Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

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In Closing
As you end your work with your client—don’t. Yes, that’s right. Don’t end your work
with your client. It may be a relief to end one project and move on to another because
sometimes there is overlap between the two and you may have had difficulty
balancing both projects. However, it is important that you build in time to finalize
the project in a way that continues to build the relationship. First, be certain that
you tie up all the loose ends; there’s always a final report or something that needs
to be completed. Second, build in time for the follow-up and you will reap the benefits
for a long time. How can you follow up? Develop a system of continued communication
before you leave. Follow up with a phone call to find out if there are
any questions or problems you might be able to solve. Follow up with articles or a
list of ideas that add value to the project. See the list in Exhibit 9.2 for ideas. What
can you do to follow up after completing the project you are working on now?
Marketing Your Consulting Services
Exhibit 9.2. How to Follow Up
• Purchase article reprints that will be interesting to your clients and send them
on a regular basis.
• Stay in touch. Continue to send notes and cards. If you’ve learned a great deal
about your client’s likes, dislikes, pet peeves, hobbies, and interests, you may
find items or reading materials about any of these.
• Find a reason to call them.
• If you are near a previous client’s location, call the client and plan to have
breakfast, lunch, dinner, or just a visit. Drop in and visit their business location
when you can.
• Encourage your clients to call at any time. Help them find resources or materials
or track down a bit of information or someone who could help them.
• When they call for information, respond immediately. It is a sign of a solid
partnership to have requests coming your way regularly.
• Sell your clients to others. Find new customers for them. Recommend them to
serve on boards. Sell their products.
• Call clients if you need help. Call them if you know of available jobs or good
employees. Call them to serve as a resource for someone else. Call them to ask
if you can use their names as references. Always ask permission before you use
a client as a reference for another project. Even this continues to maintain the
relationship.