Amazon cover image
Image from Amazon.com

Financial services sales handbook : a professionals guide to becoming a top producer / Clifton T. Warren.

By: Material type: TextTextSeries: Finance and financial management collectionPublisher: New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, [(c)2016.]Edition: First editionDescription: 1 online resource (xv, 185 pages) : illustrationsContent type:
  • text
Media type:
  • computer
Carrier type:
  • online resource
ISBN:
  • 9781631574948
Subject(s): Genre/Form: Additional physical formats: Print version:: No titleLOC classification:
  • HG173
Online resources: Available additional physical forms:
Contents:
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.
Abstract: 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.
Tags from this library: No tags from this library for this title. Log in to add tags.
Star ratings
    Average rating: 0.0 (0 votes)

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.

Access restricted to authorized users and institutions.

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.

COPYRIGHT NOT covered - Click this link to request copyright permission:

https://lib.ciu.edu/copyright-request-form

Mode of access: World Wide Web.

System requirements: Adobe Acrobat reader.

Title from PDF title page (viewed on August 29, 2016).

There are no comments on this title.

to post a comment.