Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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company. Now compose a rough draft letter. Think about what you learned.
How can this help you to market to this organization?
2. Select a referral that you have received recently. If you do not have one, contact
someone off the “Where Can You Find New Clients?” list (Exhibit 7.2).
Make an appointment to explore possibilities with the client. Consider this
appointment a practice run. You will find this meeting helpful in several
ways. First, you will understand what to expect when you visit a potential
client on a cold call. Second, you will have an opportunity to practice selling
your services when you are not sure what to expect. Third, you will have a
better idea of the kind of information you may want to identify for each
client during your investigations.
3. Visit your public library. Spend thirty minutes with the librarian. Explain
what you are looking for and ask her to tell you how the library might be
able to assist. Take good notes. This will help you immeasurably when you
prepare to gather data about an organization. Send a thank-you card to the
librarian after your visit.
4. Visit your library and locate a copy of the Business Commerce Daily. Identify
at least one RFP that identifies your qualifications. Request a copy of the RFP
and decide whether or not you will submit a proposal.
Marketing Your Consulting Services