Creating New Clients
Marketing and Selling Professional Services
Published on 3. September 1998
Book
Paperback/Softback
208 pages
978-1-84480-085-8 (ISBN)
Description
This manual aims to teach managers how to get the best results when dealing with potential new clients.
This manual aims to teach managers how to get the best results when dealing with potential new clients.
This manual aims to teach managers how to get the best results when dealing with potential new clients.
More details
Language
English
Place of publication
London
United Kingdom
Target group
College/higher education
Professional and scholarly
ISBN-13
978-1-84480-085-8 (9781844800858)
Copyright in bibliographic data is held by Nielsen Book Services Limited or its licensors: all rights reserved.
Schweitzer Classification
Content
Section 1: The PACE Pipeline; 1 The PACE Pipeline. Section 2: Getting to the First Meeting; 2 Defining the Best Prospects; 3 Marketing the Firm; 4 Making Appointments with Prospective Clients. Section 3: Selling--the Art of Persuasion; 5 Selling--the Art of Persuasion. Section 4: PACES--the Steps to Successful Selling; 6 PACES: Position Ourselves and Our Organisation; 7 PACES: Understanding the Prospective Client; 8 PACES: Gaining Commitmen. Section 5: Strategies Which Win New Clients; 9 Strategies Which Win New Clients; 10 Some Final Thoughts