Getting New Clients

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 Insider2s Understanding of the Niche. Preparing your Service, Promotion and Delivery Systems. Developing an ''Insider2s22 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 Client2s Choice. Appendix.Connor, Richard A. is the author of 'Getting New Clients' with ISBN 9780471627784 and ISBN 047162778X.