This manual aims to teach managers how to get the best results when dealing with potential new clients.
Creating New Clients Summary
Creating New Clients: Marketing and Selling Professional Services by Paul Denvir
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Table of Contents
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
Additional information
GOR002578934
9781844800858
1844800857
Creating New Clients: Marketing and Selling Professional Services by Paul Denvir
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