101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services FirmsJohn Wiley & Sons, 26/04/2004 - 290 من الصفحات "Troy Waugh—'the rainmakers' rainmaker'—has provided a well-designed blueprint for selling professional services that skillfully draws upon his more than thirty years in the field. This practical, highly focused guide to the selling process can help our firms achieve sales successes measured not only by effort but also by bottom-line results." —Howard B. Allenberg, vice chairman and CIO, BDO Seidman, LLP Finally, peerless focus on how to break into all aspects of the selling process and the currents of relationship and buyer development. Learn how to build your personal and firm business more successfully. Covers the process of relationship and buyer development. Provides proven strategies from hundreds of the world's successful firms. Order your copy today! |
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الصفحة v
... Rainmaker Academy, the leading sales and marketing training course in the United States and Western Europe. The Rainmaker Academy is a three-year intensive sales training program whose graduates have attracted over $300 million to their ...
... Rainmaker Academy, the leading sales and marketing training course in the United States and Western Europe. The Rainmaker Academy is a three-year intensive sales training program whose graduates have attracted over $300 million to their ...
الصفحة vi
... Rainmaker Academy 4731 Trousdale, Suite 12 Nashville, TN 37221 phone: (615) 373-9880 email: troy@waughco. com Our Team Charles Flood A professionally trained educator and businessman,. vi About the Author.
... Rainmaker Academy 4731 Trousdale, Suite 12 Nashville, TN 37221 phone: (615) 373-9880 email: troy@waughco. com Our Team Charles Flood A professionally trained educator and businessman,. vi About the Author.
الصفحة vii
... Rainmaker Academy in 1996. Over the past 20 years, he has combined extensive international content knowledge with ... Training for the largest local accounting firm in Chicago, Graham has unique insight into the development needs of ...
... Rainmaker Academy in 1996. Over the past 20 years, he has combined extensive international content knowledge with ... Training for the largest local accounting firm in Chicago, Graham has unique insight into the development needs of ...
الصفحة viii
... Training for The Rainmaker Academy. He is a professional educator and curriculum specialist who will be working on the continued professionalism of the Rainmaker training materials. His background and research into learning styles ...
... Training for The Rainmaker Academy. He is a professional educator and curriculum specialist who will be working on the continued professionalism of the Rainmaker training materials. His background and research into learning styles ...
الصفحة ix
... President of Consulting with Waugh & Co and a Nashville native, Drew has a BS in business administration and an MBA with a concentration in marketing. The Rainmaker Academy Our Mission The mission of The Rainmaker. Our Team.
... President of Consulting with Waugh & Co and a Nashville native, Drew has a BS in business administration and an MBA with a concentration in marketing. The Rainmaker Academy Our Mission The mission of The Rainmaker. Our Team.
المحتوى
| 13 | |
| 29 | |
Chapter FourGaining Access to Decision Makers | 39 |
Chapter FiveIdentifying Decision Influencers | 49 |
Chapter SixDiscovering Problems | 61 |
Chapter SevenDeveloping Needs | 73 |
Chapter EightThe R Word | 83 |
Chapter NineBuilding Like and Trust | 95 |
Chapter FourteenGreat Service Builds Loyalty | 157 |
Chapter FifteenBuilding Profits | 175 |
Chapter SixteenOffering Dessert | 183 |
Chapter SeventeenSoliciting Referrals | 191 |
Chapter EighteenBecoming an Insider | 205 |
Chapter NineteenStrategic Directions | 219 |
Chapter TwentyFinal Thoughts | 229 |
Appendices | 243 |
Chapter TenDemonstrating Capabilities | 107 |
Chapter ElevenHandling Objections | 121 |
Chapter TwelvePersuading Decision Influencers | 133 |
Chapter ThirteenMinimizing Risk | 147 |
Reference Guide | 259 |
Index | 261 |
طبعات أخرى - عرض جميع المقتطفات
عبارات ومصطلحات مألوفة
101 Marketing Strategies accounting advance associates benefits better brand build Bundling buyer buying Chapter client service clients and prospects clients want close the sale coach Conclusion consulting create Crowe Chizek customers David Letterman decision influencers Decision Makers develop employees example fees financial find firm firm’s first five focus give goals hire Ifyou impact improve Internal Clients investment lead listening lnfluencers managing partner meeting Michael Treacy ness Network newsletters objection office ofyour owners Patrick Patterson permission marketing person powerful Price Discrimination Price Objection PricewaterhouseCoopers problems profes professional firm professional services profitable profits questions Rainmaker Academy receptionist referral sources relationship sellers Seven Deadly Sins skills someone staff success summary close talk tell tion tool trade show Troy Waugh trust understand value ladder vision
مقاطع مشهورة
الصفحة 87 - In his book The Seven Habits of Highly Effective People, Steven Covey explains the importance of being "proactive
الصفحة 193 - In addition to calling current clients and asking them for referrals, you can call past clients and ask them for the names of people who might need your service. Often they also turn out to be interested in trying you again.
الصفحة xv - Klink is a partner in the New York office of Price Waterhouse & Co.
الصفحة 193 - To get the best referrals, you need more than naturally occurring word of mouth. You need to have a program to actively encourage referrals in multiple ways.
الصفحة 193 - A woman said that her clients sometimes thank her effusively for helping them with their money situations. She tells them "The best way to thank me is to send your friends who might need the same help.
الصفحة 31 - The Millionaire Next Door, authors Thomas J. Stanley and William D. Danko assert that the typical millionaire has a boring business and can be met in a trade association.
الصفحة 45 - In their book The Discipline of Market Leaders, Michael Treacy and Fred Wiersema explained that you can't be all things to all people.
الصفحة 164 - And they back up their commitment to client service by looking for, measuring, recognizing, and rewarding performance that results in good service at all levels and in all jobs.
الصفحة 193 - They will be worth several people who like you just as much but aren't in the habit of giving referrals.
الصفحة 225 - If your answer to any of these questions is in the affirmative, you believe as I do: "The demand for high-level professional services is growing, not declining.