The Top 5 Techniques 1980
The Top 5 Techniques 1980
Two issues of Howard Shenson's The Professional Consultant proved me right.
Both gave the results of surveys on practice-building techniques.
One showed the percentages of high earners and low earners using each technique. While the other gave their estimates of how effective each technique was in attracting and retaining clients.
I learned from the first survey that high earners use more techniques than low earners. While the second survey told me that some widely used techniques were not very effective.
Howard hadn't combined these two sets of results, so I did. By figuring out which were both effective, AND used by more top earners, I'd know the few to concentrate on.
Here they are, in order of merit:
1. Working the Contact/Referral Market
2. Publishing a Newsletter
3. Conducting Seminars/Teaching Classes
4. Writing Articles for Newspapers, Magazines, Books
5. Speeches, Talks to Civic, Trade, and Select Audiences
Each will be addressed at length in future issues. But, just from this taste, some things are immediately evident.
Some techniques are easier than others. For example, you don't have to write your own newsletter---you can buy it. And some techniques take less time than others. Writing an article takes less time than giving a speech, because a speech must also be written.
But there are ways to tame the time problem, and ideas to enhance effectiveness. As you'll see in future TIPs.
Will the same 5 hold top places in our current survey?
Thanks to new communication methods we have more techniques than twenty years ago. And OUR survey focuses on Canadian financial service providers, while Shenson's top 5 came from U.S. professional consultants.
And here's a guest article on one of these top 5........
The Top 5 Techniques 1980 - To learn more about this author, visit Donald F. Pooley's Website.
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Back in the early eighties I figured there must be other, less daunting ways to prospect than cold-canvassing, and asking friends for referrals.
Two issues of Howard Shenson's The Professional Consultant proved me right.
Both gave the results of surveys on practice-building techniques.
One showed the percentages of high earners and low earners using each technique. While the other gave their estimates of how effective each technique was in attracting and retaining clients.
I learned from the first survey that high earners use more techniques than low earners. While the second survey told me that some widely used techniques were not very effective.
Howard hadn't combined these two sets of results, so I did. By figuring out which were both effective, AND used by more top earners, I'd know the few to concentrate on.
Here they are, in order of merit:
1. Working the Contact/Referral Market
2. Publishing a Newsletter
3. Conducting Seminars/Teaching Classes
4. Writing Articles for Newspapers, Magazines, Books
5. Speeches, Talks to Civic, Trade, and Select Audiences
Each will be addressed at length in future issues. But, just from this taste, some things are immediately evident.
Some techniques are easier than others. For example, you don't have to write your own newsletter---you can buy it. And some techniques take less time than others. Writing an article takes less time than giving a speech, because a speech must also be written.
But there are ways to tame the time problem, and ideas to enhance effectiveness. As you'll see in future TIPs.
Will the same 5 hold top places in our current survey?
Thanks to new communication methods we have more techniques than twenty years ago. And OUR survey focuses on Canadian financial service providers, while Shenson's top 5 came from U.S. professional consultants.
And here's a guest article on one of these top 5........
The Top 5 Techniques 1980 - To learn more about this author, visit Donald F. Pooley's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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