Get Growing Get Clients, Grow Faster, and Spend Less Time Selling
| Otros Autores: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc
[2024]
|
| Edición: | First edition |
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009811319006719 |
Tabla de Contenidos:
- Cover
- Title Page
- Copyright Page
- Contents
- Introduction
- Chapter 1 Changing the World with Outcomes
- A Vehicle of Transformation
- Beach Holidays
- Selling the Dream of a Better Future
- Clarifying Your Value Proposition
- The Gaddie Pitch
- Transforming Curiosity into Sales
- Chapter 2 Knowing Your Most Valuable Clients
- Making Marketing Easier
- Identifying Your Most Valuable Clients
- Creating a Buyer Persona
- Financial Fred
- Chapter 3 Creating Your Offer
- Step 1: Identifying Your Most Valuable Clients (MVCs)
- Step 2: Defining the Desired Outcome
- Step 3: Developing the Process
- Step 4: Determining the Price
- Reducing the Risk in Your Offer
- Chapter 4 Building Your Message to the World
- The Big Promise
- What Is a Personal Brand?
- How Do You Build a Personal Brand?
- Repetition Is Powerful, Even When You Think It's Annoying
- Can I Create a Personal Brand?
- Busting Common Myths About Personal Branding
- Myth 1: Personal Branding Is Only for Celebrities or High-Profile Individuals
- Myth 2: Personal Branding Is Just About Self-Promotion
- Myth 3: Personal Branding Requires You to Be an Expert in Everything
- Myth 4: Personal Branding Is All About Your Online Presence
- Myth 5: Personal Branding Means You Can't Show Vulnerability
- Myth 6: Personal Branding Is Set in Stone
- Myth 7: Personal Branding Is a Time-Consuming Process
- Myth 8: Personal Branding Is Only for Individuals in Certain Professions
- Myth 9: Personal Branding Is Only About Making Money
- Myth 10: Personal Branding Is a Solo Effort
- Authenticity Matters
- Chapter 5 Getting Organized and Systemizing Your Growth
- Searching for the Missing Puzzle Piece
- Diarizing Your Actions
- The Eisenhower Matrix
- Focusing on Long-Term Success
- Avoiding Short-Term Results
- Eliminating Activities That Add No Value.
- Outsource or Automate
- Outsourcing: Leverage Expertise and Get More Done
- Automating: Do More with Less
- Chapter 6 Reducing Sales Friction
- Awareness
- Relatability
- Belief
- From Curious Prospects to Believing Fans
- Education-Based Selling Certainty
- Chapter 7 Social Selling: Leveraging Social Media Without Becoming an Influencer
- The Proper Focus of Social Selling
- Should I Do Social Selling?
- Which Platforms Should I Use?
- Where Do I Start?
- The Seven Steps of Social Selling
- Customizing Your Strategy for Each Platform
- X
- TikTok
- Chapter 8 Creating Prolific Content Efficiently and Effectively
- The Big Challenge of Creating Content
- 1. Struggling for Ideas
- 2. Feeling Like They're Saying the Same Thing
- 3. Not Finding the Time to Create
- Overcoming the Content Creation Problem
- The Power of Repurposing Content
- Strategies for Repurposing Content with a Fresh Perspective
- Repurposing Other People's Ideas
- Adding Your Unique Spin
- Replaying Your Best Hits
- Reformatting Your Content
- Content Tips for Driving More Engagement
- Chapter 9 Unleashing Your Selling and Marketing Power with Email
- Why You Need an Email List
- Understanding the Customer Buying Journey
- Using Your Email List in the Customer Buying Journey
- Additional Benefits of Email Lists
- How to Build Your Email List
- 1. Including a Sign-Up Form on Your Website
- 2. Pinning to Your Profiles on Social Media
- 3. Creating a Lead Magnet and Landing Page
- 4. Conducting Educational Webinars
- 5. Commenting for Access
- 6. Running a Permission-Based DM Campaign
- The Bottom Line
- Chapter 10 Creating Compelling Copy That Converts Prospects into Paying Clients
- Engaging the Emotions
- Structuring Your Writing
- AIDA (Attention, Interest, Desire, Action).
- Attention: Drawing Your Reader's Notice
- Interest: Building Curiosity and Engagement
- Desire: Creating an Emotional Connection
- Action: Prompting Your Reader to Take the Next Step
- PAS (Problem, Agitate, Solution)
- Identify the Problem
- Agitate the Problem
- Present the Solution
- Call to Action
- Additional Tips for PAS Copywriting
- FAB (Features, Advantages, Benefits)
- Features
- Advantages
- Benefits
- The Four Cs (Clear, Concise, Compelling, Credible)
- Clear
- Concise
- Compelling
- Credible
- The Four Ps (Promise, Picture, Proof, Push)
- Promise
- Picture
- Proof
- Push
- The Bridge Method
- Identify and Acknowledge the Current Situation
- Present the Bridge
- Paint a Picture of the Future Situation
- End with a Compelling Call to Action
- Additional Tips for Using the Bridge Method
- Chapter 11 Handling Inquiries and Discovery Calls
- Do You Need a Call?
- What Is a Discovery Call?
- Preparing for the Call
- Breaking the Ice
- Look for Common Ground
- Comment on Their Space
- Use the Weather
- Keep It Light and Casual
- Use Humor
- Compliment Their Achievements
- Listen and Show Interest
- Setting the Agenda
- Discovery
- Questions for the Discovery Phase
- Mirroring Back
- The Art of Actively Mirroring Back
- Developing Your Mirroring Skills
- Presenting Your Offer
- Introducing Your Pricing
- Follow-Up Questions and Discussion
- Scheduling Next Steps
- Fortune Is in the Follow-Up
- Chapter 12 Mastering Your Mindset
- Establishing a Growth Mindset
- Practical Tips for Building Your Mindset
- Self-Doubt Is Normal
- Conquering Self-Doubt
- Replacing Inaction with Action
- Chapter 13 Tactics and Resources to Take Your Business to the Next Level
- How to Write Content for Any Social Media Platform
- 90 Days of Social Media Content
- 20 Marketing Ideas to Grow Your Business.
- 21 Sites and Tools You Should Check Out
- Chapter 14 It's Time for Action
- Acknowledgments
- About the Author
- Index
- EULA.
