Cover image for Getting new clients
Title:
Getting new clients
Author:
Connor, Richard A.
Personal Author:
Publication Information:
New York : Wiley, [1987]

©1987
Physical Description:
xxiii, 305 pages : illustrations ; 24 cm
General Note:
Includes index.
Language:
English
Added Author:
ISBN:
9780471627784
Format :
Book

On Order

Summary

Summary

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.