101 marketing strategies for accounting law consulting and professional services firms phần 2 docx

... relationships with “A” sources, refer- rals and joint business should come naturally. 101 Marketing Strategies 20 2 Waugh 17 2/ 4/04 10:35 PM Page 20 2 discussing services that you know won’t be needed, ... four Ps of marketing and is one that few professionals use. Accounting and law firm marketing has improved over the past 20 years in three of the Ps of marketing...

... 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 ... And they decide to engage you based on the differences they believe are important. You are the most important differentiator. 101 Marketing Strategies 82 Waugh 07 2/ 4/04...

... watch what is going on and be sure that you and the prospect are looking for the solution to the same problem. 101 Marketing Strategies 126 Waugh 11 2/ 4/04 10:36 PM Page 126 59 Position Power Sells T he ... will make you more com- fortable developing this important skill. 101 Marketing Strategies 130 Waugh 11 2/ 4/04 10:36 PM Page 130 121 CHAPTER ELEVEN Handling Objec...

... hours, and to keep clients better informed as to the progress of our work. You need analogous internal service standards. 101 Marketing Strategies 1 62 Waugh 14 2/ 4/04 10:36 PM Page 1 62 63 Support ... 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 Dev...

... techniques for, 129 , 130 false objections, 127 – 128 invalid objections, 127 , 128 price, 131, 1 32 put-off, 128 real objections, 127 reasons for, 125 , 126 searcher, 127 stalls, 127 , 128 stopper, 127 types ... 68–70 “Interruption marketing, ” 41 Jenkins, Bill, 22 7 Kantin, Bob, 109 Kennedy & Coe, 190, 22 7, 22 8 KFC (Colonel Sanders), 19 LBMC, 67 Le Tip, 28 Leadership,...

... 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 ... effective in hun- dreds of the world’s most successful firms. 101 Marketing Strategies for Accounting, Law, Consulting, and Professional Services...

... Contact Information | Reynolds Electronics 3101 Eastridge Lane Canon City, Co. 8 121 2 Voice: (719) 26 9-3469 Fax: (719) 27 6 -28 53 http://www.rentron.com/parsingstrings.htm (5 of 5)5 /25 /20 04 8:47:51 ... Information | Reynolds Electronics 3101 Eastridge Lane Canon City, Co. 8 121 2 Voice: (719) 26 9-3469 Fax: (719) 27 6 -28 53 http://www.rentron.com/adv_parsing.htm (10 of 11)5 /25...