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Author: Dan Richards
Publisher: Wiley
ISBN: 9780471363293
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
"It is easy in the tumult of our everyday lives to ignore the client's words and needs as we struggle to promote our own interests. Easy, but dangerous. . . . Operating our business in the client's interest is the pivotal element in a successful marketing strategy. Marketing, in turn, is a mandatory investment in your business. It pays dividends immediately and in the long term. It will carry you to liftoff."-Dan Richards Achieving success as a financial adviser is no longer just a matter of aggressive salesmanship backed, hopefully, by a good track record. Today's clients are highly knowledgeable about their investment options, and they aren't shy about letting you know it. They expect you to be extremely attentive to their unique financial concerns, and they are much more likely to switch advisers if they sense they are not getting the sincere commitment they feel they deserve. That's why, in today's competitive marketplace, building a successful financial services practice is all about forging long-term relationships with clients built on attentiveness, empathy, and trust. And, as expert Dan Richards explains in this groundbreaking guide to finding and keeping clients, the key to cultivating such relationships is marketing-the art and science of defining what clients really need, and then letting them know that you can satisfy those needs, now and in the future. Drawing on his extensive experience as a consultant to many of North America's most successful financial service providers, Richards arms you with proven tools and techniques for building a steady and devoted client base. From using print, broadcast, and other media to market your services, to making the initial contact, from automating the prospecting process, to performing target marketing, he outlines an array of surefire client-getting techniques. With the help of scenarios and sample dialogues, he helps you to develop and sharpen the skills needed to build lasting relationships with clients once you've gotten them. For instance, you'll learn how to become a better listener and interpreter of client concerns, as well as simple methods for systematically gathering and effectively responding to client feedback. Dan Richards also provides a complete program for seamlessly integrating the tools and techniques described into a successful client-centered practice tailored to your unique style and professional goals. Getting Clients, Keeping Clients is a complete guide to surviving and thriving in today's increasingly competitive financial services market. A complete program for building a steady and devoted client base Getting Clients, Keeping Clients In this groundbreaking guide, expert Dan Richards explains why marketing is the key to thriving in today's more competitive financial markets. He provides you with the powerful client-centered marketing know-how, tools, and techniques to connect with today's more savvy, demanding, and value-conscious clients. Praise for Getting Clients, Keeping Clients ". . . teaches advisers how to be profitable and ethical at the same time."-Investment Executive ". . . a book most independent financial advisers will want to read."-The Financial Post ". . . many ideas in the book that will help keep existing clients while generating new business."-Research
Author: Dan Richards
Publisher: Wiley
ISBN: 9780471363293
Category : Business & Economics
Languages : en
Pages : 0
Get Book
Book Description
"It is easy in the tumult of our everyday lives to ignore the client's words and needs as we struggle to promote our own interests. Easy, but dangerous. . . . Operating our business in the client's interest is the pivotal element in a successful marketing strategy. Marketing, in turn, is a mandatory investment in your business. It pays dividends immediately and in the long term. It will carry you to liftoff."-Dan Richards Achieving success as a financial adviser is no longer just a matter of aggressive salesmanship backed, hopefully, by a good track record. Today's clients are highly knowledgeable about their investment options, and they aren't shy about letting you know it. They expect you to be extremely attentive to their unique financial concerns, and they are much more likely to switch advisers if they sense they are not getting the sincere commitment they feel they deserve. That's why, in today's competitive marketplace, building a successful financial services practice is all about forging long-term relationships with clients built on attentiveness, empathy, and trust. And, as expert Dan Richards explains in this groundbreaking guide to finding and keeping clients, the key to cultivating such relationships is marketing-the art and science of defining what clients really need, and then letting them know that you can satisfy those needs, now and in the future. Drawing on his extensive experience as a consultant to many of North America's most successful financial service providers, Richards arms you with proven tools and techniques for building a steady and devoted client base. From using print, broadcast, and other media to market your services, to making the initial contact, from automating the prospecting process, to performing target marketing, he outlines an array of surefire client-getting techniques. With the help of scenarios and sample dialogues, he helps you to develop and sharpen the skills needed to build lasting relationships with clients once you've gotten them. For instance, you'll learn how to become a better listener and interpreter of client concerns, as well as simple methods for systematically gathering and effectively responding to client feedback. Dan Richards also provides a complete program for seamlessly integrating the tools and techniques described into a successful client-centered practice tailored to your unique style and professional goals. Getting Clients, Keeping Clients is a complete guide to surviving and thriving in today's increasingly competitive financial services market. A complete program for building a steady and devoted client base Getting Clients, Keeping Clients In this groundbreaking guide, expert Dan Richards explains why marketing is the key to thriving in today's more competitive financial markets. He provides you with the powerful client-centered marketing know-how, tools, and techniques to connect with today's more savvy, demanding, and value-conscious clients. Praise for Getting Clients, Keeping Clients ". . . teaches advisers how to be profitable and ethical at the same time."-Investment Executive ". . . a book most independent financial advisers will want to read."-The Financial Post ". . . many ideas in the book that will help keep existing clients while generating new business."-Research
