Customer Reviews

How to Acquire Clients: Powerful Techniques for the Successful Practitioner

5 star:		(8)
4 star:		(1)
3 star:		(0)
2 star:		(1)
1 star:		(0)

 

 

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.

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.

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.

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.

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.

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

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.

This is a great companion book to "Million Dollar Consulting", Alan Weiss's best selling book on growing a consulting business. In "How to Acquire Clients", Weiss takes the reader step-by-step through the client acquisition process, using his theories, personal experiences, and anecdotes contributed by others.

My favorite chapter in this book is Chapter 1 - "Identifying Targets of Opportunity". In it, Weiss describes the three key ingredients to successful selling: 1) market need, 2) competency, and 3) passion. Where these three elements converge is the place where you, as the consultant, should be.

I also agree with Weiss's comments in Chapter 1 about being stuck in a "success trap". I have to admit that I have been happily wallowing in mine for many years, and just recently started looking for new avenues of growth.

The entire book is a joy to read. I found my self nodding my head over and over again as I was reading it.

If you are an established consultant, or just thinking about starting your own consulting business, then you should read this book.

Mitch Paioff, Author, Getting Started as an Independent Computer Consultant

Getting Started as an Independent Computer Consultant

When it comes to the consulting business, Alan Weiss has been there, done that and probably consulted for the T-shirt company that sold you the T-shirt. So what does a consultant do when he's mastered the consulting business? Why, he becomes a consultant to consultants of course. Weiss has perfected his craft. His book takes you into the buyer's office, a rarified atmosphere where being too anxious to please can cost you business fast. Weiss has an instinctive understanding of the relationship between prospect and consultant, and an uncanny ability to communicate it. He makes you feel empowered to strike out and start your own seven-figure consultancy - except you'd be competing against the likes of Alan Weiss. We from getAbstract strongly recommend his book to both veteran consultants and neophytes.

Alan Weiss tells it like it is. If you want to learn from one of the best...read EVERYTHING Alan Weiss writes! Alan's insights and experience are second to none. I personally own just about every book Alan Weiss has written. He is not only a consultant's consultant, but he is also a gifted writer as well.
Alan Weiss's advice, insights and knowledge will take years off your learning curve. This book is a must for your library.

Lenny Laskowski, Author of National Best Selling Book:
"10 Days to More Confident Public Speaking"
President of LJL Seminars(tm)