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Last Updated: Sunday, 4 February 2007, 15:56 GMT
How a firm can best attract new clients
Lecture
Giving a free talk about your firm can help boost your business
Successful businesses are always on the look out for new customers, and that is especially true for new start-ups which need to establish themselves.

Here George Derbyshire, chief executive of the National Federation of Enterprise Agencies, looks at ways in which a services business can best attract new clients.

QUESTION
Jeff
We started our new company six months ago providing career coaching, training and redundancy support.

We have been phoning our contacts and generally networking. We are also about to send out a monthly newsletter providing hints, tips and limited free advice.

So far things are slow. What else should we be doing to increase business levels?

ANSWER
George Derbyshire, chief executive of the National Federation of Enterprise Agencies
I suspect yours is one of those products which need to be sold, rather than one where the clients are banging on your door to buy.

So you need to be selling the benefits of your service strongly.

Your newsletter sounds a good idea, especially if you can include some case studies demonstrating the difference you can make to individuals.

Have you tried running free taster seminars to help get the word out?

Local business organisations - such as Chambers of Commerce, Rotaries, Institute of Directors branches, for example, are always looking for interesting speakers to add to their event programmes.

And at the risk of teaching grandfather to suck eggs, are your sales techniques up to date?

Lots of people make calls and spend time networking, but are you making the most of your opportunities?


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