Getting New Clients, 2nd Edition [Hardcover]

Dick Connor (Author), Jeff Davidson (Author)

Book Description

Publication Date: December 11, 1992

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, 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 -- he 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 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!

Editorial Reviews

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.

About the Author

About the authors DICK CONNOR, CMC, runs an international consulting firm serving the business professions worldwide. He is a certified management consultant (CMC). Previously, he has served as Director of Marketing for Pannell Kerr Forster and as President of CPA Marketing Services. The creator of the client-centered marketing approach, Mr. Connor is the coauthor, with Jeff Davidson, of Marketing Your Consulting and Professional Services, now in its second edition. A noted speaker and the author of numerous articles on marketing for professionals, Mr. Connor has taught at the Northwestern University Graduate School of Management, is a contributor to the Encyclopedia of Professional Management, and has served on the Advisory Board of the National Small Business Development Center (SBDC). JEFF DAVIDSON, CMC, is the award-winning author of 36 books, including Breathing Space: Living and Working at a Comfortable Pace in a Sped-Up Society. His books have appeared in many foreign languages and frequently as book club selections. Davidson, based in Chapel Hill, North Carolina, is a certified management consultant (CMC). He is a frequent guest on national radio and television talk shows and has been the subject of feature articles in USA Today, US Air, Washington Post (six times), Miami Herald, Christian Science Monitor, Los Angeles Times, and many other national and regional newspapers and magazines. He delivers dozens of seminars every year on finding breathing space and on marketing to business and professional groups.

Product Details

• Hardcover: 304 pages
• Publisher: Wiley; 2 edition (December 11, 1992)
• Language: English
• ISBN-10: 0471555282
• ISBN-13: 978-0471555285
• Product Dimensions: 9.5 x 6.4 x 1 inches
• Shipping Weight: 1.3 pounds (View shipping rates and policies)
• Amazon Best Sellers Rank: #2,333,150 in Books (See Top 100 in Books)