Author: Jay G Foonberg
Publisher:
ISBN:
Category :
Languages : en
Pages : 566
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Book Description
Join the hundreds of thousands of lawyers who have benefited from Mr. Foonberg's sharing of information. Any one chapter or idea can immensely improve your practice income and your life. Best selling author and acknowledged marketing ace Jay Foonberg gives time-proven tips and systems that you can use for long-range and immediate marketing success. This book is not theoretical. Foonberg encourages you to try different marketing approaches in order to develop your own winning personal style. This is practical information you can put to use right away. You'll find hundreds of useful suggestions intended to grow your practice, and improve the way you do business day to day. The end result is a more client-focused, efficient, and profitable practice with everything pointed in the right direction.Included: "Foonberg's Favorite 51 Rules of Good Client Relations for the Busy Lawyer""How Turning Down my First Case Led to 19 Cases""How to Handle People Who Hate Lawyers or the Legal System""Fee Allocation Formulas to Encourage Marketing"Numerous sample letters, homespun advice, and personal experiences, written in Foonberg's straightforward, no-nonsense styleAnd much, much more!Put Jay Foonberg's over thirty years of personal experience in the continuing education field to work for you. You'll find his advice practical and understandable as he presents even the most complex theories in a simple easy-to-learn and easy-to apply fashion. Jay believes any person can have a successful career, and have a life with high income and free of non meritorious complaints if that person is willing to learn and willing to make the simple changes he suggests
Author: M. D. Weems
Publisher: Atlantic Publishing Company
ISBN: 1601380445
Category : Customer relations
Languages : en
Pages : 290
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Book Description
Many books are written on how to attract more business for retail stores or new products, but this is the only book written for the small business service provider. Whether you are an attorney, doctor, accountant, consultant, personal trainer, insurance agent, Web or computer consultant, graphic designer, dentist, landscape or pool caretaker, professional cleaner, wedding planner, tree trimmer, caterer, or pet sitter, this book is for you. The truth is unless you keep a steady stream of clients coming through your doors, you will never be as successful as you would really like to be. If you're great at working with clients and you do an excellent job of providing your services, you have the capability to turn your service business into a highly profitable firm, easily. If you are like most small business service providers, getting and keeping new clients is hard work and takes up most of your time. And it is a big challenge. Yet this was not the reason you went into business. You went into business to assist your customers and make a financially rewarding business for yourself. This new book will guide you back to your original goals for going into business while making your life easier. Developing a low-cost proven marketing system doesn't have to be difficult or time consuming. This book details the principles and practices of marketing for the professional service business. In 30 days or less, you will be so successful in attracting all the business you will ever need that you can select the clients you want to serve. This specialized book will demonstrate methodically how to market and promote your services easily, inexpensively, and most important profitably. You will learn how to find new business clients quickly and keep existing ones satisfied by selling client based solutions and services by putting technology and low-cost marketing devices into place that take little or no time on your part. You will learn to develop a marketing plan with hundreds of practical marketing ideas to help successful service providers attract new clients and increase business with existing ones. Atlantic Publishing is a small, independent publishing company based in Ocala, Florida. Founded over twenty years ago in the company presidentâe(tm)s garage, Atlantic Publishing has grown to become a renowned resource for non-fiction books. Today, over 450 titles are in print covering subjects such as small business, healthy living, management, finance, careers, and real estate. Atlantic Publishing prides itself on producing award winning, high-quality manuals that give readers up-to-date, pertinent information, real-world examples, and case studies with expert advice. Every book has resources, contact information, and web sites of the products or companies discussed.
Author: Jay G. Foonberg
Publisher: National Academy of Law Ethics
ISBN: 9780940599024
Category : Advertising
Languages : en
Pages : 582
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Book Description
Author: Jennifer J. Rose
Publisher: American Bar Association
ISBN: 159031526X
Category : Lawyers
Languages : en
Pages : 292
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Book Description
In this new, in-depth book the best and most innovative solo and small firm lawyers give you their secrets, approaches and strategies to that age-old puzzle of growing your law firm. Through this wealth of savvy advice, you'll learn how to ask for business, attract and keep clients, partner with other lawyers, build a virtual law firm, use technology in client development, brand your law firm and much more.
