101 Marketing Strategies Phần 5 pptx

... 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 Prospects Object 54 Two Types ... presenter you will be. 101 Marketing Strategies 120 Waugh 10 3/22/04 10:44 AM Page 120 ally helpful and you have everything that the list indicated you needed. By the time you arri...

Ngày tải lên: 05/08/2014, 13:20

Ngày tải lên: 05/08/2014, 13:20

... enables you to be selective and to fol- low up with the best leads. 101 Marketing Strategies 18 Waugh 02 3/22/04 10:43 AM Page 18 5 Eight Ways to Build Your Firm Over the Next 12 Months I s this ... 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 prosp...

Ngày tải lên: 05/08/2014, 13:20

... include the executive, the user, the outsider, and the deal killer. 101 Marketing Strategies 52 Waugh 05 2/4/04 10:38 PM Page 52 25 Planning Each Call Improves Success D ifferent decision influencers ... decision process will be more difficult for you to influence. 101 Marketing Strategies 54 Waugh 05 2/4/04 10:38 PM Page 54 Waugh 06 2 /5/ 04 4:11 AM Page 62 ... Direc...

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... the team understands how the prospect makes money and what the key ingredients 101 Marketing Strategies 70 Waugh 06 2 /5/ 04 4:11 AM Page 70 attention and eye contact is perceived as ignoring. And, ... this question will encourage the client to talk at a deeper level. 101 Marketing Strategies 90 Waugh 08 2/4/04 10:37 PM Page 90 95 CHAPTER NINE Building Like and Trust 41 Creating...

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... during that time. I hope you will consider it in your future marketing plans. 101 Marketing Strategies 152 Waugh 13 2/4/04 10:36 PM Page 152 59 Position Power Sells T he position power of your firm’s ... 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 Evide...

Ngày tải lên: 05/08/2014, 13:20

... 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 ... team. Note: Appendix E contains an example of a Client Business Review Checklist. 101 Marketing Strategies 178 Waugh 15 2/4/04 10: 35 PM Page 178 client. The associate...

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... directly encourage referrals with your most likely prospects. 101 Marketing Strategies 200 Waugh 17 2/4/04 10: 35 PM Page 200 2 05 CHAPTER EIGHTEEN Becoming an Insider 86 Becoming an Insider 87 ... 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 Relationships...

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... vision. 101 Marketing Strategies 222 Waugh 19 2/4/04 10:34 PM Page 222 years, building 12 referral sources is hard. Inch by inch, anything is a cinch. Yard by yard, anything is hard. 101 Strategic ... & Co. have conducted and facili- tated advances for over 25 years. Our clients have used them with great success. 101 Marketing Strategies 240 Waugh 20 2/4/04 10:34 PM Page 24...

Ngày tải lên: 05/08/2014, 13:20

... influencers approaching, 58 , 59 and decision makers, 51 , 52 perceptions and values of, 54 56 personality styles, 56 , 57 persuading, 1 35 146 research, importance of, 58 , 59 types of, 52 54 Decision makers, ... 210 short-term, 15, 16 Proposals, 1 45, 146 comparison of services, 149 costs of delay, 149, 150 evaluation of lost proposals, 155 , 156 , 252 , 253 evidence of r...

Ngày tải lên: 05/08/2014, 13:20