How to win client business when you don't know where to start a rainmaking guide for consulting and professional services
"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...
| Otros Autores: | |
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| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc
[2022]
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| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009645692806719 |
Tabla de Contenidos:
- Cover
- Reviews
- Title page
- Copyright
- Contents
- Introduction: Selling a Service Is Different (and Harder) Than Selling a Product
- If I'm So Smart, Why Do I Feel So Stupid about Selling?
- 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
- 2 How Clients Buy: Understanding the Client's Buying Decision Journey
- 3 Where Clients Come From: Understanding the Key Client Pathways
- 4 Rainmaking for Introverts and People Who Don't Want to Sell: Winning Client Business While Being True to Yourself
- The Five Skills We Must Learn If We Want to Become a Rainmaker
- Skill 1: Create Your Personal Brand Identity
- 5 Decide What You Want to Be Known for and Who You Wish to Serve: You Can Be Known for Anything, But You Can't Be Known for Everything
- 6 The Power of Focus: The Key to Being Remembered
- 7 Choosing Your Specialty: Shrink the Pond Until You're a Big Fish
- 8 You Can't Sell Beyond Your Credibility Zone: The Cautionary Tale of EDS
- Skill 2: Demonstrate Your Professional Expertise
- 9 How Clients Tell Who the Real Experts Are: Clients Need Clues That We Are Really Good at What We Do
- 10 How to Toot Your Own Horn without Looking Like a Jerk: Proven Techniques for Demonstrating Your Expertise
- 11 Using LinkedIn to Build Your Credibility: It Won't Make the Cash Register Ring, So What's It Good For?
- Skill 3: Build Your Professional Ecosystem
- 12 The Two Hundred People You Need to Know: The Closest Thing to Knowing Something Is Knowing Where to Find It
- 13 Does Cold-Calling Work? And What to Do if It Doesn't: Remember What Mom Said: Don't Talk to Strangers!
- 14 Making Friends in a Natural Way: How to Get an Introduction without Seeming Pushy
- 15 I Can't See the Forest for the Trees: Segmenting Your Ecosystem into Three Distinct Groups.
- 16 Why Advertising Doesn't Work for Us: Leveraging Your Firm's Brand Reputation and What to Do When You Don't Have One
- Skill 4: Develop Trust-Based Relationships
- 17 What Is Trust and Where Does It Come From?: Do Clients Really Hire People They Like?
- 18 Conversation Skills for Introverts (and the Rest of Us, Too): Using Small Talk to Find Common Ground
- 19 The Art of Keeping in Touch: Finding Opportunities to Be Thoughtful and Helpful
- 20 Transparency Is Good, Right?: How and When to Be Transparent
- Skill 5: Practice Everyday Success Habits
- 21 The Daily Habits of Successful Rainmakers: The One Hour Each Day That Will Build Your Career
- 22 Making the Rainmaker Skills Stick: 66 Days That Will Shape Your Future
- 23 Finding Your Rainmaker M.O.: Building a Rainmaker System That Works for You
- The Rainmaker's Journey
- 24 Thoughts on Becoming a Rainmaker: Stop Trying to Be Wonder Woman or Superman
- 25 Finding the Work That You Love: And What to Do When You Don't
- 26 A High Road with a Long View: Parting Words as You Begin Your Rainmaker Journey
- Appendix A: The Rainmaker Skills Self-Test
- Recommended Reading
- Acknowledgments
- About the Author
- Index.
