101 Marketing Strategies Phần 7 pps
101 Marketing Strategies Phần 7 pps
... your
client’s owners.
101 Marketing Strategies
170
Waugh 14 2/4/04 10:36 PM Page 170
175
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.
101 Marketing Strategies
156
Waugh 13 2/4/04 10:36 PM Page 156
74
A Client Business Review
A
key marketing technique...
101 Marketing Strategies Phần 8 ppsx
... sources, refer-
rals and joint business should come naturally.
101 Marketing Strategies
202
Waugh 17 2/4/04 10:35 PM Page 202
77
Offering Dessert, Going For Gold
by Graham G. Wilson
*
R
ecently, ... with your most
likely prospects.
101 Marketing Strategies
200
Waugh 17 2/4/04 10:35 PM Page 200
205
CHAPTER
EIGHTEEN
Becoming an
Insider
86 Becoming an Insider
87 Focus on Client...
101 Marketing Strategies Phần 2 potx
... 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 ... their 50s, 60s, and 70 s.
Conclusion
A successful firm is about more than gross billings. By selecting
the right clients, you can have more profits and more fun.
101 Marketing Strategie...
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 ... can still warm up the lead
with a permission marketing campaign. Seth Godin’s book, Per-
mission Marketing, describes most marketing as “interruption
marketing. ” Commercials that int...
101 Marketing Strategies Phần 4 docx
... TN 370 24, or call 1-888 -79 7-RAIN (72 46)).
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 ... sale to the
needs of the client and to the long-term relationship.
101 Marketing Strategies
76
Waugh 07 2/4/04 10:38 PM Page 76
Develop Your Own Benchmarking Tool
You could dev...
101 Marketing Strategies Phần 5 pptx
... fees
to their cause, you should make it your marketing mission to de-
velop relationships with everyone.
101 Marketing Strategies
106
Waugh 09 2/4/04 10: 37 PM Page 106
Advantages Are an Improvement
Each ... proposal in which they have no interest.
They just wait and say no.
101 Marketing Strategies
124
Waugh 11 2/4/04 10:36 PM Page 124
47
Tell a Story, Draw a Picture
A
pictu...
101 Marketing Strategies Phần 6 pot
... a
list of your references and asking her if she knows anyone on it.
101 Marketing Strategies
138
Waugh 12 2/4/04 10:36 PM Page 138
57
Win Big with the “Strip Away”
O
ne of the most exciting plays ... the guarantee twice 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...
101 Marketing Strategies Phần 9 pdf
... 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 ... 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. Tra...
101 Marketing Strategies Phần 10 docx
... 208
Identifying problems
“business physical,” 70 , 72
and cost-benefit analysis, 75 , 76
costing problems, 77 , 78
“financial physical,” 70 72
Internet research, 68 70
listening skills, 66–68
methods of ... questionnaire.
101 Marketing Strategies
242
Waugh 20 2/4/04 10:34 PM Page 242
budget clients, 171 – 173
and charitable contributions, 104, 105
discounting, 104, 105, 171...