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! |
من داخل الكتاب
النتائج 1-5 من 25
الصفحة xi
... Leads 11 Broad-based Marketing Supports Prospecting 12 Tip Clubs Chapter Three—Qualifying 13 Big Hat, No Cattle 14 NEAD-PAY 15 Too Busy to Grow? 16 Use the “David Letterman” Dismissal for Unqualified Clients and Prospects Chapter Four ...
... Leads 11 Broad-based Marketing Supports Prospecting 12 Tip Clubs Chapter Three—Qualifying 13 Big Hat, No Cattle 14 NEAD-PAY 15 Too Busy to Grow? 16 Use the “David Letterman” Dismissal for Unqualified Clients and Prospects Chapter Four ...
الصفحة xiv
... Lead with Vision Strategic Alliances—The Whole Is Greater than the Sum of the Parts Succeed by Failing More Chapter Twenty—Final Thoughts 96 97 98 99 100 101 Training for Results Use Continuing Education for Marketing Coaching for ...
... Lead with Vision Strategic Alliances—The Whole Is Greater than the Sum of the Parts Succeed by Failing More Chapter Twenty—Final Thoughts 96 97 98 99 100 101 Training for Results Use Continuing Education for Marketing Coaching for ...
الصفحة 7
... lead to your desired result. Use action plans that include steps such as involvement in a trade group, writing articles in importantjournals, speaking at industry meetings, and meeting with important targeted clients and prospects ...
... lead to your desired result. Use action plans that include steps such as involvement in a trade group, writing articles in importantjournals, speaking at industry meetings, and meeting with important targeted clients and prospects ...
الصفحة 10
... lead. Pay them even if the lead does not become a new client. Initiating introductions to qualified prospects is a valuable habit for you to support. Pay bonuses for regular attendance at civic and business club meetings. Make Rewards ...
... lead. Pay them even if the lead does not become a new client. Initiating introductions to qualified prospects is a valuable habit for you to support. Pay bonuses for regular attendance at civic and business club meetings. Make Rewards ...
الصفحة 13
... Clients The "R" Word . . . The Seven Deadly Sins of Prospecting Trade Shows Can Create Good Leads Broad-based Marketing Supports Prospecting Tip Clubs Consultant's Advice Spells Disaster: Instead, All Strategy Begins with the. 13.
... Clients The "R" Word . . . The Seven Deadly Sins of Prospecting Trade Shows Can Create Good Leads Broad-based Marketing Supports Prospecting Tip Clubs Consultant's Advice Spells Disaster: Instead, All Strategy Begins with the. 13.
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 |
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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.