Small Business Marketing - Focus on relationships, not sales. It's a business based on relationships. The counselor continues to listen before speaking. Never talk about costs before discussing the specific needs and goals of your clients. For practical as well as political reasons, few companies want to hire regular or recurring consultants. To do this, you must touch several doors, maintain contact and maintain good relationships through their work. Reputation is paramount and it is important to stay on the customer's radar. Remember that opportunities often result from new business or sudden and urgent problems. Then you want to think of the ideal person to help you. He must maintain personal networks and fight at all costs for personal interaction. Sales results, no services. Price per hour and you are considered a commodity. Instead, let customers pay attention to the enduring value you create and install based on the scope of work and the end results. Never discuss t