The Client Coach How to build strong business relationships

July 19, 2006

The Client Coach: How to turn a prospect into a client

Q. I understand that being involved in the community, attending public committees and professional society meetings are good ways to network and begin to develop business contacts. Are there other more effective ways to identify prospective clients, and what steps should be taken to develop lasting relationships?

A. Wow! In this two-part question, you've asked just about everything there is to ask about relationship marketing. And you're right. Being involved in the community and public committees, etc., are good ways to make business contacts.

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Previous columns:

• The Client Coach: How to pick your best sales team, 07-05-2006
• The Client Coach: Three Keys to Business Development Success, 06-21-2006
• The Client Coach: In marketing, start with a clean slate, 07-20-2005
• The Client Coach: Don't let scope creep eat up profits, 06-14-2005
• The Client Coach: How to stop pestering your prospects, 05-18-2005
• The Client Coach: Stress is inevitable, so deal with it, 09-29-2004
• The Client Coach: Take time to differentiate yourself, 08-18-2004
• The Client Coach: Eight things successful leaders do, 07-07-2004