CHAPTER 5
Establish great acquisition sources and dominate your market
Marketing is getting someone who has a need to know, like and trust you.
Jon Jantsch (author of Duct Tape Marketing)
We burst into our profession with gusto. Our enthusiasm is contagious. Referrals come our way and we continue along the path of least resistance without thinking too deeply about what our strategy should be. Soon, however, business acquisition plateaus and we're lost as to where to find new sources of business. University didn't prepare us for selling our services and we're unsure how to go about attracting and acquiring clients.
In this chapter you learn how to:
- identify acquisition channels
- learn who has the authority to engage you
- provide value early
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