Financial services sales handbook : a professionals guide to becoming a top producer /
Warren, Clifton T.,
Financial services sales handbook : a professionals guide to becoming a top producer / Clifton T. Warren. - First edition. - New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, (c)2016. - 1 online resource (xv, 185 pages) : illustrations. - Finance and financial management collection, .
Part 1. Laying the foundation -- 1. Creating the pathway: where are you today? -- 2. Discovering your natural prospects and clients -- 3. Getting attention: packaging and positioning your value and expertise -- Part 2. Getting more from existing clients -- 4. Leveraging clients to get new ones -- 5. Cross-selling: unlocking the potential of your client base -- 6. Your digital network: obtain referrals from social media -- Part 3. Acquiring new business -- 7. Reach-out marketing: warming-up cold calls -- 8. Attraction marketing: getting them to come to you -- 9. Target marketing: stealing market share from a competitor -- 10. Converting opportunities into appointments and clients -- Part 4. Accelerating growth -- 11. Content marketing: leveraging your knowledge and expertise -- 12. Personal planning: making your plans a reality -- Resources -- Additional articles -- Notes -- References -- Index.
Acquiring, retaining, and developing clients are the major steps for any successful business; failure to accomplish these steps is the major reason many professionals and firms fail to achieve their full potential. The financial services industry is currently facing its biggest challenge: increased competition; smarter buyers who want to deal with professionals instead of sales people; and the emergence of social media, including Facebook, Twitter, LinkedIn, and Google. This book is for experienced professionals as well as for those who want to make the transition from managing work to more effective selling. The book is also for professionals who want to sharpen their skills. It is intended as the nucleus for corporate training programs as well as for self-employed professionals who must market and sell to stay in business.
Mode of access: World Wide Web.
System requirements: Adobe Acrobat reader.
9781631574948
Financial services industry--Marketing.
cross-selling financial services marketing lead generation niche marketing prospecting referral marketing relationship management sales pipeline sales tactics selling
HG173 / .F563 2016
Financial services sales handbook : a professionals guide to becoming a top producer / Clifton T. Warren. - First edition. - New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, (c)2016. - 1 online resource (xv, 185 pages) : illustrations. - Finance and financial management collection, .
Part 1. Laying the foundation -- 1. Creating the pathway: where are you today? -- 2. Discovering your natural prospects and clients -- 3. Getting attention: packaging and positioning your value and expertise -- Part 2. Getting more from existing clients -- 4. Leveraging clients to get new ones -- 5. Cross-selling: unlocking the potential of your client base -- 6. Your digital network: obtain referrals from social media -- Part 3. Acquiring new business -- 7. Reach-out marketing: warming-up cold calls -- 8. Attraction marketing: getting them to come to you -- 9. Target marketing: stealing market share from a competitor -- 10. Converting opportunities into appointments and clients -- Part 4. Accelerating growth -- 11. Content marketing: leveraging your knowledge and expertise -- 12. Personal planning: making your plans a reality -- Resources -- Additional articles -- Notes -- References -- Index.
Acquiring, retaining, and developing clients are the major steps for any successful business; failure to accomplish these steps is the major reason many professionals and firms fail to achieve their full potential. The financial services industry is currently facing its biggest challenge: increased competition; smarter buyers who want to deal with professionals instead of sales people; and the emergence of social media, including Facebook, Twitter, LinkedIn, and Google. This book is for experienced professionals as well as for those who want to make the transition from managing work to more effective selling. The book is also for professionals who want to sharpen their skills. It is intended as the nucleus for corporate training programs as well as for self-employed professionals who must market and sell to stay in business.
Mode of access: World Wide Web.
System requirements: Adobe Acrobat reader.
9781631574948
Financial services industry--Marketing.
cross-selling financial services marketing lead generation niche marketing prospecting referral marketing relationship management sales pipeline sales tactics selling
HG173 / .F563 2016