101 marketing strategies for accounting law consulting and professional services firms phần 4 pptx

... Instead, clients of professional firms see perceived value in terms of trust, response time, and the quality of the relationship. 101 Marketing Strategies 92 Waugh 08 2 /4/ 04 10:37 PM Page 92 Acknowledge ... need. Conclusion The consultative professional thinks past the services sale to the needs of the client and to the long-term relationship. 101 Marketing Strategie...

Ngày tải lên: 10/08/2014, 07:20

... dog close is one way to demonstrate what you can do for prospects. 101 Marketing Strategies 144 Waugh 12 2 /4/ 04 10:36 PM Page 144 55 Techniques for Answering Objections H ere are three ways to strongly ... interest. They just wait and say no. 101 Marketing Strategies 1 24 Waugh 11 2 /4/ 04 10:36 PM Page 1 24 147 CHAPTER THIRTEEN Minimizing Risk 63 Support Your Propo...

Ngày tải lên: 10/08/2014, 07:20

... is a powerful selling tool and a way to minimize the perceived risk of working with you. 101 Marketing Strategies 1 54 Waugh 13 2 /4/ 04 10:36 PM Page 1 54 Waugh 15 2 /4/ 04 10:35 PM Page 176 sponse ... information, you must be careful to design a process that will give you useful and reliable information. 101 Marketing Strategies 168 Waugh 14 2 /4/ 04 10:36 PM Page 168...

Ngày tải lên: 10/08/2014, 07:20

... your practice, 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 What Premium Services Can You Offer? For example, strategic ... your suggestions and you will increase your posi- tion of trust and profits. 101 Marketing Strategies 188 Waugh 16 2 /4/ 04 10:35 PM Page 188 74 A Client Business Review...

Ngày tải lên: 10/08/2014, 07:20

... in- formed of my progress. Thank you for being my client and for helping me expand my practice. With warmest regards, (signed) 101 Marketing Strategies 2 54 Waugh 21 apps 2 /4/ 04 10: 34 PM Page 2 54 261 ACT, ... work and distractions. Remember, just one turned-off prospect can cost a full-year’s marketing budget in lost revenue. 101 Marketing Strategies 248 Waugh...

Ngày tải lên: 10/08/2014, 07:20

... Introduction 9 Waugh 01 2 /4/ 04 10:31 PM Page 9 Marketing Strategies John Wiley & Sons, Inc. Troy Waugh 101 for Accounting, Law, Consulting, and Professional Services Firms Waugh 00 fm 3/22/ 04 10 :43 AM Page ... effective in hun- dreds of the world’s most successful firms. 101 Marketing Strategies for Accounting, Law, Consulting, and Professional S...

Ngày tải lên: 13/12/2013, 11:34

... Reports from MarketingSherpa About MarketingSherpa Inc. MarketingSherpa, Inc. is a research firm publishing Case Studies, benchmark data, and how-to information on marketing, advertising, and public ... num- bers and mailto links for customer care. Stay tuned to support channels for clues on what customers understand, don’t understand and what you can do to keep them coming back!...

Ngày tải lên: 15/03/2014, 18:20