Date post: | 18-Dec-2015 |
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Upload: | shawn-rose |
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Objectives
1.Improve time utilization skills
2.Develop a process for delegating
3.Understand behavioral styles and how they affect
relationships
4.Become aware of the buying and marketing processes
5.Develop and execute a Revenue Action Plan
Effective Marketing
A communication of the truth to clients or prospects in an interesting manner with the expectation of a positive result.
Products Accounting Services 40% Closing 10%
30% Presentation 20%
20% Needs 30%
10% Relationship 40%
• Opportunities to sell additional services
• Practice BD skills
Top 7 Clients
• Centers of influence • People with similar clients
Top 7 Referrals
• Fits into the sweet spot• Pre-qualified
Top 7 Prospects
The Revenue Action Plan
• Not a current focus• Could move upThe Farm
Club
• 40%-Identifying, qualifying• 20%-Doing the work• 40%-Closing the saleCredit
• Advertising• Articles and presentations• Organizations• Additional personal contacts
Marketing Activities
The Revenue Action Plan