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138 Quick Ideas to Get More Clients Hardcover – 4 Nov 1993

5 out of 5 stars 1 customer review

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Product details

  • Hardcover: 176 pages
  • Publisher: John Wiley & Sons (4 Nov. 1993)
  • Language: English
  • ISBN-10: 0471589527
  • ISBN-13: 978-0471589525
  • Product Dimensions: 15.9 x 1.6 x 23.5 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: 2,471,839 in Books (See Top 100 in Books)
  • See Complete Table of Contents

Product Description

From the Back Cover

"This book is filled with current, relevant and power–packed ideas for immediate and long–range application." Naomi Rhode President, National Speakers Association Vice President, Smart Practice Now the "consultant’s consultant" shows how you can raise your income by more than 30% You can have all the skills in the world in your profession, but if you don’t consistently market yourself in today’s increasingly competitive environment, you’re not going to maximize your business potential. That’s just part of Howard Shenson and Jerry Wilson’s message in 138 Quick Ideas to Get More Clients, a uniquely practical guide that’s designed to give you the motivation to sell your services and the easy–to–implement strategies that can help you do it successfully. This portable guide provides you with a wealth of field–tested ideas that you can easily incorporate into your own marketing plans, including ways to:

  • Enhance your stature within the profession
  • Turn research efforts into a means of building your client base
  • Become more accessible to current and potential clients
  • Obtain the support and aid of influential professionals
  • Tap your present client base to increase referrals
  • Set fees that increase your income without alienating clients
And these are just a handful of the dozens and dozens of ways you can generate more leads and turn them into paying customers!

About the Author

HOWARD L. SHENSON, recently deceased, was the author of several highly popular professional handbooks, including the bestselling Shenson on Consulting, The Contract and Fee–Setting Guide for Consultants and Professionals, and How to Develop and Promote Successful Seminars and Workshops. JERRY R. WILSON is an internationally known consultant and Certified Professional Speaker and is the author of the highly acclaimed book Word–of–Mouth Marketing.

Inside This Book

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First Sentence
Devote about 15 to 25% of your working hours to marketing and selling. Read the first page
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Top Customer Reviews

Format: Paperback
Don't look upon writing a proposal as unnecessary drugery for getting the business. Even when the client does not require a proposal, you should usually take the initiative in developing one. Those who wind up with bigger and better assignment.
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Most Helpful Customer Reviews on (beta) HASH(0x971a3564) out of 5 stars 5 reviews
27 of 27 people found the following review helpful
HASH(0x971a80fc) out of 5 stars Many Helpful Marketing Ideas Most Consultants Don't Use! 23 July 2000
By Donald Mitchell - Published on
Format: Paperback
The authors start off by saying, "You can be the most terrific speaker, consultant, attorney, engineer or professional the world has ever seen, but to really succeed, you must successfully sell your services." The key element of this selling is summarized as " . . . to really succeed means to differentiate yourself from others." The authors go on to point out that the massive waves of downsizing are creating much more competition all the time, requiring consultants to improve their marketing continuously.
Here are some examples of the gems in this book:
-- "don't quit marketing" -- many consultants only market when they do not have enough business. You are advised to always spend 15-25 percent of your time in this area.
-- market only to decision-makers -- the gate keepers have to let you in before you can make the sale. Spending time with gate keepers though quickly becomes wasted time.
-- make selling your services your number one task so it always takes priority
-- be seen as an expert in your field based on recent research you have conducted
-- try to market people through the insights you get from your research
-- use wasted time to work on marketing (such as downtime sitting in an airport)
-- whenever you mail your card to someone, include two so one can be shared
-- ask all of your contacts for referrals.
Once you are working on these things, here are some other good ideas:
-- create an environment in which making a referral seems like their idea
-- aim your publicity efforts to generate qualified leads
-- quote fees on a fixed price basis
-- let clients know that you will make them self-sufficient.
One of the good aspects of the book is that it does not seem to have any overtly bad advice in it. Some bits of advice I would question, but it certainly won't get you into trouble.
The main weakness of the book is that the ideas are presented at a summary level. Most people will need more detailed information to be able to implement the concepts. As a starting point, I suggest you read Networlding, Socratic Selling, and Publicity Power(all of which I have also reviewed).
If you do not have a marketing plan for your consulting practice, reading this book will be good background for helping you prepare one.
The key point of this book is to help you overcome your stalled thinking that professionals do not have to market. Good work will be enough. Unless you are already a well-known authority with more demand than you can handle, your good work will only take you so far.
Good luck in finding more clients so you can help more people achieve 2,000 percent solutions!
2 of 2 people found the following review helpful
HASH(0x971a8150) out of 5 stars 138 QUICK Ideas to Get More Clients 8 April 2009
By Maryann deSteph - Published on
Format: Paperback
I found this book to be very outdated. As I was reading I realized that everything I have been taught lately in seminars, business meetings, etc. had been very contradictory to this book. After checking the copyright date, I realized why I felt it was outdated, it was 1993. A lot has changed since 1993!

If I had to do it over again, I wouldn't buy this one... I may have learned one or two things from it, but that's it.
1 of 1 people found the following review helpful
HASH(0x971a8588) out of 5 stars Perhaps a Bit Too Quick? 20 April 2005
By Kevin Devine - Published on
Format: Paperback
As every business owner knows, one of the most frustrating aspects of being self-employed is finding potential customers and convincing them to buy from you. 138 Quick Ideas is a small book full of suggestions for how to network, track down, and lure customers to your door. They are laid out in a common-sense order, with good examples and straightforward text, making the book accessible to business experts and novices alike.

The only drawback to the book is that most of these ideas are by now well known, and many of them are included in the other reviews you'll see here. Plus, when the title says Quick it means just that - nearly all of these ideas occupy less than a page, so the book reads swiftly. So although I can heartily recommend you read this book, I'm not so sure the retail price is justified.
HASH(0x971a8954) out of 5 stars Four Stars 7 Aug. 2014
By Marine Dave - Published on
Format: Hardcover
Contained some good ideas and was worth reading
0 of 1 people found the following review helpful
HASH(0x971a8a38) out of 5 stars Idea Generator 31 Dec. 2001
By Amazon Customer - Published on
Format: Paperback Verified Purchase
I have read much of Shenson's work since the late '70s, and still find value in them ('tho he's been dead for many years). His self-proclaimed title of the 'consultant's consultant' has now been assumed by others. But his ideas, such as the listing in this book still serve to provide value in themselves. As a practicing independent consultant,I find the greatest value of this list, however, is as a 'trigger' to thought that causes me to come up with additional ideas. It is for this reason that I rate it so highly.
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