101 Marketing Strategies Phần 2 potx
Nông Nghiệp - Kỹ Thuật Tưới Cây Nông Nghiệp phần 2 potx
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101 Marketing Strategies Phần 2 potx
... relationships will
enable you to be confident with prospects.
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4
Motivating Employees for
Marketing
D
o you want better sales results from associates? ... bought and sold by personal contact. Broad-based
marketing should be designed to create it.
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... dis-
missal and invest your time with prospects who are qualified.
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Reaching Decision Makers
W
hen making initial contact with the ... left a message on my system at 11
P.M.
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Concl...
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... deeper
level.
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CHAPTER
NINE
Building Like
and Trust
41 Creating a Brand Stimulates Trust
42 Like Me, Like My Team
43 Table Manners ... want more in the
future. In the end, isn’t this what we want, too?
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Active Listening
A
ctive listening means s...
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... investments.
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121
CHAPTER
ELEVEN
Handling
Objections
52 What Is Your Attitude Toward
Objections?
53 Why Prospects Object
54 Two Types ... presenter
you will be.
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ally helpful and you have everything that the list indicated you
needed.
By the time you ar...
101 Marketing Strategies Phần 6 pot
... Risk
63 Support Your Proposal with Solid
Evidence
64 Minimize Prospect Risk with a Service
Guarantee
65 Testimonials Minimize Perceived Risk
66 Lost Proposal Evaluations
Waugh 13 2/4/04 10: 36 PM ... and the prospect are looking for
the solution to the same problem.
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tant to change. By reviewing the lost profits o...
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... your
client’s owners.
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CHAPTER
FIFTEEN
Building Profits
74 A Client Business Review
75 Market Pricing Based on Value
76 Cycle Selling ... outline of a good lost proposal evalua-
tion tool.
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A Client Business Review
A
key marketing technique...
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... prospects.
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CHAPTER
EIGHTEEN
Becoming an
Insider
86 Becoming an Insider
87 Focus on Client Profits
88 Retreat and Advance 1
89 Retreat ... suggestions and you will increase your posi-
tion of trust and profits.
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2. Talk results.
Vague statements...
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... business for 10
Final Thoughts
2 39
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2 19
CHAPTER
NINETEEN
Strategic
Directions
92 The One-Firm Concept = Brand
93 Lead with Vision
94 Strategic Alliances: The Whole ... future. Sharing
this picture with your associates can be a major motivator to
them.
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you say that your service will...
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... pre-retreat questionnaire.
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budget clients, 171–173
and charitable contributions, 104 , 105
discounting, 104 , 105 , 171–173, 244
fee approaches, ... regards,
(signed)
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Pricing. See Fees
Profits
benefits of highly qualified clients, 35
build...
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