Details

How to Win Client Business When You Don't Know Where to Start


How to Win Client Business When You Don't Know Where to Start

A Rainmaking Guide for Consulting and Professional Services
1. Aufl.

von: Doug Fletcher

18,99 €

Verlag: Wiley
Format: EPUB
Veröffentl.: 20.10.2021
ISBN/EAN: 9781119676928
Sprache: englisch
Anzahl Seiten: 240

DRM-geschütztes eBook, Sie benötigen z.B. Adobe Digital Editions und eine Adobe ID zum Lesen.

Beschreibungen

<p><b>Dramatically grow your client base following pragmatic and insightful advice by bestselling author Doug Fletcher</b></p> <p><i>How to Win Client Business When You Don't Know Where to Start: A Rainmaking Guide for Consulting and Professional Services</i> serves as an invaluable and indispensable guide for everyone in the business of selling professional and consulting services. Author Doug Fletcher dives deeply into the five skills required to "make it rain":</p> <ul> <li>Create Your Personal Brand Identity</li> <li>Demonstrate Your Professional Expertise</li> <li>Build Your Professional Ecosystem</li> <li>Develop Trust-Based Relationships</li> <li>Practice Everyday Success Habits</li> </ul> <p><i>How to Win Client Business When You Don't Know Where to Start</i> provides a masterclass in teaching the practical techniques and concrete strategies that professional services providers were never taught in school or on the job. Pragmatic lessons take the place of the vaguely defined principles found in competing books to turn readers from sales novices into rainmakers.</p> <p>Written by the same celebrated author who brought readers the best-selling book How Clients Buy, How to Win Client Business When You Don't Know Where to Start is perfect for any professional services provider or consultant who seeks to dramatically increase their book of business.</p>
<p>Introduction: Selling a Service Is Different (and Harder) Than Selling a Product 1</p> <p><b>Part 1: If I’m So Smart, Why Do I Feel So Stupid about Selling?</b></p> <p>1 Things Rainmakers Do That Most of Us Don’t: The Five Rainmaker Skills Universities Don’t Teach Us and Our Firms Don’t Train Us 7</p> <p>2 How Clients Buy Understanding the Client’s Buying Decision Journey 17</p> <p>3 Where Clients Come From Understanding the Key Client Pathways 25</p> <p>4 Rainmaking for Introverts and People Who Don’t Want to Sell Winning Client Business While Being True to Yourself 35</p> <p><b>Part 2: The Five Skills We Must Learn If We Want to Become a Rainmaker</b></p> <p><b>Skill 2: Create Your Personal Brand Identity 43</b></p> <p>5 Decide What You Want to Be Known For and Who You Wish to Serve You Can Be Known for Anything, But You Can’t Be Known for Everything 45</p> <p>6 The Power of Focus The Key to Being Remembered 53</p> <p>7 Choosing Your Specialty Shrink the Pond Until You’re a Big Fish 61</p> <p>8 You Can’t Sell Beyond Your Credibility Zone The Cautionary Tale of EDS 69</p> <p><b>Skill 2: Demonstrate Your Professional Expertise 75</b></p> <p>9 How Clients Tell Who the Real Experts Are Clients Need Clues That We Are Really Good at What We Do 77</p> <p>10 How to Toot Your Own Horn without Looking Like a Jerk Proven Techniques for Demonstrating Your Expertise 85</p> <p>11 Using LinkedIn to Build Your Credibility It Won’t Make the Cash Register Ring, So What’s It Good For? 95</p> <p><b>Skill 3: Build Your Professional Ecosystem 101</b></p> <p>12 The Two Hundred People You Need to Know The Closest Thing to Knowing Something Is Knowing Where to Find It 103</p> <p>13 Does Cold-Calling Work? And What to Do if It Doesn’t Remember What Mom Said: Don’t Talk to Strangers! 109</p> <p>14 Making Friends in a Natural Way How to Get an Introduction without Seeming Pushy 117</p> <p>15 I Can’t See the Forest for the Trees Segmenting Your Ecosystem into Three Distinct Groups 125</p> <p>16 Why Advertising Doesn’t Work for Us Leveraging Your Firm’s Brand Reputation and What to Do When You Don’t Have One 131</p> <p><b>Skill 4: Develop Trust-Based Relationships 139</b></p> <p>17 What Is Trust and Where Does It Come From? Do Clients Really Hire People They Like? 141</p> <p>18 Conversation Skills for Introverts (and the Rest of Us, Too) Using Small Talk to Find Common Ground 149</p> <p>19 The Art of Keeping in Touch Finding Opportunities to Be Thoughtful and Helpful 155</p> <p>20 Transparency Is Good, Right? How and When to Be Transparent 163</p> <p><b>Skill 5: Practice Everyday Success Habits 171</b></p> <p>21 The Daily Habits of Successful Rainmakers The One Hour Each Day That Will Build Your Career 173</p> <p>22 Making the Rainmaker Skills Stick 66 Days That Will Shape Your Future 179</p> <p>23 Finding Your Rainmaker M.O. Building a Rainmaker System That Works for You 187</p> <p><b>Part 3: The Rainmaker’s Journey</b></p> <p>24 Thoughts on Becoming a Rainmaker Stop Trying to Be Wonder Woman or Superman 195</p> <p>25 Finding the Work That You Love And What to Do When You Don’t 201</p> <p>26 A High Road with a Long View Parting Words as You Begin Your Rainmaker Journey 207</p> <p>Appendix A: The Rainmaker Skills Self-Test</p> <p>What Are My Rainmaker Strengths and Weaknesses? 213</p> <p>Recommended Reading 217</p> <p>Acknowledgments 219</p> <p>About the Author 221</p> <p>Index 223</p>
<p><b>DOUG FLETCHER</B> is a speaker, writer, and educator on the topic of business development in professional services and consulting. He is co-author of How Clients Buy and serves on the Board of Directors of The Beacon Group.</p>
<p>Praise for <b><i>How to Win Client Business When You Don’t Know Where to Start</b></i></p> <p>“Doug continues to be a generational thought leader in the professional services world. In <i>How to Win Client Business</i> he takes on arguably the hardest part of the job, building new client relationships. At last, required reading for my developing leaders.” <p><b>—Cliff Farrah,</B> President and CEO, The Beacon Group & author of <i>Growing the Top Line</i> <p>“This book is destined to become a classic in the tradition of David Maister’s <i>The Trusted Advisor.</i> A must read.” <p><b>—Don Scales,</b> Global CEO, Investis Digital & co-author of<i> How to Lead a Values-Based Professional Services Firm</i> <p>“Doug Fletcher’s <i>How to Win Client Business</i> makes you feel like you just got the best advice from a dear friend you love and respect. In an era of business development that has become over-automated and impersonal, it’s refreshing to have a resource like this to remind us that we’re not robots—we’re human beings. An absolute must read—practical, tactical and inspirational—for anyone who wants to reconnect with what makes their heart sing doing work they love.” <p><b>—Terry Pappy,</b> Host of the Simplify & Multiply podcast, author and coach <p>“Doug, in his successful follow up to <i>How Clients Buy,</i> has created an essential client development handbook for all consultants. He masterfully cuts through the noise and uncertainty of how to win client business by imparting the wisdom and techniques that seems so natural to rainmakers. This humanistic approach to winning business through building your brand, your unique market and ‘trusted advisor’ relationships is truly insightful. Doug has explored the psychology and methodology of winning client’s business through straight talk and real-world stories. In short, he nailed it!” <p><b>—Pete Sackleh,</b> CEO, SolutionSpark™ & former Managing Director, Deloitte

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