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How to Acquire Clients: Powerful Techniques for the Successful Practitioner, by Alan Weiss
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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."
- Sales Rank: #1386274 in eBooks
- Published on: 2008-03-11
- Released on: 2008-03-11
- Format: Kindle eBook
Review
"This is the fourth book in Alan Weiss' Ultimate Consultant Series and probably the best in the lot." (APC, 5/02)
Review
"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
From the Publisher
"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
Most helpful customer reviews
0 of 0 people found the following review helpful.
Read This Book and Start Acquiring New Clients
By Mitch Paioff
This is a great companion book to "Million Dollar Consulting", Alan Weiss's best selling book on growing a consulting business. In "How to Acquire Clients", Weiss takes the reader step-by-step through the client acquisition process, using his theories, personal experiences, and anecdotes contributed by others.
My favorite chapter in this book is Chapter 1 - "Identifying Targets of Opportunity". In it, Weiss describes the three key ingredients to successful selling: 1) market need, 2) competency, and 3) passion. Where these three elements converge is the place where you, as the consultant, should be.
I also agree with Weiss's comments in Chapter 1 about being stuck in a "success trap". I have to admit that I have been happily wallowing in mine for many years, and just recently started looking for new avenues of growth.
The entire book is a joy to read. I found my self nodding my head over and over again as I was reading it.
If you are an established consultant, or just thinking about starting your own consulting business, then you should read this book.
Mitch Paioff, Author, Getting Started as an Independent Computer Consultant
Getting Started as an Independent Computer Consultant
3 of 3 people found the following review helpful.
Excellent Sales Book!
By MAT
I have read almost all the books in this series as well as several others on the topic Mr. Weiss has written. They are all excellent! Contrary to another reviewer this book is not a rehash of other material. This book is incredible in telling consultants how to track down and land new clients, which is the life blood of any consulting practice.
I loved the section on overcoming objections. In my practice I have run into some of these objections as well as others and never had a good answer for them. Now I do. The material in this book changed my consulting sales in the one year since I started implementing the ideas and revenue has doubled in that same year.
If you are a consultant and have ever struggled with over coming objections, searching for new clients, or landing new business then you need to read this book.
1 of 1 people found the following review helpful.
Acquire Clients
By Brian K. Seitz
Alan Weiss continues to boil down the best practices for consultants into his Ulimate Consultant Series. Much of the materials he covers are in other books on the topic. What makes How to Acquire Clients: Powerful Techniques for the Successful Practitioner (The Ultimate Consultant Series)valuable is that the information is all in one place and distilled into understandable strategies and actions. Only Get Clients Now!(TM): A 28-Day Marketing Program for Professionals, Consultants, and Coachesis more direct in its usefulness and approach
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