- 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: 15.5 ounces (View shipping rates and policies)
- Average Customer Review: 13 customer reviews
- Amazon Best Sellers Rank: #1,387,598 in Books (See Top 100 in Books)
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How to Acquire Clients: Powerful Techniques for the Successful Practitioner 1st Edition
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"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
Top customer reviews
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
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.
All too often we are guilty of becoming to involved in the details, technical matters, of our business and never take time to look at it from 30,000 feet and do strategic planning. Or, we never really understand life blood of all businesses: aggressive marketing & sales.
This book makes (requires) you to look objectively at your business --- as an outsider and not as a technician.
The rethoric is not completely invalid, it is just lame, not particularly innovative.
One thought came up, if the author really is the living picture of the success he claims, he did not use the insipid advice he is giving us in this book. Because he would not have gone very far.