Professional's Guide to Target Marketing: How to Gain Profitable New Business
Editorial Reviews
Book Description
The Professional's Guide to Target Marketing will help professionals market their business more efficiently and effectively, whether those businesses are large or small. The book gives step-by-step processes to help market and sell services to current clients and new clients. It offers practical guidance on how to prepare for a meeting with prospects or clients, how to conduct an interview, how to offer a solution, and how to obtain a firm commitment.
Target Marketing provides an effective way for professionals to soar above the crowd of competitors, expand their services, charge higher prices, and, for accountants, avoid the workload compression problems of traditional compliance work by creating work to be done in the off-season.
Using the material in the book, readers will be able to:
- Decide what kind of clients to build their practices around. - Learn what clients and prospects look for in their professional relationships. - See relationships from the point of view of the clients. - Learn how to develop contacts that result in prospects. - Understand and discover the wants and needs of prospects and clients.
The book also comes with a free, companion CD-ROM that includes many of the exhibits in the book.
About the Author
David Cottle consults with professional firms and service businesses on profitability improvement, partner/executive incentive compensation, marketing, client service improvement, executive leadership skills, and strategic planning and management.
This is his fifth book based on his experience working with clients in 40 states in the U.S. and 15 other countries. Mr. Cottle speaks often for the American Institute of Certified Public Accountants, the Institute of Chartered Accountants in England and Wales, and more than a dozen State CPA Societies. He has authored more than a dozen seminars on marketing, profitability improvement, management, and executive skills.
Mr. Cottle practiced accounting for 12 years in Dallas, Texas, working his up to become a partner in a successful local firm. Since 1979, he has consulted with professional firms and owner-managed businesses. Mr. Cottle is a member of the AICPA, the Institute of Management Consultants, the Florida Institute of CPAs, and the Texas Society of CPAs.
Professional's Guide to Target Marketing: How to Gain Profitable New Business,David W. Cottle,CCH,0735541620,Accounting - General,Business & Economics,Business / Economics / Finance,Business/Economics,Customer Service,Marketing - General,Sales & Selling - Techniques
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