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10 Key Success Factors to Marketing, Selling and Upselling Emerging Services

Course Level: Basic

Prerequisites/Advance Preparation: None

Method of Presentation: Lecture and discussion

Recommended Time Frame: 1-2 hours, POPULAR KEYNOTE

Taught by: Allan Boress, CPA, CFE and best-selling author of I Hate Selling

Designed For: Every professional firm looking to sell and upsell additional services most effectively beyond the core services they already provide.

Objectives:

To discover the 10 most important ideas in marketing and selling Emerging Services

To discuss what is “Hot” amongst firms your size

To have you leave with an Action Plan to improve your firm’s success in selling tactics and upsell strategies.

Program Highlights:
Many firms are now moving beyond their core services into new territories. Whatever business development efforts they have employed in the past may not work as well in developing, marketing and selling new, more highly profitable products. This program is based on over 20 years as the service profession’s top business development consultant so attendees can immediately impact the success of marketing and upselling new services to existing clients and new clients.

Participants will learn:

  • The trends towards Emerging Services
  • The 10 Key Success Factors to Most Effectively market these services
  • How to determine what new products to create, develop and market
  • Selecting those products to market most likely to succeed
  • Selecting champions to head up the emerging product effort
  • How to package services into tangible products
  • Using Multiplication Marketing to magnify your marketing efforts
  • Exactly where new business should come from
  • Catching buyers in the hot buying cycle
  • Creating a compensation system that works
  • Program Level: Advanced

Free Report: The 5 Deadliest Mistakes People Make While Selling

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*Your info is 100% protected and never sold. We don't harass you either. We only send you one email every month or so with links to free advice on how to immediately increase your closings, upsell to existing clients, rise above burnout issues, when to do certain types of marketing and so forth.

What Leaders Say

Our results have been phenomenal!

Everyone in our team immediately began putting Allan Boress' methods to work. The energy level in our firm has been incredible. Most importantly, everyone is empowered and confident in selling our firm. We more than paid for Allan's fee with the results we attained the first week following the training.

James L. Williams
Dixon Odom LLP

Just got the $85k job

After following Allan Boress' recommended actions, GR was awarded the job we had been struggling to close. Total recurring fee should be about 60K per year. Extra should be 10-15K per year... Thanks for your help.

Russ Gordon
Goldenberg Rosenthal

Allan Boress changes cultures, changes mindsets.

Each time we work with Allan, it has a lasting impression on our people. Allan's material is very atypical of what is generally offered in sales training programs. Our partners, managers and staff are more likely to think about the marketing and networking possibilities in everything they do, from social activities to the way they work with clients. Working with Allan can go a long way in terms of changing culture, changing mindsets — permanently!

Paul Dunker
Director of Marketing
Big 4 Consulting Firm

AllanBoress takes you through the entire PAINLESS selling process...

...and provides sure-fire closes and much needed advice on face-to-face as well as telephone selling skills. It is perfect for any consultant who gets a butterfly twinge at the thought of making a sales call.

Christian Frederickson
International consultant to professional
service firms and author of How To Build
a Million Dollar Practice

Just because you are a professional service provider doesn't mean you can't sell.

... And it's not that hard! It's even somewhat logical. Allan Boress' program has definitely had an impact on our ability to sell, and on self-confidence in sales situations. Allan provides valuable tools and a methodology to support ongoing, greater success. Our work with him gave us a common way to communicate, a common framework in which to approach and close a sale.

Brian T. Carley
Managing Partner
Big 4 Consulting Firm

These People Used to Hate Selling, Too

I attribute $1 million in new business to what I learned from Allan Boress

I had thought of myself as being good at making sales. Generally, I would win a new client after 3 or 4 meetings. After I hired Allan Boress to work with me and my partner and management group, I found myself closing sales at the first meeting, over lunch. I would definitely attribute at least $1 million in new business to what we learned from Allan. His material is incredible. He has simplified a very complex process and made it a lot easier for the partners to meet their goals. His program is very, very effective.

Lou Grassi
Managing Partner Grassi & Co
Lake Success, NY,

A giant light bulb turned on for me...

Your book, I Hate Selling, is the answer to my prayers. I have read all sorts of other marketing books, taken classes, and listened to tapes with little success. There was still something missing for me. I continued to feel uncomfortable with being too pushy and was closing very few opportunities. A giant light bulb turned on for me when I read your idea of using the physician approach. Wow- that fits in so well with my goal of helping others. I've already begun to put it to work — today!

Lynne Klippel
MOT, OTR/L Certified Career Coach

The odds of obtaining a new client from referrals is now almost 100%...

Just wanted to thank Allan for all his help. His courses and books have helped me tremendously. My network of referral sources has increased dramatically and the odds of obtaining a new client from the referrals is now about 100%.

Carl Seyfarth
CPA