US based CEO Refresher has selected The Rainmaker's Toolkit as one of its top ten business titles for 2004. CEO Refresher's Review Reads:
"The Rainmaker's Toolkit gives readers the tools, techniques and strategies to help win and close bigger deals. This is the new bible for professional service firms and is one of the best books of the year!"
Improve the Odds of Market Success
The world professional services market has grown to over $900 billion dollars of annual revenues. The professional services market is served by tens of thousands of law firms, accounting, consulting, engineering and other firms competing for their share.
While the market has been explosively expanding only a tiny minority of professional firms can consistently grow their fees and profits year in year out. While everyone enjoys patches of prosperity few can sustain excellence for five or more years.
The goal of The Rainmakers' Toolkit is to give professionals and professional firms the tools, techniques and strategies they need to tilt the odds of success in their favor by helping them dramatically increase the probability of success.
A Complete Marketing System
The Rainmakers' Toolkit will help readers:
- Identify and turn your high-profit customers into life-long relationships
- Target high value prospects
- Close more sales - more quickly
- Increase your bid to win presentation ratio
- Build a million dollar referral network
- Master the techniques top Rainmakers' use to sell their expertise
- Uncover the secrets of up-selling and cross-selling
- Conduct pitches and seminars that really do produce business
- How to overcome fee resistance
- How to position you and your practice as a provider of premium services.
What Makes The Rainmakers' Toolkit so Effective?
- The Rainmakers' Toolkit dramatically increases your odds of sustainable profitable growth.
The system, tools and guidelines tilt the odds of success in your favor.
- The Rainmakers' Toolkit takes you further and quicker than any other professional service marketing system.
The Rainmakers' Toolkit includes all of the breakthrough ideas, concepts and technologies that have revolutionized relationship marketing in the last decade.
- The Rainmakers' Toolkit sets out the process of building and growing your practice into logical easy-to-follow steps.
A super busy professional with a full client load can easily manage the program.
- The Rainmakers' Toolkit system helps you identify and maximize the hidden growth potential in your firm.
Every practice has its hidden 'diamonds'. We show you how to find them.
- The Rainmakers' Toolkit shows you how to maximize practice profits.
Here are the insights, techniques and tools you need to create premium services for which you can charge premium fees.
- The Rainmakers' Toolkit shows you how to really standout from the crowd by differentiating yourself from similar practices.
Here are all the insights you need to differentiate yourself from a crowded pack.
- Proven bottom line results: better clients, higher revenues and double-digit profits.
The practical recommendations translate into immediate profits.
Breakthrough Thinking : From the 4Ps to the 8Rs
Professionals have always struggled to make marketing relevant. Part of the problem is the 4P marketing model which dominates marketing mind sets and is still taught in most universities. The 4P model (Product, Price, Promotion, Place) was designed in a different era when industrial and consumer marketing dominated.
But professionals don't make their living selling products, they make their living building profitable relationships.
The Rainmakers' Toolkit replaces the 4Ps with a new relationship based marketing model : the 8Rs of Client Relationship Marketing.
The 4Ps of Traditional Marketing
- Product
- Price
- Promotion
- Place
The 8Rs of Client Relationship Marketing
- R1 - Revitalization and Renewal
How to revitalize your value proposition with new services, sharper differentiation and premium pricing.
- R2 - Retention
How to hold onto your existing golden high profit clients.
- R3 - Reacquisition
How to win back your inactive and lost clients.
- R4 - Referrals
How to woo profitable prospects by networking with the right people.
- R5 - Regeneration
How to rebuild and grow your client base with precision marketing.
- R6 - Rainmaking
How to target and win new high-profit loyal clients.
- R7 - Related Sales
How to grow revenues and margins by up-selling and cross-selling.
- R8 - Reputation Building
How to brand your practice to attract premium business.
Part One: The Marketing Challenge
- Profits Under Siege
Growing your practice in tough times.
Part Two: The 8Rs of Client Relationship Management
- R1 - Revitalization
How to revitalize your value proposition with new services, sharper differentiation and premium pricing.
- R2 - Retention
How to hold onto your existing golden high profit clients.
- R3 - Reacquisition:
How to win back your inactive and lost clients.
- R4 - Referrals
How to woo profitable prospects by networking with the right people.
- R5 - Regeneration
How to rebuild and grow your client base by precision marketing.
- R6 - Rainmaking
How to target and win new high-profit loyal clients.
- R7 - Related Sales
How to grow revenues and margins by up-selling and cross-selling.
- R8 - Reputation Building
How to brand your practice to attract premium business.
- Countdown to Success
How to transform your plans into profits.
Appendix One: Marketing on the Web
How to integrate the web into your marketing mix.
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