Books

Audiobooks

Marketing Your Services

Marketing Your Services: For People Who Hate to Sell
by Rick Crandall

Paperback, 382 pages (Contemporary Books)
ISBN: 0-8092-3157-3
Price: $18.95

Marketing is not a dirty word. Done right, it involves customer service and relationship building. Whether you’re in an established company or just starting out, whether your company is big or small, whether you’re an attorney or a window washer, this book gets your marketing program moving. It covers networking, referrals, publicity, advertising, customer service, seminars, newsletters, brochures, the telephone, online, personal selling, the “MBA” technicalities of marketing, and action plans. Plus an easy-to-read design.

Ordering Information:
This book is available for order at amazon.com

Table of Contents:

This book is based on a philosophy of building relationships with your prospects and clients. Old fashioned marketing and sales often look at customers as adversaries. My philosophy looks for win/win situations to build long-term relationships and trust. In fact, often you create win/win situations where you benefit, your client benefits, and you help your clients with their clients.

Chapter 1 is a bit more complex than most of the later ones. It defines marketing in a number of ways. It explains a philosophy of marketing based on relationship building. It shows you why marketing and selling are not “sleazy” or unprofessional when done right. It also starts you on “mini-plans” for your marketing, with an emphasis on customer service.

Chapter 2 is very unusual for marketing books. It simply gives short examples of practical marketing that you can do immediately.

Chapter 3 covers the “technicalities” of marketing (concepts like positioning, niche, and branding). The chapters from four on each clearly cover the “how-tos” that you need to apply one method of marketing. They start with the most common methods of marketing (like advertising and brochures) and move to those that are more effective ? and usually less expensive ? for service providers (like writing, speaking, and networking).

Here is the complete table of contents:

Chapter 1
Marketing For Real People: If You’re Proud of What You Do, You Can Market Easily and Effectively

Chapter 2
What You Can Do Today: “One-Minute Marketing” for the Impatient

Chapter 3
Your “Mini-MBA” in Marketing: Don’t Be Bothered by Technicalities

Chapter 4
Advertising: You Pays Your Money and You Takes Your Chances

Chapter 5
Writing Your Way to Clients: Brochures, Sales Letters, and More

Chapter 6
How to Like Personal Selling: Turning Selling from Sleazy to Satisfying

Chapter 7
Free Publicity: How to Exploit the Media for Fun and Profit

Chapter 8
Networking: Build Relationships for More Clients

Chapter 9
Using the Telephone and Fax: Reach Out and Involve Someone

Chapter 10
Keep in Touch: Publish a Newsletter or E-zine

Chapter 11
Giving Talks, Workshops, and Seminars: How to Open Your Mouth and Not Shoot Yourself in the Foot!

Chapter 12
Online Marketing: Integrated Marketing in Action

Chapter 13
Customer Service: Where the Real Gold Is Buried

Chapter 14
Referrals and Word-of-Mouth Marketing

Chapter 15
Your Marketing Action Plan: Implementing Your Success

Chapter 16
Things You Can Do Now: An Expanded Action Agenda

Appendix
The appendix contains more than 30 pages of material that you can use to help your marketing. It is keyed to the individual chapters and includes: hiring help, customer letters, pricing, sample ads, sales proposals, publicity ideas, sample press release, sample letters to the editor, networking tips, telephone scripts, newsletter material you can use, customer information, and marketing planning.

1001ways1001 Ways to Market Your Services: Even if You Hate to Sell
by Rick Crandall

Paperback, 356 pages (Contemporary Books)
ISBN: 0-8092-3158-1
Price: $17.95

Many people don’t like marketing and selling. One reason is because they’re not sure what to do. This book helps you find specific methods and ideas that can fit your style and your marketplace.

The focus here is on practice, not theory. This book gives you more than 1001 specific examples of how services from IBM to one-person firms have successfully marketed. In addition to examples in your field, you benefit from what others are doing that you can apply. Expect every idea here to give you two possibilities you can use.

