Getting New Clients - Hardcover

Davidson, Jeffrey P.; Connor, Richard A.; Conner, Richard P.

Hardcover

ISBN 10: 047162778X ISBN 13: 9780471627784

Publisher: John Wiley & Sons, 1987

Synopsis

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.

About this title

From the Inside Flap:

Getting New Clients Second Edition It’s the single most important issue for any service professional starting or expanding a service firm: Building your own business with a steady flow of new business. And no other work has dealt with this issue more clearly and authoritatively than the bestselling Getting New Clients. Now thoroughly revised and updated, the Second Edition of this classic reference will help every service professional—from accountants, architects, and attorneys to engineering consultants, management consultants, and financial planners—get new clients and hold onto them. It’s all based on Dick Connor’s proven, client-centered marketing™ approach that shows you—step-by-step—how to identify the unmet or poorly met needs of your prospective clients, and prove you can deliver solutions to them. Getting New Clients, Second Edition features a new, user-friendly approach. It shows you how to get your foot in the door and build your business from your own "comfort zone"—that area of your personal and professional behavior which you perform most confidently in. It gives you the tools to prepare and mail a response-getting contact package. Plus, it shares the most effective techniques that can secure an appointment with the person who makes the final decision. The new edition even goes beyond showing you how to get new clients, explaining how to avoid the revenue gap that exists when clients leave and special work ends. And it offers practical advice on how to leverage your time, talents, and experience to maximize your new business efforts. Thousands of service professionals already have satisfied new clients with these field-proven methods. Getting New Clients, Second Edition will show you how to get clients, how to respond to their needs and thereby create for yourself a successful practice.

From the Back Cover:

How to Get New Clients. And Keep Them. The Bible of New Business Growth-Fully Updated! "Getting New Clients helps solve the biggest problem marketing service professionals have..." --James Kennedy, Editor Consultant's News "Thorough, well written..." --Library Journal Now you have all the tools you need to build your practice with new business--the most important challenge facing any service professional starting or expanding a service firm. In step-by-step, user-friendly terms, Getting New Clients reveals Dick Connor's proven, client-centered marketing(TM) approach that will help you zero in on the needs of prospective markets and clients, get your foot in the door, and grab that profitable new business opportunity. Fully updated to include the latest consulting trends, the Second Edition shows you:

• How to put together winning proposals and direct mail packages that get results
• How to secure appointments with the people who make the go-ahead decision
• How to operate within your "comfort zone" so you can work most productively
• How to leverage your time and talents more effectively
• And much more!

About this edition

• Publisher: John Wiley & Sons
• Publication date: 1987
• ISBN 10: 047162778X
• ISBN 13: 9780471627784
• Binding: Hardcover
• Number of pages: 305