101 Marketing Strategies Phần 3 doc

... dis- missal and invest your time with prospects who are qualified. 101 Marketing Strategies 38 Waugh 03 2/4/04 10 :32 PM Page 38 17 Reaching Decision Makers W hen making initial contact with the ... left a message on my system at 11 P.M. 101 Marketing Strategies 44 Waugh 04 2/4/04 10 :33 PM Page 44 Waugh 05 2/4/04 10 :38 PM Page 50 Waugh 05 2/4/04 10 :38 PM Page 60 Conclusio...

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... 1208, Brentwood, TN 37 024, or call 1-888-797-RAIN (7246)). Discovering Problems 71 Waugh 06 2/5/04 4:11 AM Page 71 83 CHAPTER EIGHT The “R” Word 35 Creating Wants 36 Listening Is Key to Creating Wants 37 Keys ... to Better Listening for Wants 38 Active Listening 39 Stimulate Wants with Perceived Value 40 Doing the “Needs to Wants” Two-Step Waugh 08 2/4/04 10 :37 PM Page 83 34 Diffe...

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... qualified clients, 35 , 36 questions, 33 , 34 unqualified clients, dismissing, 37 , 38 wealthy prospects, finding, 31 , 32 rejections, 19–21 research on, 22 scripts, use of, 22 and trade shows, 23 25 Public ... 197 Mentors, 236 , 237 Millionaires, 31 , 32 Mission statements, 211 Morgan, David, 67 Motivation, 9, 10 Motorola, 231 NEAD-PAY, 33 , 34 Needs assessment, 71 unmet...

Ngày tải lên: 05/08/2014, 13:20

Ngày tải lên: 05/08/2014, 13:20

... nurture your prospects with every question. 101 Marketing Strategies 34 Waugh 03 2/4/04 10 :32 PM Page 34 7 Turning Prospects into Clients G ood marketing programs create many prospects. But ... fun. 101 Marketing Strategies 36 Waugh 03 2/4/04 10 :32 PM Page 36 Rewarding effort need not break the bank. Let your associ- ates know that at least half of their bonuses and...

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... Let’s cover a few of the basics for a successful power lunch. 101 Marketing Strategies 100 Waugh 09 2/4/04 10 :37 PM Page 100 Waugh 10 3/ 22/04 10:44 AM Page 108 Stop Discounting Your Fees Rather ... for-profit investments. 101 Marketing Strategies 104 Waugh 09 2/4/04 10 :37 PM Page 104 121 CHAPTER ELEVEN Handling Objections 52 What Is Your Attitude Toward Objections? 53 Why Pr...

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... providing solid evidence, your claims will stand the test of logic. 101 Marketing Strategies 150 Waugh 13 2/4/04 10 :36 PM Page 150 63 Support Your Proposal with Solid Evidence W hen selling to key ... can help keep your price—and your re- ceivables—where they belong. 101 Marketing Strategies 132 Waugh 11 2/4/04 10 :36 PM Page 132 to make the decision. You will rarely have t...

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... outline of a good lost proposal evalua- tion tool. 101 Marketing Strategies 156 Waugh 13 2/4/04 10 :36 PM Page 156 74 A Client Business Review A key marketing technique used by some top firms is the client ... the progress of our work. You need analogous internal service standards. 101 Marketing Strategies 162 Waugh 14 2/4/04 10 :36 PM Page 162 sponse rate than mail surveys. If...

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... your code of professional conduct regarding independence. 101 Marketing Strategies 210 Waugh 18 2/4/04 10 :34 PM Page 210 Waugh 17 2/4/04 10 :35 PM Page 192 pects of the like-kind exchange technique. ... use this formula to set up a system that works for you. 101 Marketing Strategies 196 Waugh 17 2/4/04 10 :35 PM Page 196 Waugh 16 2/4/04 10 :35 PM Page 184 Time Builds Relationship...

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... “I’d like to help you succeed in this business.” 101 Marketing Strategies 234 Waugh 20 2/4/04 10 :34 PM Page 234 Waugh 20 2/4/04 10 :34 PM Page 230 heard some complain to their clients about their ... maintain their licenses. I’ve even 101 Marketing Strategies 232 Waugh 20 2/4/04 10 :34 PM Page 232 to leadership in professional firms must develop sales and marketing skills....

Ngày tải lên: 05/08/2014, 13:20