Chapters include all the major marketing methods you might apply, from advertising to the Internet, from publicity to networking. Also included are hundreds of examples of how individuals or companies used tactics and strategy to position themselves for success. From software companies to accountants, from restaurants to attorneys, there are more specific ideas here than any other book.

Ordering Information:
This book is available for order at amazon.com

thrivechangeThriving On Change in Organizations
by Rick Crandall (ed.)

Paperback, 316 pages (Select Press)
ISBN: 0-9644294-5-4
Price: $17.95

Rapid change is here to stay. Those businesses and organizations that don’t adapt to the new environment will be left behind. Thriving On Change shows business owners, managers, and executives how it is possible to not only adapt to change but to thrive on it. Specific insights from 14 experts from around the country will help readers pave their paths to success in the ’90s. Plus our easy-to-read design.

Ordering Information:
This book is available for order at amazon.com

breakoutcreatBreak-Out Creativity
by Rick Crandall (ed.)

Paperback, 170 pages (Select Press)
ISBN: 0-9644294-7-0
Price: $17.95

Break-Out Creativity will help you and your organization be more creative. Creativity is the ability to look at your world in new ways. Innovation is the application of creativity to produce results. Ten experts help you understand and apply creativity to produce new results, and results is what this book is all about! Opening up the doors of your mind is enjoyable. And the format of this book is playful, fun, and easy to read or skim. Turn to any page and you’ll see an idea, an example, or a graphic that brings creativity and innovation alive for you right now. Plus our easy-to-read design.

Ordering Information:
This book is available for order at amazon.com

marketnotMarketing for People Not in Marketing
by Rick Crandall (ed.)

Paperback, 156 pages (Select Press)
ISBN: 0-9644294-8-9
Price: $14.95

Marketing for People Not in Marketing will help service providers, non-profits, and non-sales employees do a better job of building relationships with customers. Sixty percent or more of a business’s future income should come from current customers. For many successful businesses, this rate is over 90 percent!

Most people hate to sell. That’s understandable because most people don’t understand that marketing and selling are really about building relationships and helping customers solve their problems. When the time is right–if they trust you–they’ll buy and thank you. That’s relationship building. That’s sales and marketing! Plus our easy-to-read design.

Ordering Information:
This book is available for order at amazon.com

celcustserviceCelebrate Customer Service: Insider Secrets
by Rick Crandall (ed.)

Paperback, 224 pages (Select Press)
ISBN: 1-890777-06-4
Price: $14.95

If everyone acknowledges the importance of customer service, why is service so bad in practice? This book starts with proof that providing GREAT customer service to you customers is worth a lot to you, while providing merely good service is worth little. Whether you’re in daily contact with outside customers, or exclusively serve internal customers (those within your own organization), this book shows you how to thrill your customers with your service. Celebrate customer service?take your customer relationships to the next level!

Ordering Information:
This book is available for order at amazon.com

celmarketCelebrate Marketing: Secrets of Success
by Rick Crandall (ed.)

Paperback, 230 pages (Select Press)
ISBN: 1-890777-07-2
Price: $14.95

If you’re looking for ways to jump-start your marketing, read this book. Eleven experts give you specific techniques to get new business and take better care of your current customers. Celebrate marketing?learn to make the secrets of successful marketing work for your business success!

Ordering Information:
This book is available for order at amazon.com

celsellingCelebrate Selling the Consultative-Relationship Way
by Rick Crandall (ed.)

Paperback, 186 pages (Select Press)
ISBN: 1-890777-04-8
Price: $14.95

Whether you’re a sales professional or someone who needs to sell but doesn’t want to use hard-sell tactics, here are proven, but little used, ways to serve customers. The 80/20 rule applies to salespeople. The top 20% use the methods described in this book. The bottom 80% use the tired features-benefits-objections-closing approach. Celebrate selling: Take your customer relationships–and sales–to the next level!

Ordering Information:
This book is available for order at amazon.com

marketmagicMarketing Magic: Proven Pathways to Success
by Rick Crandall (ed.)

