Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

A Client in Hand Is
Worth Ten in Your Plan
Will Your Clients Market for You?
Acquiring a new client requires ten times the effort that acquiring
repeat business does. So what does that mean with regard to
marketing? Up to this point we have:
• Determined your strengths and weaknesses;
• Established your competition;
• Identified the clients you want to serve;
• Examined the effect of your image on clients;
• Established a marketing plan;
• Discussed prospecting; and
• Designed a selling process.
After all that work to bring in new clients, it is easy to see why acquiring new
clients requires ten times the effort as acquiring repeat business. That makes it easy
to see why we ought to dedicate at least a chapter to how to retain clients in a book
about marketing.
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chapter
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