Book description
World-renowned client relationship authority shows you how to dramatically grow your business by mastering fourteen critical client development challenges
Andrew Sobel, author of the international bestsellers Clients for Life and Power Questions, offers a proven,100-day plan for conquering 14 tough client development challenges and growing your client base in any market conditions. He’s encapsulated 25 years of unique research, including personal interviews with over 8000 top executives and successful rainmakers, into a practical roadmap for winning more new clients and growing your existing relationships.
You’ll learn specific strategies to move confidently and predictably from a first meeting to a signed contract, and discover the agenda-setting techniques that create a steady stream of sole-source business. You’ll master the art of reframing client requests, leading to broader, higher-impact engagements. You’ll dramatically sharpen your ability to ask the powerful questions that can transform your client relationships. And, you’ll learn to develop advisory relationships with influential C-suite executives. Andrew illustrates each weekly challenge with real-life examples drawn from thousands of executive meetings. He shares success strategies from having grown and led three highly successful professional service businesses.
Andrew has taught these strategies to over 50,000 professionals around the world, and they’re now available to you in this highly readable, portable masterclass. Whether you are early in your career and need a comprehensive guide to grow your client base from the ground up or are a seasoned practitioner who wants to accelerate your business growth, It Starts With Clients will take you to the next level.
Table of contents
- Cover
- Day 1: The Star of Your Show
- Week 1: Choose Your Target
- Week 2: Get Recognized
- Week 3: Find Your Clients
- Week 4: Master the First Meeting
- Week 5: From Contact to Contract
- Week 6: Free Up a Stuck Sale
- Week 7: Anticipate and Agenda Set
- Week 8: Reframe for Maximum Impact
- Week 9: Grow Your Relationships: The 10-Minute Plan
- Week 10: Use Power Questions
- Week 11: Be a Brilliant Big-Picture Thinker
- Week 12: Get Clients to Root for You
- Week 13: Build Senior Executive Relationships
- Week 14: Become an Irresistible Person of Interest
- Day 100: Keep Your Clients for Life
- About the Author
- End User License Agreement
Product information
- Title: It Starts With Clients
- Author(s):
- Release date: March 2020
- Publisher(s): Wiley
- ISBN: 9781119619109
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