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Now that you have identified prospective clients, set up a face-to-face meeting and show them the advantages of using your services.


be drug tested on a regular basis. Tese courts are usually held on the same day each week. Tis also goes for rehabilita- tion centers and foster care centers. Also, more and more schools are now testing students participating in extracurricular activities. And if schools have their own transportation departments, make them your primary targets. Providing information to the local


community will also give you a market advantage. You are the subject mater expert and local organizations are always look- ing for local speakers. Your local Chamber of Commerce, Lions Club, Rotary Club, parent teacher organizations, school boards, and charitable organizations like to know about drugs of abuse. Share what the local trends are, and what services are available to parents, organizations, and the community as a whole. Much of this information you can obtain from your local law enforcement agency. Combine this information with your professional experience and you create a win-win environment for your organization and your customers. Even if you are not the


outgoing speaker-type, utilize these orga- nizations and others as networking tools. Members of these organizations are business men and women like you and have many ties to the communities in which they live. Take plenty of business cards and remember to listen twice as much as you speak. Now that you have identified prospective


clients, set up a face-to-face meeting and show them the advantages of using your services. Be direct and quantitative when expressing your qualifications. Offer a trial period or partial services to get your foot in the door. Ten overwhelm them with qual- ity. It won’t take long before they want you to provide all of their services. Good luck and enjoy the journey. ❚


Mr. Duffy is the co-owner and Chief Operating Officer of Foremost Forensics On Site Drug & Alcohol Testing, LLC. He started the com- pany in 2005 and continues to provide quality services to his original customers as well as to many new ones. John is a retired military officer and has a master’s degree in Quality Systems Management.


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datia focus


summer 2013


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