If you’re a new business owner, chances are that the marketing process of your consulting business plan is an unknown quantity to you, and when you get started, you may expect results fairly quickly.
However, did you know that on average, professional sales people report that they have to make at least five contacts with a particular client before they are able to close a deal? Rome was not built in a day, and neither, it seems, is a relationship or a deal with a prospective client.
There are numerous steps in the marketing consulting process, which we have attempted to explain here:
The Target List
This is the very first step in marketing consulting services. Develop a list of prospects that fit your target market and niche. Get contact details, names of key personnel, and as much other information as possible about your prospects, and create a database.
The Initial Business Contact
Your first contact with the client can be an email or a letter, briefly outlining your company and your services, or it could be a similarly structured marketing piece, delivered to their offices.
Follow Up Calls
Once you’ve sent them your information, the next step is to make a follow up call, to check that they received it, and find out whether you can set up a meeting with them. They may tell you they are simply not interested, or agree to a meeting, or request more information. Use their response as your guide to continuing.
Any but the first response is positive, and even if you don’t get a meeting right off the bat, don’t become discouraged. Send them additional information, and make a note to call them again.
If, after numerous unsuccessful calls, you still have not set a date for a meeting, it may be wise to remove that client from your prospects list, or at least schedule a follow up for a longer time frame. Remember, a lot can change in six months or a year!
Golden Rules Of Marketing
This may sound simple, and you may be raring to go. Remember though, that rejection is a fact of marketing. You will get a few negative responses before you get a positive, so prepare yourself for them!
The most important thing to remember is that marketing is about determination and tenacity. If rejection puts you off, you’re destined to fail. So just keep working towards the yes, and don’t let the negative responses get you down.
In addition, even when potential clients are rude, which they may be (we all have our off days after all) be polite. A bad reputation is as hard to get rid of, as a good one is desirable.
Learning exactly how to start marketing consulting services is a long process, and you may not see results immediately, or even soon after you get started, but eventually, it will yield results, and you will reap the benefits. So develop a thick skin, draw up your list of prospects, and go knock on some doors. Remember, the more times you here a no, the closer you are to a yes!