How Clients Buy
A Practical Guide to Business Development for Consulting and Professional Services
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Narrated by:
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Barry Abrams
About this listen
The real-world guide to selling your services and bringing in business....
How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the "product," you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job-not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or "behind" when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients.
Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be.
©2018 Thomas McMakin and Wade D. Fletcher, Jr. (P)2019 Gildan Media, LLCListeners also enjoyed...
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Whether you’re new to marketing or a seasoned pro, this book gives you a crystal-clear road map to grow your business, make more money, maximize your impact in your market, and love what you’re doing while you’re doing it. Author Brian Kurtz takes you inside the craft to help you use all the tools at your disposal - from the intricate relationship between lists, offers, and copy, to continuity and creating lifetime value, to the critical importance of multichannel marketing and more - so you can succeed wildly, exceed all your expectations, and overdeliver every time.
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1 of the best books on marketing - highly recommended
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Shark Tank Jump Start Your Business
- How to Launch and Grow a Business from Concept to Cash
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From the ABC hit show Shark Tank, this book - filled with practical advice and introductions from the Sharks themselves - will be the ultimate resource for anyone thinking about starting a business or growing the one they have. Full of tips for navigating the confusing world of entrepreneurship, the book will intersperse words of wisdom with inspirational stories from the show.
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Middle School material. Vague, no depth.
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The Self-Made Billionaire Effect
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- Length: 6 hrs and 17 mins
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Imagine what Atari might have achieved if Steve Jobs had stayed there to develop the first massmarket personal computer. Or what Steve Case might have done for PepsiCo if he hadn't left for a gaming start-up that eventually became AOL. What if Salomon Brothers had kept Michael Bloomberg, or Bear Stearns had exploited the inventive ideas of Stephen Ross? Scores of top-tier entrepreneurs worked for established corporations before they struck out on their own and became self-made billionaires.
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Waste of time!
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The Entrepreneur's Playbook
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Big new ideas rarely make great businesses. Laboring on a business plan can be a waste of time. You are going to need dramatically more start-up money than you think you do. Counterintuitive concepts like these have helped the world's best entrepreneurs succeed. Yet most of us only learn them the hard way. Len Green, an experienced investor, entrepreneur, and business professor, shares inside secrets and proven tactics for launching a business.
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Need a narrator who is not phlegmy
- By Leo on 01-19-18
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Never Eat Alone, Expanded and Updated
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In Never Eat Alone, Ferrazzi lays out the specific steps - and inner mindset - he uses to reach out to connect with the thousands of colleagues, friends, and associates on his contacts list, people he has helped and who have helped him. And in the time since Never Eat Alone was published in 2005, the rise of social media and new, collaborative management styles have only made Ferrazzi’s advice more essential for anyone hoping to get ahead in business.
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Couldn't finish
- By book smart on 05-01-16
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Shortcut Your Startup
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Courtney and Carter Reum have years of experience in the field, from investing in over 130 companies, including Lyft, Pinterest, Warby Parker, and ClassPass, to driving the success of their own liquor brand, VEEV Spirits. The Reum brothers have learned from every triumph and tribulation and over the years have developed an effective and easy-to-understand guide to help entrepreneurs through the startup journey from inception to sale.
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A must read for start ups
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Nothing to Lose, Everything to Gain
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Ryan Blair knows about building a business from the ground up. Like many entrepreneurs he had no formal business education. But he had great survival instincts, tenacity, and, above all, a "nothing to lose" mindset.Blair's middle-class childhood came to an abrupt end when his abusive father succumbed to drug addiction and abandoned the family. Blair and his mother moved to a bad neighborhood, and soon he was in and out of juvenile detention, joining a gang just to survive. Then his mother fell in love with a successful entrepreneur who took Ryan under his wing.
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I wouldn't read it again
- By Blahhhhhh on 01-07-13
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Do It! Marketing
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- By: David Newman
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- Length: 8 hrs and 10 mins
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Small business marketing doesn't have to be a mystery. It's just a series of simple decisions (and the action steps to implement those decisions) that will help you regain the clarity, confidence, and control you need to succeed. Do It! Marketing is an encouraging kick in the pants that will reignite your marketing mojo. The underlying premise is that "only action creates results."
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GOOD Book. However...
- By ala on 08-03-14
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The Reinventors
- How Extraordinary Companies Pursue Radical Continuous Change
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Eventually every job and every business will become irrelevant. According to Jason Jennings, the past few decades have seen unprecedented shifts: former third-world nations have transformed themselves into high-tech manufacturing powerhouses; technology has democratized business and increased competition in ways never before seen; and customers, used to getting exactly what they want when they want it, are no longer beholden to the corporate giants.
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Good advice
- By Myers on 07-28-18
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What Customers Crave
- How to Create Relevant and Memorable Experiences at Every Touchpoint
- By: Nicholas J. Webb
- Narrated by: James Foster
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The best companies in the world discover what their customers desire - and then deliver it in memorable and deeply human experiences. How well do you know your customers? What Customers Crave examines how the hyper-connected economy is radically changing consumer expectations, and reveals what companies need to do to stay on top. The solution rests on two simple questions: What do your customers love? What do they hate? Find the answers, and you're well on your way to success
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Must read if you are looking for a way to improve your business
- By Anonymous User on 05-06-20
By: Nicholas J. Webb
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What listeners say about How Clients Buy
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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- Daniel J. Coonan
- 02-08-23
Highly relevant
If you work in professional services this is a must listen. Wish I read this at the beginning of my career.
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- hayes carter
- 08-08-19
Great Book on professional/expert service sales
Solid book full of great information that is easy to follow and easy to apply.
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1 person found this helpful
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- Anne S.
- 03-15-23
10x Longer Than it Should Be
I read the other reviews saying the examples and metaphors dragged on, but there were some valuable nuggets of information. I would say this is the least concise book I've ever listened to, I often skipped ahead 30s at a time through long-winded metaphors. Basically, chapters 1-6 should just be 1 chapter. Then, there is some value of the 7 Elements and B2B business types. Also the book is filled with attemps at 1 liner humor and broad generalization of generations as well as equating millennial to young people. I'm not sure if they are eager to write new editions, but the examples will become dated very quickly.
Also, I feel bad for saying this, but the narrator is AWFUL. He often changed voices in a way that felt sarcastic. (The weak content didn't help, but still.)
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- Michael
- 10-18-19
Wish for more depth
it was a quick read so I shouldn't be surprised to find that there wasn't much in depth knowledge. Most of the book was stuff I already knew. The topics stayed too superficial.
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- Willert
- 06-23-20
Practical and Actionable
right book right time for me as I launch my Business Growth Consulting practice area. Biggest takeaway is the need to underwrite the conversation. I have to be clear on that topic. Recommend the read.
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Story
- Fred Schneider
- 01-10-21
Not much meat on the bone
Although there are plenty of words, analogies, stories of consultants the real meat in this book is rather lean and buried in the middle of the book sorrow fed by fat. To be sure there are two or three useful nuggets of insight, but not enough to have made the time spent with this book worth while.
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- Brad Maruca
- 07-20-24
Inventory of the obvious
I bought this book in earnest because it was focused on professional services. What I found was an inventory of the obvious. Pedestrian and basic, the level of people who “sell” professional services know that you introduce yourself, send follow up in 1- business day, speak to your experience, etc. I would not recommend this to anyone more than 2 years into their professional service career.
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