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You necessarily should execute as soon as possible all orders under booklets. If too long to be late with the answer, the future client will forget about the inquiry and will throw out your booklet as the unnecessary correspondence, without opening an envelope. Use post delivery of the first class, as the majority of the occupied executives, and also their secretaries throw out all mail, which does not concern the first class (except a subscription), at all without opening it. One more reason for using post delivery of the first class (under the highest tariff) is underlining of importance of the information by it. Without any additional expenses your printer a bold type will unpack on envelopes: post delivery of the first class. If you also print: «the Information, is requested by you from... (The name of your consulting agency)», neither the client, nor its secretary will not throw out an envelope. To send it it is necessary immediately while requesting still remembers it!

Conduct the exact account of names of the clients, feeling requirement for your special knowledge. Bring in a file of date of all inquiries.


Call these possible clients somewhere in a week after reception of your booklet by them. To you will not concern as coldly calling lawyer, as about you already it. Besides, clients feel a little obliged for the free help which you have already rendered – after all you have free of charge sent the 10-dollar booklet. To avoidance of "careful interrogation» secretary or the assistant to the client be presented responding to inquiry of Mr. X, dated by the order for the booklet.

Begin with a question, whether the free booklet is received. Then take an interest, whether there was at the client a possibility it to read. If is not present, ask, when it will be convenient to call again and note the named date. If the client confirms that has received it and has read, take an interest, whether he considers the given advice useful. If its answer is affirmative, ask about a fact-finding meeting to define exact character of its problem or the project as the presented information has the general character. Underline that this fact-finding meeting does not impose any obligations on both parties and that you do not take for it money. Continue to do an accent on a magic word "free of charge". If the client responds that does not consider the information useful, respond in tone to it, having told that the booklet – the general character and that you would be glad to hold a free fact-finding meeting for acquaintance to details of its problem or the project. In any case insist on a meeting as for this purpose and the given marketing program, i.e. for identification of the future clients (those of 2 % is developed). If the client is too far from your office, ask it to pay only your transport expenses, having told that you free of charge offer time for a fact-finding meeting. Eventually executives have got used to pay transport expenses when will organise interview for candidates on a permanent job.

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