your prospecting list. Add your new contact to the log. Keep the log on the
top of your desk as a reminder to stay in touch.
Prospecting in All the Right Places: How Do You Find Clients? 153