Description
Book SynopsisWorld-renowned client relationship authority shows you how to dramatically grow your business by mastering fourteen critical client development challenges
Andrew Sobel, author of the international bestsellersClients for LifeandPower Questions,offers a proven,100-day plan for conquering 14 tough client development challenges and growing your client base in any market conditions. He's encapsulated 25 years of unique research, including personal interviews with over 8000 top executives and successful rainmakers, into a practical roadmap for winning more new clients and growing your existing relationships.
You'll learn specific strategies to move confidently and predictably from a first meeting to a signed contract, and discover the agenda-setting techniques that create a steady stream of sole-source business. You'll master the art of reframing client requests, leading to broader, higher-impact engagements. You'll dramatically sharpen your ability to a
Table of Contents
Day 1 The Star of Your Show 1
Week 1 Choose Your Target 11
Week 2 Get Recognized 21
Week 3 Find Your Clients 37
Week 4 Master the First Meeting 51
Week 5 From Contact to Contract 73
Week 6 Free Up a Stuck Sale 91
Week 7 Anticipate and Agenda Set 111
Week 8 Reframe for Maximum Impact 123
Week 9 Grow Your Relationships: The 10-Minute Plan 139
Week 10 Use Power Questions 157
Week 11 Be a Brilliant Big-Picture Thinker 173
Week 12 Get Clients to Root for You 189
Week 13 Build Senior Executive Relationships 201
Week 14 Become an Irresistible Person of Interest 217
Day 100 Keep Your Clients for Life 229
About the Author 237
