How to Acquire Clients Powerful Techniques for the Successful Practitioner [Paperback]

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. Introduction.

C H A P T E R 1 Identifying Targets of Opportunity: You Seldom Awake in the Morning withPeople Waving Money in Your Face.

Three Conditions Essential to SuccessfulSelling.

Generalizing and Specializing: The Viewfrom Contrarian Land.

Customized Assaults: When There Is aSingle Target Too Appealing to Resist.

Strategies for Isolating and Hitting NewTargets of Opportunity.

From My Time in the Trenches.

C H A P T E R 2 How to Prepare for Success inAcquiring New Business: The Allies Didn t Simply Decide to Take a TripAcross the English Channel One Morning.

The Frontal Attack.

The Flanking Maneuver.

Infiltration.

When the Buyer Comes to You (Build It,and They Will Come).

From My Time in the Trenches.

C H A P T E R 3 How to Build Relationships withEconomic Buyers: Most Consultants Don t Stop Selling LongEnough to Really Make a Sale.

Behavioral Predispositions: Funny ThingsThat Buyers Do.

Controlling the Discussion (Killing MeSoftly with His Song . . .).

Emotional Targeting.

Drawing a Line inl#4