Getting New Clients
2nd Edition
Published on 25. December 1992
Book
Hardback
300 pages
978-0-471-55528-5 (ISBN)
Description
Based on the author's client-centred marketing approach, this guide demonstrates how to identify the needs of prospective clients and how to obtain their business. It has been revised to focus on recent developments in the changing world of consulting.
More details
Edition
2nd Revised edition
Language
English
Place of publication
New York
United States
Publishing group
John Wiley and Sons Ltd
Target group
Professional and scholarly
Edition type
Revised edition
Dimensions
Height: 241 mm
Width: 161 mm
Weight
652 gr
ISBN-13
978-0-471-55528-5 (9780471555285)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Content
Partial table of contents:; DEVELOPING YOUR CLIENT-CENTERED AND NEW CLIENT ACQUISITION PROGRAM; The Client-Centered Marketing System; Getting New Clients by Targeting an Industry-Market Niche; How to Select Your Target Niche; Developing an Insider's Understanding of the Niche's Market; Preparing Your Service Promotion and Delivery System; Developing an Insider's Reputation in the Niche; GETTING AND PREPARING FOR APPOINTMENTS WITH PROSPECTIVE CLIENTS; Developing and Managing Your Initial-Contact Program; Preparing for the Discussion; CONDUCTING A WINNING NEW-BUSINESS DISCUSSION; Defining the Existing Need Situation; Presenting Your Proposed Solution; Closing the Discussion and Moving to Action; Reinforcing Your Clients Choice; Glossary; Resource Guide; Index.