The Financial Times guide to business development how to win profitable customers and clients
With over 500 tips, tactics, techniques and thought-provoking business questions, this is the authoritative guide to attracting more customers.
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Harlow, England :
Pearson
[2012]
|
| Edición: | 1st edition |
| Colección: | Financial times guides.
|
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009629321706719 |
Tabla de Contenidos:
- Contents List Introduction Chapter 1 - The 21 Common Sense Business Development Truths 1. Focus On Converting Leads, Not Just Generating Leads 2. Exceed Customer Expectations 3. Speak To Potential Customers And Clients . And Speak To Them Nicely 4. Be Open For Business 5. Don t Let Your Administration Get In The Way 6. There s No Job More Important Than Helping Customers or Clients Part With Their Cash 7. Don t Let Technology Get In The Way 8. Quality And Word Of Mouth Counts For Everything 9. Actively Strive For Consistency 10. Recruitment Is Part Of Business Development 11. Keep In Touch With Your Existing Customers And Clients 12. Master Social Online Media 13. Test Your Ideas, Concepts And Prices 14. Plan, But Keep Things Simple 15. Take Complaints Seriously 16. Make Your Customer Or Client Environment Appropriate 17. Train Your People To Spot Opportunities 18. Get Out Of Your Office Or Premises And Mix And Mingle 19. Find A Niche And Specialise 20. Model What Works Best 21. Be Squeaky Clean Chapter 2 - Asking The Right Business Questions: A Toolkit For Business Development The 5 Impact Questions The 100 Business Development Questions Chapter 3 - The 20 Business Development Pricing Tools, Truths And Techniques 1. Winning Business Is Not The Most Important Thing Being Profitable Is. 2. Price Is A Communications Issue, Not A Financial Or Accounting One. 3. Focus On Value And Service And Not Just Price. 4. Bundle In And Include As Much As You Can. 5. Unbundle And Charge Things Separately. 6. Don t Fall Into The Price Trap. 7. Consider Increasing Your Prices. 8. Use Division And Comparison. 9. Get Others To Justify Your Prices. 10. Price With Guarantees. 11. Price For Specialisation. 12. Price For Profile And Experience. 13. Price Based On Feedback And Testing. 14. Price For Prestige. 15. Price For Know-How. 16. Price With The Competition In Mind. 17. If You Must Have A Loss Leader, Make It Count. 18. Consider Special Deals, Promotions, Sales And Discounts. 19. Price For Easy Payment. 20. Pricing With Magic Numbers. Chapter 4 Introducing The Business Development Priorities Priority 1 Convert Leads, Opportunities And Enquiries Into Profitable Business. Priority 2 Develop More Business From Existing Customers And Clients. Priority 3 Externalise Business Development Efforts To Generate New Opportunities, Leads And Enquiries. Chapter 5 - Priority 1 Convert Leads, Opportunities And Enquiries Into Profitable Business. The 10 Commandments Of Converting Leads And Enquiries. The 5 Step Conversion System. Chapter 6 - Priority 2 Develop More Business From Existing Customers And Clients. The Five Golden Rules: Golden Rule 1 Know Your Customers And Clients. Golden Rule 2 Keep Your Customers And Clients Happy. Golden Rule 3 Keep In Touch With Customers And Clients Golden Rule 4 Offer Additional Products And Services. Golden Rule 5 Get Customers And Clients To Give You Referrals And Recommendations. Chapter 7 - Priority 3 Externalise Business Development Efforts To Generate New Opportunities, Leads And Enquiries. The Common Sense Guide To Developing Your Business Online. 14 Ways To Develop Your Business Through Joint Ventures And Collaboration. How To Win In Competitive Situations. Brand Your Way To Business Development Success. Direct Targeting By Telephone Chapter 8 - Personal Performance Business Development Skills Sales Skills 9 Key Tips Writing Skills 8 Important Rules Conversational Networking Skills 8 Key Issues Presentation Skills 10 Golden Rules Negotiation Skills 10 Golden Rules Time Management Skills 8 Important Tips Chapter 9 Pulling It Altogether . Making It Happen Beware Of Planning Madness Know What To Do First Create Some Have To Targets Hit Your Targets By Working Backwards Provide Strong Leadership Stop Putting Things Off Conclusion Index
