Customer Reviews

Clients, Clients, and More Clients: Create an Endless Stream of New Business with the Power of Psychology

5 star:		(5)
4 star:		(0)
3 star:		(1)
2 star:		(0)
1 star:		(0)

 

 

First, I am a bit biased. I met Larina Kase, PsyD, a few years ago just as her books were hitting the New York Times best sellers list (The Confident Speaker) and immediately became a fan of her combining great marketing material with intelligent and interesting research to make her work cutting edge as well as classic. Her writing content always includes a variety of stimulating marketing ideas useful for any business whether you are a therapist (The Successful Therapist), Coach (The Successful Coach), or business person (The Confident Speaker).

Clients, Clients, and More Clients delivers precisely the very life blood - clients, reoccurring, referring, and new clients - that every business needs to survive and thrive in the 21st century.

Larina presents a whole marketing strategy in a nearly linear fashion, so you get the whole picture altogether. Whatever your strengths or weaknesses, you will want to read the whole book with a pen in hand to highlight and take notes for the many creative business ideas your reading it will generate for you. Additionally, Larina addresses truthfully that most of us will have weaknesses in some key areas of this Client Creation Strategy. In her Introduction, Larina provides an overview of the whole system strategy she will go over in the body of the book. And then helps each of her readers to identify the areas of weakness and need where they perhaps need to focus their time, effort, energy, and money for optimal results, not just busyness. I think that is one of the attributes of Clients, Clients, and More Clients as well as Larina's earlier books. She doesn't just recommend to go out and network willy nilly in the absence of focuses efforts and promise you that this will grow and thrive your business and practice. Instead she not only recommends that you target your efforts to the best-suited networking groups and business associations, she also provides strategic advice about how to find and locate such groups that fit well with what you do professionally.

In the introduction, Larina provides the over view for the book and Client Strategy.

Challenge 1: You not attract the attention of and initiate relationships with the right people

This includes material for both the introverts who might feel uncomfortable simply making the direct approach with people to also material for people like me who are extroverts very comfortable and assured to make those first approaches but frustrated with the plethora of networking leads groups populated with hobby business people which are completely unsuitable for my business. Even if you don't think you are weak in this area, do read Chapters 1 - 4 which address this challenge because I bet you will discover some fresh ways for you to run this part of your Client Strategy from Larina.

Challenge 2: You do not follow-up and connect to form trust, an emotional bond, and ongoing relationships

Who hasn't attended a large crowd business networking event and gone home with a ton of business cards? And yeah, who hasn't felt like they just about got spammed live at the meeting? This whole section which includes Chapters 5 - 8 will completely resonate for you. It can help you to avoid those low value meetings and also when you do return to your office with a number of business cards that you then have a plan to follow up and create genuine connection with them leading to mutually beneficial business for you both.

Challenge 3: You not convert relationships into referrals and new clients and customers

While we do need to Give First To Get, there is such a thing as giving too much, giving it away, or giving it away to all the wrong people. Chapters 9 - 12 will most closely help you to strategize about what to do so that your generosity is appropriately rewarded with referrals, excellent word-of-mouth, and new customers.

As you can see, Larina delivers a whole system strategy combined with concrete action steps so you can take this book home, read it, brain storm, and implement it into your business practice whether you are a consultant or coach like I am, a psychotherapist, or a real estate agent. You can see how Larina's book will help you to grow your business to a thriving solidly established practice. Pick up your own copy today here at Amazon and start benefiting your business with her wise and practical strategies.

April Braswell
Dating Relationship Coach

Books that focus on both business and psychology are usually disappointing. Some of them offer tried and true business principles with a side of psychology thrown in, and some are so heavy on the psychological theory side that it is hard to find anything practical in them for a business. Larina Kase, the author of Clients, Clients, and More Clients, has struck a great balance in her latest book.

The book is divided into three broad sections that help business owners face the three most common challenges in relationship marketing:

Challenge #1 - Initiating The Right Relationships.

Challenge #2 - Creating Meaningful, Lasting Connections.

Challenge #3 - Turning Relationships Into Clients (That Refer More Clients)

Each chapter presents several "action steps" to take to put specific principles in action. These are extremely helpful and really make the book a valuable tool more than just an interesting read. These are scattered throughout the chapter, so each piece of information has its own specific set of action steps to follow. Whether its establishing credibility, initiating conversations, or grabbing someone's attention, these steps are a great starting point to implementing the principles in the book.

One of my favorite sections in the book was on creating content. The author shares easy ways to get your writing moving in the right direction and principles for making sure your emails get read. Very good, content rich information and its contained on less than 4 pages. Some other favorites include the chapters in the last section on social proof and influencing action.

If you are at all interested in ways to meet more prospects and convert more prospects into clients, this book is chock full of real material you can actually use. I have read a lot of books that cover similar topics, but its hard to pinpoint any that do a better job of conveying so much actionable content in 200 pages. Highly Recommended.

If you like this and want to know more about the psychology of influence, be sure and pick up the classic Influence: The Psychology of Persuasion (Collins Business Essentials). Not as much actionable content, but a valuable read.

Do you know how to court clients and then keep them? Courting is the easy part. Keeping clients requires time, commitment and energy. Larina Kase's book gives you the road map to help you expand your circle of influence, expose the best of who you are, and all that you have to offer.

I especially enjoyed reading Chapter 3: Engage Emotion - People Respond to Feelings Stories, and Metaphors. We've all heard the saying, "Everyone has a story," but did you know that when you share your story with others, people will remember you? And when they remember (and like you), they are more likely to do business with you. Larina's book contains priceless information on how to connect with others, ascertain their needs, and ask the right questions. All of these skills combined eventually lead to more clients and greater success!

There is no magic bullet solution to marketing. It takes effort. But how do you know you are engaged in useful practices?

Larina Kase gives the reader tons of practical suggestions backed by research on why these techniques are relevant to you and your sales and marketing process. Whether you follow all of her advice or just pick and choose this book will help you build a strong system to dramatically increase your contacts, prospects and clients.

In her newest book, Clients, Clients and More Clients, Dr. Larina Kase leads her readers to business success; not with cheap tricks or gimmicks, but by applying sound principles from social and behavioral psychology. Read between the lines and you'll find not only a wonderful teacher and business coach, but also a compassionate, sensitive therapist offering support along the way.

Your ability to get clients depends on your ability to connect. In Clients, Clients, and More Clients, Larina Kase talks about this process. Connections will only form if you are willing to make time for them. When you're connecting with someone, be able to clearly explain what it is you do and who you are.

When you have the opportunity to talk about your work, you need to first make sure you really understand your service (or product). Know what's different about it and keep it simple. If you offer a confusing array of choices to a prospect, they're not likely to choose anything.

However, don't go into a situation with the mindset of only wondering what people can do for you and spending the time talking only about your needs. Rather, focus first on what you can do for others. It makes it much easier for you to connect and takes the pressure off needing to say the `right thing'.

As you attend the appropriate networking events, take time afterwords to track what you do. Who did you meet? What do they need? Writing it down in some kind of system helps you remember people's preferences so you can either work with them later or refer them out to the right person. It's also a critical step for following up. Meeting people is only the beginning. If you don't keep in contact regularly, they have no reason to remember you.

For consultants or entrepreneurs, finding clients can definitely be stressful. However, if you think in terms of connections, rather than clients, the process can be easier.

Disclaimer: I received this book for free from McGraw-Hill in exchange for a review.