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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.
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.