2000 Professional's Guide to Target Marketing: How to Gain Profitable New Business

The Professional's Guide to Target Marketing will help you to market more efficiently and effectively. Our practical guide will provide you with the strategies you need to develop enduring relationships with current or prospective clients and avoid resorting to fee-cutting and other 'bottom-line eroding' marketing tactics. We offer you practical guidance on preparing for meetings, conducting interviews, offering solutions, and obtaining firm commitments. This resourceful text will help you differentiate your services from competitors.

The companion CD-ROM contains sample presentations, planning tables, checklists, worksheets, and other tools for more effective marketing.

Determine the type of client you want to attract
Develop contacts that evolve into profitable new clients
Improve and expand the services offered to current clients
See situations from the client's point of view
Present the benefits of your services in the most effective manner