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What Clients Love: A Field Guide to Growing Your Business Paperback – June 10, 2010

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What Clients Love: A Field Guide to Growing Your Business + Selling the Invisible: A Field Guide to Modern Marketing + You, Inc.: The Art of Selling Yourself (Warner Business)
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Editorial Reviews

About the Author

Harry Beckwith is founder of Beckwith Advertising & Marketing, working with some of America's best 100 service companies as well as smaller companies across the country. A graduate of Stanford University and a former creative supervisor for one of America's most honoured ad agencies.

From AudioFile

Beckwith delivers an audio every bit as extraordinary as his earlier works, SELLING THE INVISIBLE and THE INVISIBLE TOUCH. Delivered with a sardonic tone that works with the material, his message is that almost everything you think is important in marketing, sales, and communication is not. It's the relationship, stupid, and very little else matters when it comes to motivating people to work with us, buy from us, help us, hire us, or consider our ideas. Though cocky as the dickens, the author offers valuable personal stories of trial and error, and his intimate delivery makes him almost lovable. He knows our confusion. He's one of us. A fresh approach to fresh ideas, a wake-up call for anyone in business, and a stimulating listening experience. T.W. © AudioFile 2003, Portland, Maine-- Copyright © AudioFile, Portland, Maine --This text refers to an out of print or unavailable edition of this title.
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Product Details

  • Paperback: 304 pages
  • Publisher: Business Plus; Reprint edition (June 10, 2010)
  • Language: English
  • ISBN-10: 0446556025
  • ISBN-13: 978-0446556026
  • Product Dimensions: 5 x 0.8 x 7.5 inches
  • Shipping Weight: 7.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.0 out of 5 stars  See all reviews (8 customer reviews)
  • Amazon Best Sellers Rank: #445,884 in Books (See Top 100 in Books)

More About the Author

Harry Beckwith is a frequent guest lecturer for many national corporations, including ABC, Inc., BellSouth Corporation, Norwest Corporation, and Marsh & McLennan Companies, Inc., among others. He lives in Minneapolis, Minnesota.

Customer Reviews

Most Helpful Customer Reviews

15 of 17 people found the following review helpful By R. L Saunders on May 14, 2003
Format: Audio CD
As a business owner, I've never allowed myself to think. (didn't want to recreate the wheel, ya know.) I read to glean ideas and apply them where I think they might fit.
Wrong, Wrong, WRONG!!!
He emphasizes how important "my" clients are and that I know better than anybody else what my clients love. It took WHAT CLIENTS LOVE to get me to act on that knowledge. My initiative has grown exponentially, because of this book. Bet my business will mirror my ambition now!
His style is not the academic, "I-know-best, nose-up-in-the-air" pontification. He shares his painful bombs, and near-successes too(How he grew!!) His honesty is refreshing and helpful.
This is my first subject from Mr. Beckwith. It will not be the last.
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3 of 3 people found the following review helpful By Judd Kessler on March 20, 2011
Format: Paperback Verified Purchase
I loved Harry's first book, and this one is even better. While I don't agree with all the advice, he certainly nails the decision points and helps you make any marketing or sales more effective.
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2 of 2 people found the following review helpful By JStar on June 12, 2013
Format: Paperback Verified Purchase
This book helps you remember why you do what you do, which (hopefully) is to serve your clients, and it helps you do it better.
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1 of 1 people found the following review helpful By D. Warden on January 7, 2014
Format: Paperback Verified Purchase
I manage a large sales team and provide this book to all new account managers upon hire. Some of the anecdotes are simple but often overlooked items that make an impact with clients.
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