Yes, you need all three.
By August J. Aquila
Price It Right: How to Value Accounting Services
Some firms go from one marketing activity to another without much success. The firms that are successful do the basics very well. Like any athlete in spring training, accountants and consultants need to practice the basics of building their practices.
MORE: Four Questions for Choosing Your Marketing Audit Strategies | Maybe What You Need Is a Marketing Audit | Three Types of Marketing Message, and Which Is Best | Why You Need Progress Billing | Five Tips for Cross-Selling and Upselling | Five Keys to Successful Marketing | Twelve Fundamentals of Planning | One Question to Guide Your Growth Plans | Four Ways to Prepare for New Business Development
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Here are the basics:
- Creating opportunities to meet people
- Developing good listening skills
- Learning how to sell benefits rather than services/products
- Knowing how to overcome objections
- Providing client service that makes the client want to say, “Wow!”
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