Deborah Bailey Browne, Partner with Vanacore, DeBenedictus, DiGovanni & Weddell in .NET framework

Drawing USS Code 128 in .NET framework Deborah Bailey Browne, Partner with Vanacore, DeBenedictus, DiGovanni & Weddell
Deborah Bailey Browne, Partner with Vanacore, DeBenedictus, DiGovanni & Weddell
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If you are well prepared, trade shows can be an effective vehicle for professionals who are willing to reach out to people in a show environment
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ass media (radio, TV, national publications) reach a large number of people, most of whom aren t potential clients Rather, you should be very targeted with your selection of media and try to achieve personal contact as soon as possible
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Advertising and public relations are usually best when included in targeted trade or industry publications Advertising is an expensive technique for attracting prospects Only those firms whose marketing is sophisticated and mature will benefit from a significant advertising budget Smaller firms and professionals are better off focusing on public relations for media exposure Writing articles for your trade journal or business newspaper is a good way to become known in a community of prospects Readers generally perceive an article to be five times more believable than advertising Public relations can also be executed in the form of press releases, sponsorships of events, speaking opportunities, and other activities
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Targeted direct mail is usually very effective because the print media can be directed at your best prospects, clients, and referral sources Newsletters are a form of direct mail that contains professional advice, observations, and comment Regular
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newsletters keep your name in front of your prospects and remind them to contact you when a need arises Specialty trade newsletters attract the serious reader to do more than recognize your name Firms that write their own newsletters have excellent client responses But the publication process can be daunting So most firms use some form of prepackaged newsletter program Practice Development Institute, Chicago, and M Lee Smith, Nashville, are the leading publishers of newsletters for accountants, lawyers, and financial advisors
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Most people in today s modern world receive much of their information electronically through television, radio, and the Internet It makes good sense to have a website Your website can take the form of an electronic brochure, with articles and other credibility builders People who are interested in you will check out your website If it is good, a favorable impression can be made before meetings If it is not good, you might have difficulty gaining serious interest
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Services are bought and sold by personal contact Broad-based marketing should be designed to create it
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ny time you network with other people, you can get a business lead or referral For instance, industry associations can work as tip clubs if you make the effort to network However, specific groups called tips groups or clubs have been created for members to give other members leads and referrals There are many variations on tips groups, but generally you attend weekly and bring in a lead for someone else in the group Groups typically limit membership to one of each type of business so that there is no competition This means there may not be an opening in established groups if they already have an accountant or attorney
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Stockbrokers, insurance agents, bonding agents, bankers, and many other professionals are looking for referrals Consider forming a tip or lead group You could ask a bank trust officer, a computer vendor, an insurance broker, a commercial real estate developer, and other compatible professionals to join your club Think about your clients first as potential members, then their service providers and bankers While groups usually have 20 or so members, even a very small group can work if you get people who bring you regular leads
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If you don t want to start your own group, there are many groups available, including franchises (Business Network Inter-