Target Marketing: Stealing Market Share from a Competitor
There are occasions when you come across prospective clients who are just too irresistible to pass up; they are a good fit for your business and are an ideal client. There is a good chance, however, that they have an existing relationship with another professional, which means you’re going to have to develop a customized attack to obtain this client from a competitor. Target marketing is a mid-to long-term tactic to go after prospective clients who are clones of your top clients. You should maintain a list of a couple of dozen prospective clients at any one time on your marketing list or your sales pipeline. After completing this chapter, you will be able to do the following: ...
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