- 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
138 Quick Ideas to Get More Clients Hardcover – 4 Nov 1993
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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
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.
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Top Customer Reviews
Most Helpful Customer Reviews on Amazon.com (beta)
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!
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.
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.