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... prospects.
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205
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 ab...
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... enables you to be selective and to fol-
low up with the best leads.
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5
Eight Ways to Build Your Firm Over
the Next 12 Months
I
s this ... you.
Note: See Appendix A for an outline of a sample marketing plan
items.
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29
CHAPTER
THREE
Qualifying
13 Big Hat, No...
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... works or has worked with this company? (Find out
their opinions.)
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21
There Are No Single Decision
Makers
A
few years ago, I purchased ... dis-
missal and invest your time with prospects who are qualified.
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17
Reaching Decision Makers
W
hen making initial c...
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... ever met
with someone while they opened their mail? Not maintaining
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Second, the ultimate differentiation that no one else can
match ... phone
calls or keeping in touch with clients when not doing work for
them.
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are for success. This requires an under...
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... few of the basics for a successful power lunch.
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Waugh 10 3/22/04 10:44 AM Page 1 08
Stop Discounting Your Fees
Rather than discounting ... presenter
you will be.
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ally helpful and you have everything that the list indicated you
needed.
By the time you arri...
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... objections. Learn to
deal with these two types and you will be successful.
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54
Two Types Of Objections
W
hen ... a
list of your references and asking her if she knows anyone on it.
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57
Win Big with the “Strip Away”
O...
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... you will build your busi-
ness along with client satisfaction.
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68
Your Most Important Clients
O
utstanding client service begins ... Appendix E contains an example of a Client Business Review
Checklist.
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client. The associate must do the same, even...
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... can sell
successfully to top managers, board members, and owners.
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94
Strategic Alliances: The Whole Is
Greater than the Sum of the
Parts
by ... 30-year-olds had begun the process of
retirement at an early age.
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Develop Your Staff’s Talents
What if t...
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... propos-
als?
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Seminars, 47, 48. See also Training pro-
grams
checklist, 2 48
Services
art of offering, 185 , 186
premium, 187 , 188
Shaw, ... needs, 85 , 86 , 93, 94
creating wants, 86 , 87
and listening skills, 88 –91
and perceived value, 91, 92
Warm calls, 41
Waugh & Co., 240
Weber State University, 181
W...
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