Financial services sales handbook : a professionals guide to becoming a top producer / Clifton T. Warren.

Format:

Book

Author/Creator:

Warren, Clifton T., author.

Series:

Finance and financial management collection. 2331-0057

Finance and financial management collection, 2331-0057

Language:

English

Subjects (All):

Financial services industry--Marketing.

Financial services industry.

Physical Description:

1 online resource (xv, 185 pages) : illustrations.

Edition:

First edition.

Place of Publication:

New York, New York (222 East 46th Street, New York, NY 10017) : Business Expert Press, 2016.

Summary:

Acquiring, retaining, and developing clients are the major steps for any successful business; failure to accomplish these steps is the major reason many professionals and firms fail to achieve their full potential. The financial services industry is currently facing its biggest challenge: increased competition; smarter buyers who want to deal with professionals instead of sales people; and the emergence of social media, including Facebook, Twitter, LinkedIn, and Google. This book is for experienced professionals as well as for those who want to make the transition from managing work to more effective selling. The book is also for professionals who want to sharpen their skills. It is intended as the nucleus for corporate training programs as well as for self-employed professionals who must market and sell to stay in business.

Contents:

Part 1. Laying the foundation

1. Creating the pathway: where are you today?

2. Discovering your natural prospects and clients

3. Getting attention: packaging and positioning your value and expertise

Part 2. Getting more from existing clients

4. Leveraging clients to get new ones

5. Cross-selling: unlocking the potential of your client base

6. Your digital network: obtain referrals from social media

Part 3. Acquiring new business

7. Reach-out marketing: warming-up cold calls

8. Attraction marketing: getting them to come to you

9. Target marketing: stealing market share from a competitor

10. Converting opportunities into appointments and clients

Part 4. Accelerating growth

11. Content marketing: leveraging your knowledge and expertise

12. Personal planning: making your plans a reality

Resources

Additional articles

Notes

References

Index.

Notes:

Includes bibliographical references (page [181]) and index.

Title from PDF title page (viewed on August 29, 2016).

ISBN:

9781631574948

1631574949