101 Marketing Strategies Phần 9 pdf

... business for 10 Final Thoughts 2 39 Waugh 20 2/4/04 10:34 PM Page 2 39 2 19 CHAPTER NINETEEN Strategic Directions 92 The One-Firm Concept = Brand 93 Lead with Vision 94 Strategic Alliances: The Whole ... future. Sharing this picture with your associates can be a major motivator to them. 101 Marketing Strategies 224 Waugh 19 2/4/04 10:34 PM Page 224 you say that your service will...

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 raises depen...

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... 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 interrupt your ... in a busi- ness. They 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 Su...

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... 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 a Brand Stimulates ... want more in the future. In the end, isn’t this what we want, too? 101 Marketing Strategies 94 Waugh 08 2/4/04 10:37 PM Page 94 38 Active Listening A ctive listening means...

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... “Does he know what you’re calling about?” Building Like and Trust 99 Waugh 09 2/4/04 10:37 PM Page 99 Waugh 09 2/4/04 10:37 PM Page 96 table pounding, emotional presentations. But it can be very ... think you need for your 9: 00 A.M. meeting with Steve at Likem & Trustem’s offices. The materials checklist Steve sent you was re- 101 Marketing Strategies 102 Waugh 09 2/4/04...

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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 ... wants to improve its marketing, the effort has to start from the top. The managing partner should be a cheer- leader, a source of rewards, and an inspiration. 101 Marketing St...

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... system that delivers consistent, de- pendable responses every time. 101 Marketing Strategies 160 Waugh 14 2/4/04 10:36 PM Page 160 69 Partners: Leaders In Service To Internal Clients I n the last ... 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 som...

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... to grow your business, or obtain more clients of a certain type. 101 Marketing Strategies 194 Waugh 17 2/4/04 10:35 PM Page 194 88 Retreat and Advance 1 O ne of the best ways for you to become ... have to offer. And it helps build your profits by making the sale. 101 Marketing Strategies 190 Waugh 16 2/4/04 10:35 PM Page 190 Refining Your Follow-up System One accountant specif...

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... 197 , 198 client referrals, 193 , 194 client’s other professionals, 197 , 198 developing referral relationships, 2 39, 240 follow-up system, 196 , 199 –202 letter requesting, 198 prioritizing, 199 , ... 118 Levinson, Jay Conrad, 9 Likableness clients, 5, 36 team dynamics, 99 , 100 Lincoln, Abraham, 218 Listening skills, 66–68, 2 09, 210 active listening, 90 , 91 and creating wants,...

Ngày tải lên: 05/08/2014, 13:20