Power Up Your Profits: 31 Days to Better Selling / Edition 2

Hardcover (Print)
Buy New
Buy New from BN.com
$36.06
Used and New from Other Sellers
Used and New from Other Sellers
from $3.84
Usually ships in 1-2 business days
(Save 93%)
Other sellers (Hardcover)
  • All (15) from $3.84   
  • New (9) from $25.01   
  • Used (6) from $3.84   

Overview

Power Up Your Profits: 31 Days to Better Selling, Second Edition provides principles, strategies, and techniques to help you, the practicing accountant, build your practice by obtaining clients and building their businesses.

Accountants are the most trusted business advisors to business owners and managers, making an accountant who can sell a powerful person in today's global business community. Power Up Your Profits, Second Edition will help you become an accountant who can sell. Selling accounting services is different than selling law services, brokerage services, or products of any kind because your job isn't over when the contract is signed. It's only the first step in a long-term relationship between you and your clients because you must service what you sell.

Aiming to dramatically enhance your growth potential, this insightful book takes a step-by-step approach to developing and mastering a stronger marketing and sales presence. Each chapter develops a key concept of marketing or selling that's easy to follow and shows how to apply the concepts to your practice. This updated Second Edition illustrates how to obtain and satisfy clients, get more enjoyment from your work, and benefit from more satisfaction in your professional experience through an abundance of proven and practical marketing advice.

Power Up Your Profits, Second Edition is a must-have for accountants and marketing directors of accounting firms who need concrete approaches that get results. It features real-world examples from top accountant rainmakers, marketing and management gurus—including Tom Peters—and interviews with a variety of experts addressing Sarbanes-Oxley and the new accounting rules. After you implement your marketing plan, this comprehensive book will provide guidelines for developing a marketing assessment of your firm.

Power Up Your Profits, Second Edition is your answer for creating a marketing program in your firm that can bring an abundance of profitable business to you.

Read More Show Less

Product Details

  • ISBN-13: 9780471651499
  • Publisher: Wiley
  • Publication date: 12/16/2004
  • Edition description: REV
  • Edition number: 2
  • Pages: 368
  • Sales rank: 670,936
  • Product dimensions: 6.14 (w) x 9.21 (h) x 0.88 (d)

Meet the Author

Troy Waugh, CPA, is author of numerous articles published in Accounting Today, the Practical Accountant, and many newsletters. One of the most sought-after speakers on sales and marketing professional services in the country, he is a leading marketing and sales consultant to the accounting industry. Waugh's experienced team of consultants has helped firms add more than $500 million in new business through its consulting, training, and alliance services. Waugh is the founder of The Rainmaker Academy, the leading sales and marketing training course in the United States and Western Europe. Its graduates have attracted more than $300 million to their firms as a result of this program.

Read More Show Less

Table of Contents

Preface.

Acknowledgments.

Part One: Better Selling Starts with You.

Day 1: A Nontraditional Attitude.

Day 2: Selling Is a Learned Skill.

Day 3: Start a Consistent Marketing Program.

Day 4: Mind Share _ Market Share.

Day 5: Selling Takes Time.

Part Two: Target Better Clients.

Day 6: Leads, Leads, Leads.

Day 7: Focus on “10s”.

Day 8: Marketing with Permission.

Day 9: Referrals Are Nuclear Power.

Day 10: Get Your Net Working.

Day 11: Managing Your Network.

Day 12: Co-opetition: Partnering for Better Business.

Part Three: Better Selling Helps Your Clients.

Day 13: Opportunity in the New Rules.

Day 14: Marketing and Sales Work Together.

Day 15: Selling Services Is Different.

Day 16: It’s All About Communication.

Day 17: Power Sellers in the Accounting Industry.

Part Four: Power Tools for Better Selling.

Day 18: Newsletters Communicate to Sell.

Day 19: Speaking Attracts More Clients and Referrals.

Day 20: Advertising, Publicity, and Brochures.

Day 21: Online Marketing and Technology Consulting.

Day 22: Working with the Professionals.

Part Five: All Selling Is Personal Selling.

Day 23: Listening for Dollars, Talking for Dimes.

Day 24: Advancing Commitment.

Day 25: Focus: Building a Power Niche.

Day 26: Selling Value, Not Discounts.

Day 27: Your Differences Will Handle Objections.

Day 28: Pricing to Maximize Value.

Part Six: Extend Your Profits.

Day 29: Keeping Clients Sold: Service after the Sale.

Day 30: Clients Come Second: Five-Star Service.

Day 31: Invest First, Then Reap Powerful Profits.

Notes.

Bibliography.

Index.

Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)