Course Level: Basic
Prerequisites/Advance Preparation: None
Method of Presentation: Lecture and discussion
Recommended Time Frame: 8 hours
Taught by: Allan Boress, CPA, CFE and best-selling author of I Hate Selling
Designed For: Everyone who wants to utilize their busiest season to sell additional business – but not have to do the work until slower time periods.
Objectives:
To create a personalized marketing plan-of-action designed to facilitate the sale of additional services before, during, and after your busy season
To provide the skills necessary to set appointments and begin the process of selling work during busy season – work that will be finalized and completed during other times of the year
To create the collateral material necessary to sustain and bolster this process.
Program Highlights:
- A step-by-step process to builds your practice off of the contacts you make before, during, and after your best marketing time of the year
- Where your new business should come from, and choosing the exact kind of business you want
- Discovering what your clients’ or members’ needs, wants, and desires are
- Determining what products to sell before, during, and after your “busy season”
- Setting goals for the amount and type(s) of business you want
- Packaging your services to make them easier to buy
- Adding value in the eyes of the client/member
- Getting around the fee-trap
- How to get others in the firm to identify and act on new service opportunities
- Securing more referrals, and turning them into clients/members
- Using direct mail and other advertising resources to secure quality business