How Do You Win A Client?

Continuing this series on Aulet’s 6 themes in “Disciplined Entrepreneurship” (available at Amazon), this element focuses on how do you win a client? His client development asks you to:

* Determine the client’s decision making unit

* Map the process to acquire a new client

* Map the “sales” process.

In “Own The Zone” (also available at Amazon, etc.) I recommend clients to questions to answer before meeting with a suspect or prospect. For example, do you know what is happening in their market place? What internal pressures might they be under? What do you know about their competitors and their services? And even something as simple as learning how they prefer to be invoiced.

One of the best tools available to know your prospect is social media where you can identify and evaluate businesses. Then a pre-meeting call will also facilitate your mastery of client needs and how to communicate your value proposition to them. For more details available, go to http://allancolman.com/services/