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Sales: Building the business

Selling in other services to existing clients and contacts may sound like a simple job, and if you have a regular, flowing relationship then it will be. However, it is simply not feasible to maintain this level of relationship with everyone, because it’s extremely time-consuming. So when you have new services to tell people about, be prepared to backtrack a little and re-educate people with regards your existing set-up and sometimes even how you came to know them in the first place.

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Marketing: PR and editorial

Gaining positive editorial coverage is the holy grail of PR – it’s both free and sometimes unsolicited, an unbiased review which has a guaranteed readership you are unlikely to reach without plenty of effort and time. In two words, free advertising. Starting out and depending on your market, local media titles are your best chance at gaining this kind of coverage.

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