Part I. Getting ready -- 1. What is cross-selling? -- 2. Realities of the market: turning it to your competitive advantage -- 3. Developing your strategic profile: understanding the dynamics shaping your business -- 4. Panning for gold: identifying opportunities in your client base -- Part II. Getti...

Ausführliche Beschreibung

Bibliographische Detailangaben

1. Verfasser:	Warren, Clifton T. (VerfasserIn)
Format:	Elektronisch E-Book
Sprache:	English
Veröffentlicht:	New York, New York (222 East 46th Street, New York, NY 10017) Business Expert Press 2018
Ausgabe:	First edition
Schriftenreihe:	Finance and financial management collection
Schlagworte:	Cross-selling financial services Electronic books
Online-Zugang:	FHN01 FWS01 FWS02 UBY01 Volltext
Zusammenfassung:	Part I. Getting ready -- 1. What is cross-selling? -- 2. Realities of the market: turning it to your competitive advantage -- 3. Developing your strategic profile: understanding the dynamics shaping your business -- 4. Panning for gold: identifying opportunities in your client base -- Part II. Getting set -- 5. Building exit barriers: protecting your top clients -- 6. Converting your products and services into value-added solutions -- 7. Mastering best sales practices -- 8. Nurturing: what to do when clients are not ready to buy -- Part III. Launch -- 9. Overcoming roadblocks and hurdles -- 10. Getting everyone on board -- 11. Executing your cross-selling game plan -- 12. Making it work for you -- Appendix A. Cross-selling refresher list -- Appendix B. Why you need more than just revenue goals -- Appendix C. Glossary -- Appendix D. The Standard Industrial Classification (SIC) Code System -- Appendix E. Personal marketing plan checklist -- Appendix F. Personal marketing plan worksheet -- Appendix G. Sample strategic plan -- Appendix H. Client advisory board marketing guidelines -- About the author -- Index This book is about generating profitable revenue from existing clients, and converting part-time clients into 100 percent full-time clients. Professionals and firms that offer financial services want to enjoy continued organic growth, and maximize the value of their business. Retaining and developing existing clients is one of the challenges they encounter in the process. The financial services industry is currently facing several key challenges: increasing competition, industry consolidation, rapidly changing technology, a soft market (for rates, premiums, and fees), and an increasing number of regulatory requirements. All these factors make it difficult for firms to produce consistent, positive, organic growth. This book is a follow-up to my previous book The Financial Sales Handbook: A Professionals Guide to Becoming a Top Producer. Although this book is an extension of the first, readers can be confident in approaching it as a stand-alone book. Cross-Selling Financial Services: A Professional's Guide to Account Development is for experienced professionals and firms who want to protect their existing top clients and revenue, and maximize the longterm growth and profitability of their business. The book will also help professionals to sharpen their account development capabilities. It is designed to be the nucleus for corporate training programs, as well as a guide for self-employed professionals who must market and sell to stay in business
Beschreibung:	Includes index
Beschreibung:	Online-Ressource (xiv, 202 pages)
ISBN:	9781631578489 9781631578472