Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

208
Build
Relationships
Figure 9.5. Expanding the ABCs: Adding Four Rs
Reap New
Business
Send Thanks Thank your referral sources!!! The least you can do is to acknowledge
the referral. You can do this in hundreds of different ways. I always recommend
a handwritten note on very nice stationery. You can certainly do more. Be
aware, however, that some clients cannot ethically accept gifts or dinners or other
gratuities because their corporate guidelines define this as unethical. Sometimes
companies have dollar limits. Be sure that you follow them. You would not want
to put a client in a difficult situation.
One Last Thing An effective marketing plan can’t ensure that your current clients
are your greatest fans. Only you can do that. Make that happen. Exhibit 9.4 shows
you how you can continue to improve the relationship. Do good consulting. And
your clients will market for you.
Marketing Your Consulting Services
Repeat
Business
C
Contact
Potential Clients
A
Assess
the Situation
Receive
Referrals
B
Build a Potential
Client Base