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...

Ngày tải lên: 05/08/2014, 13:20

... 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...

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 ... 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...

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... 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...

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... 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...

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... 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...

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... 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...

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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 ... 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...

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... 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...

Ngày tải lên: 05/08/2014, 13:20