{"product_id":"the-marketing-machiner-for-professional-virginia-s-nicols-9781720058205","title":"The Marketing Machine(R) for Professional Services: Endless quality referrals for lawyers, accountants, consultants, and more","description":"\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eReferrals are the life blood of professional services. Are you getting too few . . . or too many of the wrong kind? If you are relying on friends and associates for referrals, you may be sowing the seeds of disaster for your firm's profitability and sustainability!\u003c\/p\u003e\u003cp\u003eAs a professional services firm, your marketing success will be measured not by the volume of 1\u003csup\u003est\u003c\/sup\u003e tier referrals, but from 2\u003csup\u003end\u003c\/sup\u003e and 3\u003csup\u003erd\u003c\/sup\u003e tier referrals . . . recommendations by people who have no direct connection to you and who know you only by reputation.\u003c\/p\u003e\u003cp\u003eThis multi-tiered approach is contrary to nearly every popular \"referral program\" out there. Find out how Krueger and Nicols, sales and marketing specialists with $billions in professional marketing and sales experience, make it work.\u003c\/p\u003e\u003cp\u003e\u003cem\u003eThe Marketing Machine(R) for Professional Services\u003c\/em\u003e cuts right to the chase in building a sustainable practice. With case studies, examples of direct mail - the most powerful and targeted of all advertising media - and stories from the trenches, you'll get a whole new perspective on the business you are really in. Watch for a bonus download: \u003cem\u003e Direct Mail Checklist for B2B Marketers! \u003c\/em\u003e\u003c\/p\u003e\u003cp\u003eKrueger and Nicols agree that you can be doing any number of things right, but if you get three key things wrong you'll be pushing a rope uphill forever. Here's the success formula: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003e\n\u003cstrong\u003ePerfect Your\u003c\/strong\u003e \u003cstrong\u003eProcess\u003c\/strong\u003e - A haphazard \"winging it\" approach to finding clients and addressing their needs undercuts your credibility with prospective clients. But when you follow a consistent, disciplined playbook you'll inspire confidence in you and your firm -- and quality referrals, too.\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eDefine Your Desired Client Base\u003c\/strong\u003e - Not all clients are alike and neither are their needs . . . or their profitability to you. It's absolutely critical that you identify the characteristics of clients you can serve successfully and profitably. Focus your marketing on these prospects and only these.\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eKnow How Many Clients you Want - \u003c\/strong\u003eHow many new prospects can you and your firm handle each week and still deliver top notch services? Controlled growth is a basic requirement for an orderly practice that not only produces long-lasting and profitable clients, but inspires them to sing your praises as well.\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eUnless you are flush with client business and record-breaking profits, you need to read this book. It's a book you will take into battle - and refer to again and again.\u003c\/p\u003e\u003cp\u003eIn addition to the basic guide, you will have access to targeted companion guides, supplemental publications, checklists and tip sheets tailored to specific professions. On the list: Accountants, Financial Consultants, Management Consultants, Insurance Agents \u0026amp; Brokers, Real Estate Agents \u0026amp; Brokers, Legal Offices and more. \u003cem\u003eThe Marketing Machine(R) for Professional Services is just the beginning.\u003c\/em\u003e\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Virginia S. Nicols,Joseph A. Krueger\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 1720058202\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781720058205\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Independently Published\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 05\/04\/2019\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 218\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.48lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 7.99h x 5.00w x 0.46d","brand":"Virginia S. Nicols","offers":[{"title":"Paperback","offer_id":48587855298815,"sku":"9781720058205","price":9.99,"currency_code":"USD","in_stock":true}],"url":"https:\/\/www.whiterainbookhouse.com\/products\/the-marketing-machiner-for-professional-virginia-s-nicols-9781720058205","provider":"WR Book House","version":"1.0","type":"link"}