Cross-selling financial services : a professional's guide to account development / Clifton Warren.

Format:

Book

Author/Creator:

Warren, Clifton T., author.

Series:

Finance and financial management collection.

Finance and financial management collection

Language:

English

Subjects (All):

Cross-selling financial services.

Physical Description:

1 online resource (xiv, 202 pages) : illustrations.

Edition:

1st ed.

Place of Publication:

New York, New York : Business Expert Press, [2018]

Summary:

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.

Contents:

Cover

Contents

Acknowledgments

Introduction

Part I: Getting Ready

Chapter 1: What Is Cross-Selling?

Chapter 2: Realities of the Market: Turning It to Your Competitive Advantage

Chapter 3: Developing Your Strategic Profile: Understanding the Dynamics Shaping Your Business

Chapter 4: Panning for Gold: Identifying Opportunities in Your Client Base

Part II: Getting Set

Chapter 5: Building Exit Barriers:Protecting Your Top Clients

Chapter 6: Converting Your Products and Services into Value-Added Solutions

Chapter 7: Mastering Best Sales Practices

Chapter 8: Nurturing: What to Do When Clients Are Not Ready to Buy

Part III: Launch

Chapter 9: Overcoming Roadblocks and Hurdles

Chapter 10: Getting Everyone on Board

Chapter 11: Executing Your Cross-Selling Game Plan

Chapter 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

Adpage

Backcover.

Notes:

Description based on print version record.

Includes index.

ISBN:

9781631578489

1631578480