Books.org participates in affiliate programs including Bookshop.org and the Amazon Services LLC Associates Program. We may earn a commission from qualifying purchases made through links on this page, at no additional cost to you.
Overview
Follow the expert advice in this book—the fourth in The Ultimate Consultant Series—and you won't fall victim to the success plateau that undermines many consultants. If you feel that your work has become easier, it may be that you're not climbing "up" but rather moving laterally. And, sooner or later, your plateau will begin to erode and you'll find yourself on a decline. In How to Acquire Clients, Alan Weiss, internationally recognized consultant and author of the best-selling Million Dollar Consulting, shows you how to continue to move "up the mountain."
"Alan Weiss's wisdom wins contacts, clients, and contracts. Buy this book and use it every day."
—Jeff Gitomer, author, The Sales Bible and Customer Satisfaction Is Worthless, Customer Loyalty is Priceless
"Concise, practical, real-world strategies to get the contract. Weiss reveals how to land the big business fast."
—Randy Gage, president, Gage Direct Marketing
"Alan Weiss has done it again! This book is a real eye opener for those of us who may have fallen into what he describes as 'the success trap.' Incredible insight into how to recharge your marketing and sales batteries!"
—George Morrisey, author Morrisey on Planning series
"How to Acquire Clients should be required reading for anyone who sells for a living. I read this book and was struck by how relevant Alan's advise is to what we need to do—and keep doing."
—Jarvis Coffin, CEO, BURST! Multimedia, LLC
Synopsis
Alan Weiss, expert consultant and author of the best-selling book Million Dollar Consulting has written this, the fourth book in The Ultimate Consultant Series, to help refresh, revitalize, and reawaken successful consultants (and those who want to be successful) to the need to continually seek more and better business. "Better" business also means a higher-quality business that successful consultants accrue once they've paid the dues and taken the risks: higher fees for less labor-intensive work, passive income, alliances which drive your business, and selective and appealing instances and locales that combine personal goals with business improvement.
Topics in the book include
- Identifying opportunities
- Preparing for success
- Gaining market share
- Guaranteeing repeat business
- Selective acquisition
- And much more
- "Best Practices" shares highly successful techniques.
- "The One That Got Away" offers insights gained from failure.
- "The Twilight Zone" demonstrates the unlikely and unimaginable in client acquisition.
- "Who Could Make This Up," contributed by the author himself, provides some of the ironies and peculiarities of the wonderful but odd profession we're all a part of.
Booknews
Weiss writes for successful consultants because they often fall into the success trap in which they forget why it is that business keeps coming in, and mistake horizontal movement for improvement. Experienced consultants who have paid the dues and taken the risks, he says, should charge higher fees for less labor-intensive work, receive passive income, make alliances, and choose settings that fulfill personal as well as business goals. Annotation c. Book News, Inc., Portland, OR (booknews.com)