Power Up Your Profits: 31 Days to Better SellingJohn Wiley & Sons, 21/01/2005 - 304 من الصفحات Expert guidance for CPAs who want to become marketing savvy, improve profits, and gain satisfaction This updated Second Edition demonstrates how combining the power of trust with the power of persuasion can help CPAs sell their services more effectively. Each chapter develops a key concept of marketing or selling that's easy to follow and shows how to apply the concepts to any CPA practice. Through a step-by-step approach to developing and mastering a stronger marketing and sales presence, this book focuses on how to dramatically enhance the reader's growth potential. It presents real-world examples from top CPA rainmakers and other marketing and management gurus, including Tom Peters. This updated second edition offers interviews covering Sarbanes-Oxley and the new accounting rules. Troy Waugh, CPA (Nashville, TN), is founder, President, and CEO of The Rainmaker Academy, a comprehensive three-year leadership, client service, and practice development training program for CPAs. |
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النتائج 1-5 من 54
الصفحة xiii
... Leads, Leads, Leads 61 Day 7 Focus on “10s” 74 Day 8 Marketing with Permission 84 Day 9 Referrals Are Nuclear Power 93 Day 10 Get Your Net Working 105 Day 11 Managing Your Network 117 Day 12 Co-opetition: Partnering for Better Business ...
... Leads, Leads, Leads 61 Day 7 Focus on “10s” 74 Day 8 Marketing with Permission 84 Day 9 Referrals Are Nuclear Power 93 Day 10 Get Your Net Working 105 Day 11 Managing Your Network 117 Day 12 Co-opetition: Partnering for Better Business ...
الصفحة 6
... leads are never followed up at all. I use this only as an example of lack of follow-up. Although local chamber trade shows can be effective, trade shows are not a major marketing method for most firms. Let's take a more typical example ...
... leads are never followed up at all. I use this only as an example of lack of follow-up. Although local chamber trade shows can be effective, trade shows are not a major marketing method for most firms. Let's take a more typical example ...
الصفحة 21
... leads Gaining access to prospects Qualifying prospects Identifying decision influencers Developing “like and trust” Discovering problems and needs Creating wants Handling objections Demonstrating capabilities Creating value perceptions ...
... leads Gaining access to prospects Qualifying prospects Identifying decision influencers Developing “like and trust” Discovering problems and needs Creating wants Handling objections Demonstrating capabilities Creating value perceptions ...
الصفحة 27
... lead . . . they try it themselves. When they do try, they have some luck; when they do, you celebrate it and give them encouragement, and they try it again and they get better at it. “You have to be careful with young accountants. A ...
... lead . . . they try it themselves. When they do try, they have some luck; when they do, you celebrate it and give them encouragement, and they try it again and they get better at it. “You have to be careful with young accountants. A ...
الصفحة 31
... leads. Aggressive lead generation or prospecting is usually the difference between an average firm and a super one. Jim Belew, former managing partner of Belew Averitt, LLP, in Dallas, says, “We were coasting along in the late '80s and ...
... leads. Aggressive lead generation or prospecting is usually the difference between an average firm and a super one. Jim Belew, former managing partner of Belew Averitt, LLP, in Dallas, says, “We were coasting along in the late '80s and ...
المحتوى
1 | |
Part Two Target Better Clients | 59 |
Part Three Better Selling Helps Your Clients | 135 |
Part Four Power Tools for Better Selling | 173 |
Part Five All Selling Is Personal Selling | 229 |
Part Six Extend Your Profits | 295 |
Notes | 331 |
Bibliography | 337 |
Index | 339 |
طبعات أخرى - عرض جميع المقتطفات
Power Up Your Profits: 31 Days to Better Selling <span dir=ltr>Troy Waugh</span> لا تتوفر معاينة - 2005 |
Power Up Your Profits: 31 Days to Better Selling <span dir=ltr>Troy Waugh</span> لا تتوفر معاينة - 2004 |
عبارات ومصطلحات مألوفة
accounting firms accounting services advertising attorneys attract audit Bailey Browne BDO Seidman benefits best clients better Bill Bill Jenkins Bob Gaida build clients communication compete competition consulting contacts cost CPA firms create Crowe Chizek customers decision develop employees existing clients fees Fingland firm’s focus focused going Harvey Mackay hire important industry interest investment keep Ken Blanchard KPMG Kruse leads listen managing partner marketing and sales marketing budget marketing program meet Mike Kruse Moss Adams newsletter niche percent permission marketing person potential practice professional profits proposal questions Rainmaker Academy referral sources relationship revenue RSM McGladrey SALES LEADER Sarbanes-Oxley Act says sellers selling seminar Seth Godin skills staff members strategy success talk target tell Terry Orr things today’s trust
مقاطع مشهورة
الصفحة 27 - Most people give up just when they're about to achieve success. They quit on the one-yard line. They give up at the last minute of the game one foot from a winning touchdown.
الصفحة 122 - Method goes far to prevent trouble in business ; for it makes the task easy, hinders confusion, saves abundance of time, and instructs those that have business depending, what to do, and what to hope.
الصفحة 277 - When dealing with people, remember you are not dealing with creatures of logic, but with creatures of emotion, creatures bristling with prejudice and motivated by pride and vanity.
الصفحة 69 - You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.
الصفحة 11 - I believe that anyone can conquer fear by doing the things he fears to do, provided he keeps doing them until he gets a record of successful experiences behind him.
الصفحة 143 - We are all salesmen, every day of our lives. We are selling our ideas, our plans, our enthusiasm to those with whom we come in contact.
الصفحة 245 - Patience is a most necessary qualification for business ; many a man would rather you heard his story, than granted his request. One must seem to hear the unreasonable demands of the petulant, unmoved, and the tedious details of the dull, untired. That is the least price that a man must pay for a high station.
الصفحة 23 - Any fact facing us is not as important as our attitude toward it, for that determines our success or failure.
الصفحة 43 - But positioning is not what you do to a product. Positioning is what you do to the mind of the prospect.