I've just finished reading Chet Holmes' Ultimate Sales Machine - what an amazing book.
The primary strategy covered for getting clients is the 'Dream 100 Effort' - have any of you guys tried this for offline consulting?
To me it seems like it could really work well.
For anyone who hasn't read it the strategy basically involves building a list of 100 (or more) ideal potential clients and just going after them relentlessly over a period spanning months.
The actual techniques to do this are multi-step lumpy direct mail campaigns which are followed up with phone calls to the decision maker.
The campaigns are initially just selling a meeting, which is an educational session covering solutions to common problems in your chosen market. From here you tie in your own products/services.
If anyone has tried the strategy I'd love to hear about your experiences. I'm seriously considering implementing this after a little more research.