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Doug Fletcher
How to Win Client Business When You Don't Know Where to Start
Читать книгу How to Win Client Business When You Don't Know Where to Start - Tom McMakin, Doug Fletcher - Страница 1
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Страница 1
Table of Contents
List of Illustrations
Guide
Pages
More Praise for
How to Win Client Business When You Don’t Know Where to Start
HOW TO WIN CLIENT BUSINESS WHEN YOU DON’T KNOWWHERE TO START
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Introduction
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CHAPTER 1 Things Rainmakers Do That Most of Us Don't: The Five Rainmaker Skills: Universities Don't Teach Us and Our Firms Don't Train Us
What Is a Rainmaker?
Why Do I Feel So Stupid About Selling?
The Five Rainmaker Skills, the Focus of This Book
Skill 1: Create Your Personal Brand Identity
Skill 2: Demonstrate Your Professional Expertise
Skill 3: Build Your Professional Ecosystem
Skill 4: Develop Trust‐Based Relationships
Skill 5: Practice Everyday Success Habits
Moving Forward with the Five Rainmaker Skills
The Importance of Doing Great Work and Repeat Clients
References
CHAPTER 2 How Clients Buy : Understanding the Client's Buying Decision Journey
The Seven Elements of the Client's Buying Decision Journey
Element 1: Awareness
Element 2: Understanding
Element 3: Interest
Element 4: Respect
Element 5: Trust
Element 6: Ability
Element 7: Readiness
Putting the Seven Elements Framework to Use
Understanding Client Risk
It's Not a Long
Sales Cycle
, It's a Long
Buy Cycle
References
CHAPTER 3 Where Clients Come From : Understanding the Key Client Pathways
The Seven Most Common Client Pathways
Where Clients Come From: The Seven Client Pathways
Pathway 1: Repeat Business (from a Satisfied Client)
Pathway 2: Referrals (from a Satisfied Client, Trusted Colleague, Friend, or Acquaintance)
Pathway 3: Inquiries (from Someone You Know)
Pathway 4: Inquiries (from Someone You Don't Know)
Pathway 5: Warm Prospecting (with Someone You Know)
Pathway 6: Warm Prospecting (with an Introduction from a Mutual Friend)
Pathway 7: Cold Prospecting (with No Introduction from a Mutual Friend)
Connecting the Dots
References
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Skill 1: Create Your Personal Brand Identity
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