Marketing, Sales Process and Selling Skills for Accounting Firms – Marketing Machine Webinar Part 3

Michael Carter - Saturday, September 04, 2010 - Comments (0) | Trackbacks (0) | Permalink

On Wednesday we presented Part 3 of our 3-part webinar series, ’10 Steps to Building a Marketing Machine for Growing Your Accounting Firm.’

• Component #7: Your Packaging: Does 'bunding' services into packages work? When doesn't it? What are the pro's and con's? How can you make Service Level Agreements (SLAs) work in your firm's favour in your selling process? How can SLAs be designed so that your clients are comforted by the structure and certainty they can provide? 
    
• Component #8: Your Pipeline: What is Opportunity Management? And what's an Opportunity Pipeline and why does your firm need one? What are Sales Milestones? How do you use them? What tools are available for tracking the progress of your firm's opportunities with existing and prospective clients? What advantages could your firm be missing out on right now? 
    
• Component #9: Your Oil: What can cause the best marketing systems to fail to bring about the intended results? Why the 'soft skills' involved in 'selling' are crucial to your firm's growth. How should a meeting with a client be structured? What is a Client Experience Cycle diagram and how does one help your sales process? Tips on questioning techniques and objection handling. 
    
• Component #10: Your Control Panel: What are the crucial marketing KPIs your firm needs to track? How and how often to measure your marketing KPIs. Engaging your team in KPI tracking - How to lift their awareness of ‘the numbers’ and get them to care about and focus upon their improvement. 

Below you will see the slides of the presentation as well as the video recording above.

Feel free to add your comments and ask questions in the ‘Leave a Reply’ area below