Getting New Clients
Published on 1. December 1987
Book
Hardback
306 pages
978-0-471-62778-4 (ISBN)
Description
This book focuses on the number one problem facing service professionals: how to get new clients. Rather than trying to sell a service, the authors present a client-centered-niche approach where the professional is able to suggest ways in which the prospect can improve his business. Connor and Davidson show how to target a niche and develop an insider's understanding of the niche, how to uncover client needs, how to tailor services to client needs, techniques for getting through to decision makers and getting appointments to make presentations, how to prepare for client discussions, how to make presentations which provide solutions to clients' problems, how to handle client objections, how to prepare a winning proposal.
More details
Language
English
Place of publication
New York
United States
Publishing group
John Wiley and Sons Ltd
Target group
College/higher education
Professional and scholarly
Illustrations
Ill.
Dimensions
Height: 70 mm
Width: 40 mm
Weight
624 gr
ISBN-13
978-0-471-62778-4 (9780471627784)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
DEVELOPING YOUR CLIENT-CENTERED, AND NEW CLIENT ACQUISITION PROGRAM. The Client-Centered Marketing Approach. Getting New Clients by Targeting a Market Niche. Establishing Objectives for Your New Client Program. How to Select your Target Niche and Organize to Serve It. Developing an Insider's Understanding of the Niche. Preparing your Service, Promotion and Delivery Systems. Developing an ''Insider's'' Reputation in the Niche. GETTING AND PREPARING FOR APPOINTMENTS WITH PROSPECTIVE CLIENTS. Selecting a Need and the Right Suspects to Contact Selecting the Need to be Promoted. Developing and Managing your Initial Contact Program. Getting Appointments with Potential Prospective Clients. Preparing for the Discussion. CONDUCTING A WINNING NEW BUSINESS DISCUSSION. Opening the Discussion. Defining the Existing Need Situation. Defining the Required/Desired Future Situation. Presenting your Proposed Solution. Handling Concerns and Information Needs. Closing the Discussion and Moving to Action. Preparing a Winning Proposal. Reinforcing your Client's Choice. Appendix.