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The Irresistible Consultant's Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom Paperback – April 18, 2017
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“Fields' delightful book isn’t just about winning clients--it’s about winning them the right way, for the right reasons, in ways that add to everyone’s wealth.” – Charles Green, author of #1 bestseller The Trusted Advisor
“Redefines the laws and rules of attraction. … Every consultant should read and implement the six steps if they're serious about doubling their income.” – Jeffrey Gitomer, author of the Little Red Book of Selling
"This book is an indispensable resource for consultants.” – Keith Ferrazzi, author of the #1 New York Times Best Sellers Who’s Got Your Back and Never Eat Alone
"If I could have just one book on client strategy, this book would be it. I can't recommend it highly enough." – Marshall Goldsmith, international bestselling author of What Got You Here Won't Get You There and Triggers.
“Fields delivers a comprehensive guidebook that is at once highly approachable and satisfyingly detailed.” – Midwest Book Review/Library Bookwatch
About the Author
David A. Fields, co-founder of Ascendant Consulting, works with small consulting firms across the globe that are eager to accelerate growth, increase profit and create lifestyle-friendly practices. A bestselling author, speaker, consultant, and mentor, David also heads Ascendant Consortium, whose clients are a "Who's Who" of the business world. Named one of Advertising Age magazine’s “Marketing Top 100,” David's insights are featured in IndustryWeek, USA Today, CNN Money, Investor’s Business Daily, Advertising Age, BusinessWeek, SmartMoney, and other publications.
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1. know how to identify the problem you solve, that clients need, that demands action, and that they are willing to pay for
2. know how to efficiently and effectively express your offering to the audience that needs you and is looking for you
3. know how to raise your visibility so your clients who need you will find you
4. know how to connect with and nurture potential clients - building the trust and believe in you needed to win engagements
5. know how to progress through a natural conversation with a client, that not only defines the problem - but the value of solving it
6. know how to construct and deliver a powerful proposal your clients will happily accept
7. know how to keep this pipeline of success primed and working, without gaps, going forward
I should also mention that David has provided a bounty of bonus material for the reader's use - made available through a website revealed in the book. You will benefit from this material as well...
The book is a fast and easy read and David's advice can be applied for effect rapidly. I know this first hand as I have applied David's principles to create and sustain a substantial consulting practice of my own. The adjustments were subtle, but powerful. In spite of a highly successful corporate career, I am certain that without David's advice to navigate my transition, my results would have been far slower and far more painfully (and expensively) earned. I'm thrilled to see David has captured his principles in the form of this book, so they can be more readily shared. I know I will be recommending it - to the benefit of my clients who are consultants.
‘The Irresistible Consultant's Guide to Winning Clients: 6 Steps to Unlimited Clients & Financial Freedom’ is an easy to read book that gives you simple, yet effective advice on how to build relationships with your clients, focus your thinking and create a successful business. Why do people look for consultants and how can you do a better job as one? You will get answers to all these questions and more.
As the title suggests, the book comprises of six steps, each describing a specific field you need to work on. There’s always useful information, some interesting tips, advice, and a lesson for you to learn in each chapter of the book. What I especially liked in this Consultant’s Guide is that it is written in an easy-going manner that can be perceived by anyone. You can read it fast in just a couple of days, or spend a week carefully thinking over each chapter – it’s up to you! I read the book slowly, letting all the information soak in, and my mind adapt to the new way of thinking proposed in the book. It was really worth it!
The first step, ‘Think the Right Side Up’ reveals a world of new perspectives that will let you look at your job and lifestyle in a different light. You will learn how to flip your focus from you to them which is crucial if you want to build a successful business. In the second step, ‘Maximize Your Impact’, you will learn the meaning of words ‘you aren’t fishing where the fish are’ and why is it so hard for you to build your business. Your life will become so easier once you figure out where to put your energy! Step three, ‘Build Visibility’, teaches us the significance of marketing and relevant exposure that helps attract clients, while step four, ‘Connect, Connect, Connect’, reveals the importance of building relationships with people. The stronger and richer relationships you build, the wealthier you are, that’s a given.
Here are a few of my favorite takeaways:
First, David develops a concept he calls the “fishing line.” A fishing line is not a cheesy tag line or a slick slogan (And not an elevator speech either. Who wants to talk in an elevator?). It’s a succinct, highly focused, 10-15 word positioning statement designed to get a prospect’s immediate attention and open a productive conversation.
“A great fishing line can take years to perfect, although you can create a serviceable version in about a half an hour,” David advises. “The more precise your target, the better. The more concrete the issue, the better. The shorter the better.“
This one concept, alone, is worth the price of the book.
However, I also found helpful David’s advice regarding building visibility to be invaluable. His diagram on the visibility power of various kinds of business writing was something I had never seen before, and the nitty-gritty detail of calling clients early in the morning or late in the afternoon when most administrative assistants are not in the building, rang true with my experience.
Again, this is a great guide (not a textbook or the “bible” on consulting) from a consultant’s consultant who knows the ropes of building more than a few successful practices. My thinking was stretched and my skills sharpened by this intensely practical, fun read.