book

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

by Doug Fletcher

October 2021

Beginner

240 pages

5h 42m

English

Wiley

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What Is a Rainmaker?Why Do I Feel So Stupid About Selling?The Five Rainmaker Skills, the Focus of This BookMoving Forward with the Five Rainmaker SkillsReferences
The Seven Elements of the Client's Buying Decision JourneyUnderstanding Client RiskIt's Not a Long Sales Cycle, It's a Long Buy Cycle References
The Seven Most Common Client PathwaysWhere Clients Come From: The Seven Client PathwaysConnecting the DotsReferences

The Rainmaker MindsetLessons from Dominic Barton, Global Managing Director at McKinsey & CompanyReferences
The Birth of Personal BrandingStupid Choices!Society's Hall PassReferences
If You're Not in the Client's Top Three, You're Not Going to Be HiredFilling an Empty Slot in the Client's MindReferences
Terry Pappy's Success Story: Carve a Niche, Then Carve a Niche within a NicheBill Stoddart's Success Story: Knowing What You Believe InThree Ways of Defining Your Personal Brand Identity: Functional Expertise, Target Audience, and Geographic FocusFinding Your Unique Combination of These ThreeReferences
The Story's BeginningThe Story's MiddleThe Story's EndingThe Lessons of the StoryA Seat at the TableReferences
Clients Seek to Avoid RegretHow We Can Help Clients Avoid Anticipated RegretUnlearning the Mental Hang‐up We Have with Talking about OurselvesChoosing Your Credibility MarkersReferences
Technique 1: WritingTechnique 2: Public SpeakingTechnique 3: University TeachingTechnique 4: Radio Programs and PodcastsTechnique 5: Serving on a Board of DirectorsTechnique 6: High‐Profile Work and Case StudiesTechnique 7: Industry AwardsTechnique 8: Professional CertificationsChoosing Where to Focus Your EnergyReferences
Master Digital Marketing at OxfordWhat Is the Internet Good For?LinkedIn Is a Powerful Enabler, But It Won't Do the Heavy Lifting for UsDon't Turn into Human SpamThe Power of Sharing and ConnectingReferences
Genuine Relationships, Not LinkedIn ConnectionsWhat's the Difference between Your Ecosystem and Network?Why Your Ecosystem Matters: Revisiting the Seven Client PathwaysThe Makeup of Your Professional EcosystemThe Double Helix of Your Ecosystem and TrustReferences
Remember What Mom Said: Don't Talk to StrangersMaking Friends on the PlaygroundMaking Friends with Your Two Hundred PeopleWhen Cold‐Calling Works BestCold‐Calling and Making FriendsReferences
Warm Prospecting: Leveraging Your Relationships to Make New FriendsNobody Likes Human SpamHow to Get an Introduction without Seeming PushyReferences
The Tree Farm AnalogyCaring for Your Professional EcosystemReferences
Recognizing the Limits of AdvertisingA Better Way: Building RelationshipsReferences
Recognizing Authentic LikeabilityWhere Trust Comes FromAdvice from a Seasoned Relationship BuilderReferences
Finding Common Ground through Small TalkBuilding Common Ground over TimeReferences
Finding Opportunities to Be Thoughtful and HelpfulCaring and Empathy MatterReferences
Why Undersharing Is a Path to IrrelevancyHow Much Is Too Much?Finding the BalanceReferences
The Roller Coaster of RevenuePracticing the Rainmaker Skills Every DayThe Most Important Hour of Your DayReferences
Building the Rainmaker Skills into Our Daily LivesReferences
The Modus OperandiA More Modern M.O.The Middle GroundFinding Your M.O.Rainmaker M.O. Best PracticesReferences
What We Can Learn from the Beatles, Led Zeppelin, and the Rolling StonesBecoming a Rainmaker Is Not a Structured 10‐Step ProgramReferences
Do You Enjoy Your Work?Enthusiasm for Our Work Is Key to Our SuccessKeep Exploring Until You Find Your CallingRespect, Trust, Likeability, and EnthusiasmReferences
On PatienceOn PersistenceThe Rainmaker MindsetReferences

Overview

Dramatically grow your client base following pragmatic and insightful advice by bestselling author Doug Fletcher

How to Win Client Business When You Don't Know Where to Start: A Rainmaking Guide for Consulting and Professional Services 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":

Create Your Personal Brand Identity
Demonstrate Your Professional Expertise
Build Your Professional Ecosystem
Develop Trust-Based Relationships
Practice Everyday Success Habits

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

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.