How to Get Clients to Come to You: A seven - stage system for attracting and keeping clients

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The sole purpose of business is to create and keep customers and clients. This basic truth is often forgotten as businessesfocus on short-term transactional sales, rather than on building long-term relationships with their clients. Nigel Temple’s seven-stage approach to attracting and retaining clients takes you back to basic principles - understanding who your target customers are, what your point of differentiation is and how you communicate that clearly, consistently and concisely. It is about securing preference and building sustainable relationships, by doing what you say you will do, day in and day out. Your ability to think, analyse situations, make decisions and implement them is the key determining factor of your profitability. To help you hone these skills, this book highlights some simple yet effective principles for business success. Nigel Temple’s seven-stage approach to attracting and retaining clients takes you back to basic principles - understanding who your target clients are, what your point of differentiation is and how you communicate that clearly, consistently and concisely. This book highlights simple yet effective principles for business success. It is a welcome balance of insight and practicality that also embraces modern communications tools and techniques. Making sure that your potential clients know what you can deliver for them is a vital skill for any business person who wants his or her venture to succeed. Nigel Temple sets out how to do that in admirable detail and in a way that can be instantly implemented.

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Marketing consultant, public speaker and author, Nigel Temple has trained more than 10,000 marketing delegates and has provided marketing advice to more than 1,000 organisations, large and small, in Europe and Asia. His main areas of expertise are marketing strategy, creative thinking, client-attraction techniques and internet marketing. He runs the online newsletter The Marketing Mentor and the popular Marketing MasterClass seminar series (www.nigeltemple.com) Table of Contents Foreword Introduction Stage 1: Visualise a client-rich future Developing your Inner Marketer Stage 2: Think in detail Creating your marketing plan Stage 3: Apply client-attraction laws Becoming the guru of your marketplace Promoting reciprocity Creating advocates Additional laws Stage 4: Use Internet marketing Making your website a client magnet Launching an opt-in e-mail newsletter Stage 5: Use low-cost promotional techniques Attending networking events Using direct mail Organising events Getting your name in the papers Building a referral chain Stage 6: Write compelling words Producing effective copy Stage 7: Take action! Implementing your marketing strategy Appendices Analysing your competitors Glossary of terms Selected references and useful websites Index.