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How to Acquire Clients: Powerful Techniques for the Successful Practitioner [Paperback]

Alan Weiss
4.4 out of 5 stars  See all reviews (13 customer reviews)

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Book Description

March 15, 2002 0787955140 978-0787955144 1
Follow the expert advice in this book--the fourth in The Ultimate Consultant Series--and you won't fall victim to the success plateau that undermines many consultants. If you feel that your work has become easier, it may be that you're not climbing "up" but rather moving laterally. And, sooner or later, your plateau will begin to erode and you'll find yourself on a decline. In How to Acquire Clients, Alan Weiss, internationally recognized consultant and author of the best-selling Million Dollar Consulting, shows you how to continue to move "up the mountain."

Frequently Bought Together

How to Acquire Clients: Powerful Techniques for the Successful Practitioner + Million Dollar Consulting Proposals: How to Write a Proposal That's Accepted Every Time + Million Dollar Consulting (TM) Toolkit: Step-By-Step Guidance, Checklists, Templates and Samples from "The Million Dollar Consultant"
Price for all three: $102.03

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Editorial Reviews


"This is the fourth book in Alan Weiss' Ultimate Consultant Series and probably the best in the lot." (APC, 5/02)


"Alan Weiss's wisdom wins contacts, clients, and contracts. Buy this book and use it every day." --Jeff Gitomer, author, The Sales Bible and Customer Satisfaction Is Worthless, Customer Loyalty is Priceless

"Concise, practical, real-world strategies to get the contract. Weiss reveals how to land the big business fast." --Randy Gage, president, Gage Direct Marketing

"Alan Weiss has done it again! This book is a real eye opener for those of us who may have fallen into what he describes as 'the success trap.' Incredible insight into how to recharge your marketing and sales batteries!" --George Morrisey, author Morrisey on Planning series

"How to Acquire Clients should be required reading for anyone who sells for a living. I read this book and was struck by how relevant Alan's advise is to what we need to do--and keep doing." --Jarvis Coffin, CEO, BURST! Multimedia, LLC

Product Details

  • Paperback: 208 pages
  • Publisher: Pfeiffer; 1 edition (March 15, 2002)
  • Language: English
  • ISBN-10: 0787955140
  • ISBN-13: 978-0787955144
  • Product Dimensions: 7.3 x 0.8 x 9.7 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (13 customer reviews)
  • Amazon Best Sellers Rank: #1,105,929 in Books (See Top 100 in Books)

More About the Author

Alan Weiss: Biographical Sketch

Alan Weiss is one of those rare people who can say he is a consultant, speaker and author and mean it. His consulting firm, Summit Consulting Group, Inc. has attracted clients such as Merck, Hewlett-Packard, GE, Mercedes-Benz, State Street Corporation, Times Mirror Group, The Federal Reserve, The New York Times, and over 400 other leading organizations. He serves on the boards of directors of the Trinity Repertory Company, a Tony-Award-winning New England regional theater, and the Newport International Film Festival.
His speaking typically includes 30 keynotes a year at major conferences, and he has been a visiting faculty member at Case Western Reserve University, Boston College, Tufts, St. John's, the University of Illinois, the Institute of Management Studies, and the University of Georgia Graduate School of Business. He has held an appointment as adjunct professor in the Graduate School of Business at the University of Rhode Island where he taught courses on advanced management and consulting skills. He holds the record for selling out the highest priced workshop (on entrepreneurialism) in the 21-year history of New York City's Learning Annex. His Ph.D. is in psychology and he is a member of the American Psychological Society, the American Counseling Association, Division 13 of the American Psychological Association, and the Society for Personality and Social Psychology. He was recently appointed to the Board of Governors of Harvard University's Center for Mental Illness and the Media. He has keynoted for the American Psychological Association on two occasions.
He is a 2006 inductee into the Professional Speaking Hall of Fame' and the concurrent recipient of the National Speakers Association Council of Peers Award of Excellence, representing the top 1% of professional speakers in the world
His prolific publishing includes over 500 articles and 25 books, including his best-seller, Million Dollar Consulting (from McGraw-Hill). His newest is The Million Dollar Consulting' Toolkit. His books have been on the curricula at Villanova, Temple University, and the Wharton School of Business, and have been translated into German, Italian, Arabic, Spanish, Russian, and Chinese.

He is interviewed and quoted frequently in the media, and is an active member of the American Federation of Television and Radio Artists. His career has taken him to 54 countries and 49 states. (He is afraid to go to North Dakota.) Success Magazine has cited him in an editorial devoted to his work as 'a worldwide expert in executive education.' The New York Post calls him 'one of the most highly regarded independent consultants in America.' He is the winner of the prestigious Axiem Award for Excellence in Audio Presentation.
In 2006 he was presented with the Lifetime Achievement Award of the American Press Institute, the first-ever for a non-journalist, and one of only seven awarded in the 60-year history of the association.
He has coached the former and present Miss Rhode Island/Miss America candidates in interviewing skills.
He once appeared on the popular American TV game show Jeopardy, where he lost badly in the first round to a dancing waiter from Iowa.

