By Kim Tasso
There are numerous books approximately selling your perform, yet not anything approximately promoting it--with which many execs think uncomfortable. The booklet fills the gap.This is a much-needed ebook which addresses the original matters of execs who desire to promote their providers effectively and to believe cozy approximately doing so.
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Additional resources for Dynamic Practice Development: Selling Skills and Techniques for the Professions
The events taking most effort are where you are presenting or showcasing your business and/or professional expertise – a briefing for local businesses with a particular planning issue, for local employers with large staffs, for high net worth individuals on future planning etc. Inviting external speakers to your events will both increase the attractiveness to your invitees and reduce the burden on your staff of preparing materials. Networking can be used to achieve a number of objectives and can be done at your own and other people’s events.
Packaging the product and the people An integral part of deciding your strategy and positioning will be agreeing what it is you are selling in the market. Some firms have differentiated their services by packaging together a range of services or products – some from within their firms and some from alliance partners or other third parties. The actual core ‘product’ is similar in all such packages – what differs is the particular needs of the particular target audience being addressed and the emphasis.
In effect, the salesman/woman is the service. Therefore, the professional’s style of selling must reflect those professional qualities that the buyer will experience in the professional relationship where the advice is delivered. Most professionals will feel that in order to ‘sell themselves’ they will need to be immodest. Fear of failure The professions are taught not to fail. The professions are not expected to fail. Professional indemnity is there to protect those unfortunate professionals who make mistakes or fail.
Dynamic Practice Development: Selling Skills and Techniques for the Professions by Kim Tasso