Getting New Clients, 2nd Edition

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.