By Troy Waugh

ISBN-10: 0471651109

ISBN-13: 9780471651109

New advertising innovations for pro provider companies This insightful advisor exhibits expert prone pros like accountants, legal professionals, and specialists the right way to marketplace their companies and promote higher. It covers the whole carrier transaction, from constructing a courting to ultimate the deal and is helping provider execs confirm the place they're within the promoting procedure and follow-through for the simplest consequence. With one hundred and one advertising recommendations, specialist companies companies will discover ways to usher in new consumers and construct greater relationships with latest ones.

Troy Waugh, CPA (Nashville, TN), is the writer of the hugely acclaimed ebook strength Up Your earnings and the most sought-after audio system on revenues and advertising specialist providers within the kingdom. he's additionally the founding father of The Rainmaker Academy, the top revenues and advertising and marketing education classes within the U.S. and Western Europe.

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Always Give More Than You Promise Always exceed your client expectations by 1% and you will have a continuous flow of delighted clients. Sometimes, under pressure, you may promise delivery of a report before it can realistically be done. Learn to manage expectations by promising the outside date, not the earliest. Then deliver earlier. 12 C H A P T E R TWO Prospecting 6 Consultant’s Advice Spells Disaster: Instead, All Strategy Begins with the Market 7 Turning Prospects into Clients 8 The “R” Word .

Highly qualified clients usually have benefits for you in four areas: more profits, more fun, more leisure, and more learning. More Profit Evaluate the relative profitability of each client. List your clients from largest discount to largest premium in size categories, and by season. Apply a cost factor to each client and then re-sort the clients based on total profit per client. Then select the least profitable 5% of your client base. You should dramatically increase pricing on these clients or outplace them to another service provider.

If the position is a financial or legal position, offer to provide assistance with one of your associates until the new hire is in place. Snow Days Are Good Access Times Do you live in an area that gets snowed in? Decision makers are usually the last ones to leave the office. When the boss is in his office without receptionists and screeners, your phone call will likely get through. Your chances of getting decision-making prospects on the phone during off business hours, such as snow days, are very good.

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101 marketing strategies for accounting, law, consulting, and professional services firms by Troy Waugh


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