Author: Tom McMakin
Publisher: John Wiley & Sons
ISBN: 111943470X
Category : Business & Economics
Languages : en
Pages : 279
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Book Description
The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job—not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connections Drop the fear of self-promotion and advertise your accomplishments Earn potential clients' trust to build a lasting relationship Scrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
Author: C. J. Hayden
Publisher: Amacom Books
ISBN: 9780814473740
Category : Business & Economics
Languages : en
Pages : 239
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Book Description
Get Clients Now empowers readers with practical, proven strategies for choosing the right marketing tactics for their situation and personality, diagnosing exactly what's missing in their marketing and fixing it, and replacing unproductive cold calling with the power of relationship marketing Filled with hundreds of tool and techniques, as well as a powerful 28-day plan that enables readers to energise their marketing efforts and dramatically increase their client base, the second edition contains up-to-the-minute strategies for relationship-based marketing in the Internet age. Key features Features a foreword by Jay Conrad Levinson, author of the Guerilla Marketing series, who also has this to say: Get Clients Now not only tells you the absolute truth about landing new clients, but also can transform you from a marketing amateur into a marketing genius Contains all new material on how to use the latest Internet marketing techniques like ezines, search engine optimisation, and blogging...and much more Packed with over 100 tactics, tools, and foolproof recipes customizable for any professional service business A popular speaker and seminar leader, C.J. has presented hundreds of programs on relationship marketing, fearless self-promotion, and entrepreneurial success to corporate clients, professional associations, and small businesses
Author: Bonnie Siegler
Publisher: Artisan
ISBN: 1579658555
Category : Business & Economics
Languages : en
Pages : 209
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Book Description
In a world where every business, brand, product, and service needs a strong visual identity, it’s critical for clients and creative professionals to work together. And the key to success, as with any relationship, is communication. In Dear Client, award-winning graphic designer Bonnie Siegler offers an invaluable step-by-step guide to how to talk so creatives will listen, and how to listen when creatives talk. Written as a series of honest, friendly lessons—“Know What You Like,” “Decide Who Will Decide,” “Focus Groups Suck,” “Don’t Say ‘Make It Yellow,’ Say ‘Make It Sunny,’” “Serve Lunch During Lunchtime Meetings”—it shows exactly how to deal with the subjectivity, emotional pitfalls, and occasional chaos of a creative partnership. Here’s how to articulate your visual goals and set a clear, consistent direction. How to give feedback that works and avoid words that inhibit creative thinking. How to be open to something you didn’t imagine. And most of all, how to have fun, save money, and get the results you want.
Author: Andrew Sobel
Publisher: Simon and Schuster
ISBN: 0743215095
Category : Business & Economics
Languages : en
Pages : 269
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Book Description
Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for—the first in-depth, guide to developing lasting client relationships. Millions of people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty. Supported by more than 100 case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor—an irreplaceable resource—from the expert for hire, a tradable commodity. Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis—big-picture thinking—that is so highly valued by clients. Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.
Author: Michael Port
Publisher: John Wiley & Sons
ISBN: 1118611357
Category : Business & Economics
Languages : en
Pages : 480
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Book Description
A visual way to easily access the strategies and tactics in Book Yourself Solid Learning new concepts is easier when you can see the solution. Book Yourself Solid Illustrated, a remarkable, one-of-a-kind work of art, transforms the Book Yourself Solid system into a more compelling and easy-to-consume playbook for any business owner. You won't find business school graphs or mind maps. Instead, you'll find compelling, visual stories that reinvent old and tired business concepts, making Book Yourself Solid Illustrated a fun and playful book that you will revisit year after year as you get more clients than you can handle. There isn't a business book on the market that can show you how to apply the strategies, techniques, and skills necessary to generate new leads, add more clients, and increase profits through visuals. Previously you could only read or listen to advice, now you can see it and get it faster. This illustrated version is organized into four modules: your foundation, building trust and credibility, simple selling and perfect pricing, and the Book Yourself Solid 6 core self-promotion strategies. Reengineering the book with visual strategist, Jocelyn Wallace, has given author Michael Port new ways of explaining and expanding his gold-standard material. Author Michael Port has been called a "marketing guru" by the Wall Street Journal and "an uncommonly honest author" by The Boston Globe, and wrote Book Yourself Solid (in it's 2nd edition), Beyond Booked Solid,The Contrarian Effect which was selected as a 2008 top ten business book by Amazon.com and the 2008 #1 sales book of the year by 1-800-CEO-READ, and The New York Times Bestseller, The Think Big Manifesto. Author is one of the most popular business coaches in the world and headlines events all over the world. Master the techniques in Book Yourself Solid Illustrated, and take your service business to the next level today. For the first time ever you can have the Book Yourself Solid Mobile app. Install it on any device and the Book Yourself Solid System comes to life. Do all of 49 exercises from the new book on any device, including your desktop computer. This thing rocks.