–> OUT OF PRINT, available by special order only
Paperback, 400 pages (Select Press)
Extras: Floppy Disk
ISBN: 0-9644294-3-8
Price: $17.95

In this book, fifteen experts share practical marketing information. There are chapters on Super Positioning, Getting Results With Client Newsletters; Marketing to the Affluent; Customer Service; Power Networking; Using the Phone as a Serious Sales Tool; Building Relationships; Spin? Selling; How to Sell Even If You’re Not in Sales; On-line Marketing; Fax Marketing; The Power of Personal Notes, and Implementing Marketing Programs. Plus our easy-to-read design.

Ordering Information:
This book is available for order at amazon.com

10secrets10 Secrets of Marketing Success: How to Jump-Start Your Marketing
by Rick Crandall (ed.)

–> OUT OF PRINT, available by special order only
Paperback, 442 pages (Select Press)
Extras: Floppy Disk
ISBN: 0-9644294-4-6
Price: $19.95

Let 22 experts share their secrets on marketing strategy and success. Readers are given clear details and choice of methods to fit their own styles and circumstances. Each chapter presents a technique that could be used as the foundation of a complete marketing program.

There are chapters on target marketing, rejecting the fear of rejection, sales opportunities presented by service, customer loyalty, managing customer relationships, creating business, building referrals, how to be a persuader, building instant rapport, trade shows, special event marketing, multilevel marketing techniques, brochures, telemarketing, launching a new product, and implementing your marketing program. Plus our easy-to-read design.

Ordering Information:
This book is available for order at amazon.com

Audiobooks

advancedrelationshipsellingAdvanced Relationship Selling
by Rick Crandall, Ph.D.

–> Out of Stock
Audiobook (Personal Quest)
CD Edition: $69.95 (6 cds)
Tape Edition: $69.95 (6 tapes)

Get past “Sales 101!” This tape set doesn’t contain a single discussion of closing or overcoming objections! Instead, it covers the relationship building, needs analysis methods used by the top 20% of all sales professionals.

Whether you’re a sales professional, or someone who needs to sell but doesn’t want to use hard-sell tactics, here are proven – but little used – ways to improve your customer relationships and your sales success.

Ordering Information:
This audiobook is no longer available for ordering.

superiorsalesSuperior Sales, Superior Serviceby Rick Crandall, Ph.D.

–> Out of Stock
Audiobook (Personal Quest)
CD Edition: $69.95 (6 cds)
Tape Edition: $69.95 (6 tapes)

Find out why “lip service” is more common than great service, and how great service increases your profits. Research by Bain, Xerox and others has shown conclusively that increasing your customer retention by 5% can increase your profits from 25% to 95%! And the difference between merely “satisfied” customers and “delighted” customers can be an increase in retention of 500% or more!

Most companies “just don’t get it!” By using the ideas in these tapes, you’ll be able to build customer loyalty, and dominate your markets. For instance, Nordstrom killed other department stores as they entered each market. Many competitors went bankrupt as they tried to figure out if “putting pianos in their stores” would help them compete. The ideas here can accelerate your immediate results while you lock in customer loyalty and referrals for the long term. Everyone – from the CEO to the receptionist – can have big impacts on superior service and success. Each tape ends with an action summary of steps you can take now for service success.

Ordering Information:
This audiobook is not available for ordering.

marketingforpeopleMarketing for People Who Hate to Sell!
by Rick Crandall, Ph.D.

–> Out of Stock
Audiobook (Personal Quest)
CD Edition: $79.95 (6 cds)
Tape Edition: $79.95 (6 tapes)

This program is designed to make business come to you! It covers all major marketing methods, including publicity, networking, referrals, customer service, speaking, newsletters, sales letters, brochures, the telephone and fax, the Internet, advertising, and sales.

You’ll get your “mini MBA” in Marketing with concepts like positioning and one-to-one marketing. Plus, you’ll learn how to get moving. Complete with many examples of successful marketing from many fields.

Ordering Information:
This audiobook is not available for ordering.