| Description |
1 online resource (323 p.) |
| Contents |
Cover -- Title Page -- Copyright Page -- Contents -- Michael's Note -- Foreword -- Preface -- Acknowledgments -- Module One Your Foundation -- Chapter 1 The Red Velvet Rope Policy -- Dump the Duds -- The Old Man, the Little Boy, and the Donkey -- What to Do When You Don't (Yet) Have Patients -- Pruning Your Patient List -- Creating Your Red Velvet Rope Policy -- Ideal Patients, the Duds, and Everyone Else -- A Perpetual Process -- Chapter 2 Why People Buy What You're Selling -- Step 1: Identify Your Target Market -- Your Passions, Natural Talents, and Knowledge Are Key -- If You Feel Stuck |
|
Step 2: Identify the Urgent Needs and Compelling Desires of Your Target Market -- Step 3: Determine the Biggest Result Your Patients Get -- Step 4: Uncover and Demonstrate the Benefits of Your Investable Opportunities -- Relax, Be Playful, and Have Fun! -- Patients Want You to Help Them -- Chapter 3 Develop a Personal Brand -- Branding -- Releasing Blocks -- You Are Uniquely You -- The Three Components of Your Personal Brand -- Your Who and Do What Statement -- Your Why You Do It Statement -- Your Tagline -- Roma Non รจ Stata Construita un Giorno (Rome Wasn't Built in a Day) |
|
Chapter 4 How to Talk About What You Do -- Developing Your Book Yourself Solid Dialogue -- Five-Part Book Yourself Solid Dialogue Formula -- Short and Sweet -- The Mid-Length Version -- The Long Version -- Getting into a Book Yourself Solid Dialogue with Ease -- Module Two Building Trust and Credibility -- Chapter 5 Becoming a Likeable Expert in Your Field -- The Standard Credibility Builders -- Standards of Service -- Becoming and Establishing Yourself as a Category Authority -- Do I Have To? -- Where to Begin -- Making the Mental Shift -- The Power of Likeability |
|
Chapter 6 The Book Yourself Solid Sales Cycle Process -- Building Relationships of Trust -- Turn Strangers into Friends and Friends into Patients -- The Book Yourself Solid Six Keys to Creating Connection: Who, What, Where, When, Why, and How -- Key Number One: Who Is Your Target Patient or Customer? -- Key Number Two: What Are They Looking For? -- Key Number Three: Where Do They Look for You? -- Key Number Four: When Do They Look for You? -- Key Number Five: Why Should They Choose You? -- Key Number Six: How Do You Want Them to Engage with You? -- The Book Yourself Solid Sales Cycle Process |
|
The Many Stages of a Sales Cycle -- Book Yourself Solid Sales Cycle Stage One -- Book Yourself Solid Sales Cycle Stage Two -- Book Yourself Solid Sales Cycle Stage Three -- Book Yourself Solid Sales Cycle Stage Four -- Book Yourself Solid Sales Cycle Stage Five -- The Book Yourself Solid Always-Have-Something-to-Invite-People-to Offer -- Use the Book Yourself Solid Sales Cycle to Unconditionally Serve Your Patients -- Chapter 7 The Book Yourself Solid Keep-in-Touch Strategy -- Relevant, Interesting, Current, and Valuable Content -- Industry Information -- Strategies, Tips, and Techniques |
| Notes |
Description based upon print version of record |
|
Content from Other Sources |
| Subject |
Marketing.
|
|
Strategic planning.
|
|
Chiropractors.
|
| Form |
Electronic book
|
| Author |
Zapata, Christine.
|
| ISBN |
1394222599 |
|
9781394222599 |
|
