How to Win Client Business When You Don't Know Where to Start - by Doug Fletcher (Hardcover)
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<p/><br></br><p><b> About the Book </b></p></br></br>"Winning client business is necessary for us to succeed. And, yet, very few professionals truly understand how to do this well. We're not taught this at universities, nor receive substantive training by our firms. We're left to figure it out on our own -- some do, many don't. We are frequently on a wild quest trying a little of everything without really knowing what to do or having a master plan to guide us. The key to success lies in understanding how clients buy -- the topic of our first book, How Clients Buy. Rainmakers are those among us who understand this well and demonstrate six skills that help facilitate the client's buying decision journey: 1) One: Strategy: Choose Your Niche and Whom You Wish To Serve 2) Two: Credibility: Demonstrate Your Expertise 3) Three: Relationships: Build Your Network 4) Four: Solutions: Understand Client Needs and Creating Solutions 5) Five: Performance: Do Great Work 6) Six: Stewardship: Care for Clients We can learn these skills and become more successful in our own practices"--<p/><br></br><p><b> Book Synopsis </b></p></br></br><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/><br></br><p><b> From the Back Cover </b></p></br></br><p>Although it's never taught in school, the ability to secure client business is crucial to the success of everyone in professional services. Many professionals go into their chosen career with extraordinarily little idea of how to go about recruiting new business, however, and struggle to advance in their careers because of it.</p> <p>In <i>How to Win Client Business When You Don't Know Where to Start, </i> business development expert and consultant Doug Fletcher delivers a masterclass in the practical techniques and concrete strategies that professional services providers need to transform their ability to maintain and grow their book of business. <p>The book contains pragmatic lessons on how to transition from sales novice to rainmaker by delving deeply into the five skills required for busines development mastery: creating your personal brand identity, demonstrating your professional expertise, building your professional ecosystem, developing trust-based relationships, and practicing everyday success habits. <p>Written by the same celebrated author who brought you the best-selling<i> How Clients Buy, How to Win Client Business When You Don't Know Where</i> to Start offers you the opportunity to develop your rainmaking abilities by choosing your niche, understanding client needs and creating solutions, doing amazing work, caring for clients, and more. <p>Perfect for any professional services provider or consultant who seeks to dramatically increase their book of business, How to Win Client Business When You Don't Know Where to Start will also earn a place in the libraries of principals, directors, managers, and other leaders at consultancies of all types and sizes who wish to improve their followers' ability to recruit new clients.<p/><br></br><p><b> About the Author </b></p></br></br><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>
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