Customer Reviews

Most Helpful Customer Reviews
34 of 36 people found the following review helpful
2.0 out of 5 stars Buy "Million Dollar Consulting" Instead... July 10, 2003
By A Customer
Format:Paperback|Verified Purchase
There is little to nothing new here that hasn't already been covered within Alan's incredible "Million Dollar Consulting." Based upon my very positive experience with "Million Dollar Consulting," I made a significant investment to purchase most of the titles within the "Ultimate Consulting" series of books. Unfortunately, with rare exception, each of these books is little more than an expanded excerpt from "Million Dollar Consulting." My advice? Buy, borrow, beg or steal a copy of Alan's incredible "Million Dollar Consulting." If you already own it, save the money that you would have otherwise spent on this or other books within the "Ultimate Consulting" series to invest elsewhere in your practice. Good luck.
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6 of 6 people found the following review helpful
5.0 out of 5 stars Guaranteed Techniques that Get the Sale October 22, 2006
Like the other books from this series, "How to Acquire Clients" is very hands on, and is presented in Alan Weiss' inimitable, tell-it-like-it-is style.

It begins with the proposition that successful selling occurs at the intersection of need, competency and passion - all of which, fortunately can be controlled by the consultant. Contrarian as ever, Weiss makes the case for generalising as a way to broaden your appeal, while customising your approach for high potential prospects.

In the second chapter, you are told to focus on the economic buyer (the fellow who has the budget and dicretion to spend on your services). You are taught to identify, meet and interact with the economic buyer as a peer. You also learn indirect methods of getting to the economic buyer where direct means fail.

Further you learn to match your approach to the predisposition of the buyer, follow a plan for controlling your meeting by setting objctives for each meeting, providing value early, listening 75% of the time and ending with an action plan suggested by you. You also learn to rebut obections which generally fall into no trust, no need, no hurry and no money (though they may be disguised as other issues).

Ever realistic, Weiss also teaches you how to "steal" clients from other consultants by plucking low-hanging fruits, positioning yourself through high vsibility, providing a bold contrarian solution to issues etc. You also learn to ensure repreat business and how to be selective (avoiding clients you do not want and getting those you do).

Overall, the book provides top value for money.
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9 of 10 people found the following review helpful
5.0 out of 5 stars Can Help You Acquire Clients Tomorrow February 23, 2004
By A Customer
It has always seemed to me that when quite a few 5-star reviews are accompanied by a couple of one and two-star reviews, something is worth reading. I found this book to be exceptional in that it: addresses finding new targets of opportunity; discusses a variety of ways to get to the buyer; examines behavioral predispositions; provides sample objections and rebuttals; teaches how to deal with committees; and a great deal more. The 5-star reviews are based on this kind of pragmatic detail and the one-stars on clear resentment of Dr. Weiss's success, apparently. In any case, if you're trying to sell professional services, buy this book. The sections on how to provide value early in the sales process and a dozen new sources of business are worth it alone.
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15 of 18 people found the following review helpful
5.0 out of 5 stars Avoiding the Success Trap April 23, 2002
Format:Paperback|Verified Purchase
Alan faces off against the number one consulting killer...success. How to Acquire Clients provides practical advice on all areas of a practice: stealing clients, negotiating, dealing with buyer barriers, committees, etc. The best aspect of the book for me is that none of the aspects are impossible to implement. You can buy the book today and immediately put the strategies into action.
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3 of 3 people found the following review helpful
5.0 out of 5 stars Excellent Sales Book! December 8, 2006
Format:Paperback|Verified Purchase
I have read almost all the books in this series as well as several others on the topic Mr. Weiss has written. They are all excellent! Contrary to another reviewer this book is not a rehash of other material. This book is incredible in telling consultants how to track down and land new clients, which is the life blood of any consulting practice.

I loved the section on overcoming objections. In my practice I have run into some of these objections as well as others and never had a good answer for them. Now I do. The material in this book changed my consulting sales in the one year since I started implementing the ideas and revenue has doubled in that same year.

If you are a consultant and have ever struggled with over coming objections, searching for new clients, or landing new business then you need to read this book.
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1 of 1 people found the following review helpful
5.0 out of 5 stars Acquire Clients April 20, 2008
Format:Paperback|Verified Purchase
Alan Weiss continues to boil down the best practices for consultants into his Ulimate Consultant Series. Much of the materials he covers are in other books on the topic. What makes How to Acquire Clients: Powerful Techniques for the Successful Practitioner (The Ultimate Consultant Series)valuable is that the information is all in one place and distilled into understandable strategies and actions. Only Get Clients Now!(TM): A 28-Day Marketing Program for Professionals, Consultants, and Coachesis more direct in its usefulness and approach
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1 of 1 people found the following review helpful
4.0 out of 5 stars A DEFINITE "MUST HAVE" book for Consultants February 7, 2007
Alan has done it again, as he has so many times before. This is yet another book full of relevant advice, common sense, and just good stuff all round! As with all of Alan's boooks, this is a definite "NEED TO" book for ALL consultants who call themselves PROFESSIONAL.
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