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OCoLC |
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20231017213018.0 |
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m o d |
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cr unu|||||||| |
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150306s2014 qeaa o 001 0 eng d |
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|a UMI
|b eng
|e rda
|e pn
|c UMI
|d DEBBG
|d OCLCF
|d DEBSZ
|d EBLCP
|d YDX
|d CEF
|d UAB
|d AU@
|d UKAHL
|d OCLCQ
|d OCLCO
|d INARC
|d OCLCQ
|d OCLCO
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| 019 |
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|a 927499815
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| 020 |
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|a 9780730310020
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|a 0730310027
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|z 9780730309994
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|a 0730309991
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| 020 |
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|a 9780730309994
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1 |
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|a DEBBG
|b BV042682730
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|a DEBSZ
|b 446579300
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|a GBVCP
|b 835870626
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|a (OCoLC)904445399
|z (OCoLC)927499815
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| 037 |
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|a CL0500000565
|b Safari Books Online
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4 |
|a HF5410
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| 082 |
0 |
4 |
|a 658.8
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| 049 |
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|a UAMI
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| 100 |
1 |
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|a Willmot, Ric,
|e author.
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| 245 |
1 |
0 |
|a Professional services marketing wisdom :
|b how to attract, influence and retain clients even if you hate selling /
|c Ric Willmot.
|
| 264 |
|
1 |
|a Milton, Qld
|b John Wiley & Sons Australia, Ltd,
|c 2014.
|
| 300 |
|
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|a 1 online resource (1 volume) :
|b illustrations
|
| 336 |
|
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|a text
|b txt
|2 rdacontent
|
| 337 |
|
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|a computer
|b c
|2 rdamedia
|
| 338 |
|
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|a online resource
|b cr
|2 rdacarrier
|
| 588 |
|
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|a Description based on print version record.
|
| 500 |
|
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|a Includes index.
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| 505 |
0 |
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|a ""Title Page""; ""Copyright""; ""Dedication""; ""About the author""; ""Acknowledgements""; ""Introduction""; ""Chapter 1: Identify the clients you want and deserve""; ""Identify the most appropriate market, segments, industries and client types""; ""Assess the long-term value of a client""; ""Determine the value of a client beyond direct fees""; ""Decide whether to specialise or generalise""; ""Strategies for isolating new targets of opportunity""; ""Chapter 2: Why you're the best choice for your market niche""; ""Know when it's time to expand""
|
| 505 |
8 |
|
|a ""Offer new services to existing clients without losing credibility""""Maximise your fees working within your niche""; ""Increase fees using 29 proven techniques""; ""Create an agile advantage""; ""Chapter 3: Establish thought leadership and attract true buyers""; ""What thought leadership is and how it directly affects your fee levels""; ""The tangible and intangible value of the client testimonial""; ""How the right publicity can establish you as an expert in your field""; ""When writing articles is appropriate, and how to do it easily and well""; ""Dive deeper than simply publishing""
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| 505 |
8 |
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|a ""Identify your past ‘hidden’ activities to help develop your credibility further""""Put all your thought leadership activities together to create greater credibility""; ""Chapter 4: You're in the relationship business""; ""Derailed by mindsets""; ""Establish a unique brand""; ""Radio interviews""; ""Employ public speaking to promote your practice""; ""Sponsorship opportunities""; ""Trade and professional associations""; ""How to elicit emotional priorities""; ""How to handle the media""; ""Chapter 5: Establish great acquisition sources and dominate your market""; ""Acquisition channels""
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| 505 |
8 |
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|a ""Who has the authority to engage you?""""Why you must provide value early""; ""Develop a memorable brand that will attract clients to you""; ""Reach out laterally to maximise your efforts""; ""How to retain the client and their business""; ""Chapter 6: Develop market share without spending a fortune""; ""Create the fundamental value proposition that differentiates you from your competitors""; ""Finding fertile fishing waters""; ""Implement the whirlpool to automate your lead generation""; ""Chapter 7: Ensure repeat business, recommendations and referrals""
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| 505 |
8 |
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|a ""Think ahead and plan for the fifth, sixth and seventh sale""""The keys to cementing relationships that generate further sales""; ""How to get a referral every time""; ""How to attract quality referrals to keep your pipeline full""; ""10 steps to quality referrals""; ""Use the Referral Whirlpool""; ""Research into referrals""; ""Summary of research results into referrals""; ""Chapter 8: Communication, influence, persuasion: customer centricity""; ""Control the conversation by asking questions""; ""Break mental barriers and get the client thinking your way""
|
| 590 |
|
|
|a O'Reilly
|b O'Reilly Online Learning: Academic/Public Library Edition
|
| 650 |
|
0 |
|a Marketing.
|
| 650 |
|
0 |
|a Sales management.
|
| 650 |
|
0 |
|a Communication in marketing.
|
| 650 |
|
0 |
|a Success in business.
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| 650 |
|
6 |
|a Marketing.
|
| 650 |
|
6 |
|a Ventes
|x Gestion.
|
| 650 |
|
6 |
|a Communication en marketing.
|
| 650 |
|
6 |
|a Succès dans les affaires.
|
| 650 |
|
7 |
|a marketing.
|2 aat
|
| 650 |
|
7 |
|a Communication in marketing
|2 fast
|
| 650 |
|
7 |
|a Marketing
|2 fast
|
| 650 |
|
7 |
|a Sales management
|2 fast
|
| 650 |
|
7 |
|a Success in business
|2 fast
|
| 776 |
0 |
8 |
|i Print version:
|a Willmot, Ric,
|t Professional services marketing wisdom
|z 9780730309994
|w (OCoLC)889548595
|
| 856 |
4 |
0 |
|u https://learning.oreilly.com/library/view/~/9780730310020/?ar
|z Texto completo (Requiere registro previo con correo institucional)
|
| 938 |
|
|
|a Internet Archive
|b INAR
|n professionalserv0000will
|
| 938 |
|
|
|a Askews and Holts Library Services
|b ASKH
|n AH26315055
|
| 938 |
|
|
|a YBP Library Services
|b YANK
|n 11719787
|
| 938 |
|
|
|a ProQuest Ebook Central
|b EBLB
|n EBL4029256
|
| 994 |
|
|
|a 92
|b IZTAP
|
