How to Acquire Clients: Powerful Techniques for the Successful Practitioner (Hardcover)

by Alan Weiss (Author) "There comes a time in every consultant's career when there is a need to identify and pursue new business and then wrestle it to the..." (more)
Key Phrases: Action Step, New York, The Telephone Doctor (more...)

Editorial Reviews

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

Review
"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

See all Editorial Reviews

Product Details

• Hardcover: 208 pages
• Publisher: Pfeiffer; 1st edition (March 21, 2002)
• Language: English
• ISBN-10: 0787955140
• ISBN-13: 978-0787955144
• Product Dimensions: 9 x 7.7 x 0.5 inches
• Shipping Weight: 8.8 ounces (View shipping rates and policies)
• Average Customer Review: 4.4 out of 5 stars See all reviews (11 customer reviews)
• Amazon.com Sales Rank: #415,909 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

19 of 20 people found the following review helpful:

2.0 out of 5 stars Buy "Million Dollar Consulting" Instead..., July 10, 2003

By A Customer

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.

9 of 9 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.

14 of 17 people found the following review helpful:

5.0 out of 5 stars Avoiding the Success Trap, April 23, 2002

By	Paul Evans (Montgomery, AL United States) - See all my reviews

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.