101 Marketing Strategies Chapter 14

By Troy Waugh

In this month's issue we present Chapter 14 of 101 Marketing Strategies, by Troy Waugh. The book – designed for senior associates and partners of accounting, legal, consulting, and other professional business service firms – offers Waugh's proven process model for selling professional services. We present one chapter per month, or you can order the book now (see below).

Waugh's selling process includes three levels: (1) development of the relationship, (2) the buying process of the client, and (3) the selling process of the professional. Tested and found highly effective in hundreds of successful firms, this process is used throughout The Rainmaker Academy's courses and in its leadership and business development programs for accounting professionals.

Troy Waugh, CPA, MBA, CEO of The Rainmaker Academy, and author of two books, was selected by Accounting Today as one of the “100 Most Influential People in the Accounting Profession.”

To order the book, call 888-797-RAIN (7246) or e-mail [email protected].

To read this month's chapter, click here.