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| How to Acquire Clients: Powerful Techniques for the Successful Practitioner | 
 enlarge | Author: Alan Weiss
Publisher: Pfeiffer
Category: Book
List Price: $48.00
Buy New: $31.46
You Save: $16.54 (34%)
New (19) Used (10) from $29.82
Avg. Customer Rating:  10 reviews
Sales Rank: 438403
Media: Paperback
Edition: 1st
Number Of Items: 1
Pages: 208
Shipping Weight (lbs): 0.6
Dimensions (in): 9 x 7.7 x 0.5
ISBN: 0787955140
Dewey Decimal Number: 001.0688
EAN: 9780787955144
ASIN: 0787955140
Publication Date: March 15, 2002
Availability: Usually ships in 1-2 business days
Condition: Brand new Book, ALL days Low Price !
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Product Description
Follow the expert advice in this book--the fourth in The Ultimate Consultant Series--and you won't fall victim to the success plateau that undermines many consultants. If you feel that your work has become easier, it may be that you're not climbing "up" but rather moving laterally. And, sooner or later, your plateau will begin to erode and you'll find yourself on a decline. In How to Acquire Clients, Alan Weiss, internationally recognized consultant and author of the best-selling Million Dollar Consulting, shows you how to continue to move "up the mountain."
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| Customer Reviews: Read 5 more reviews...
 Buy "Million Dollar Consulting" Instead... July 11, 2003
17 out of 18 found this review helpful
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.
 Avoiding the Success Trap April 23, 2002
14 out of 17 found this review helpful
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.
Can Help You Acquire Clients Tomorrow February 23, 2004
9 out of 9 found this review helpful
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.
Guaranteed Techniques that Get the Sale October 22, 2006
5 out of 5 found this review helpful
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.
Highly Recommended! March 5, 2003
4 out of 8 found this review helpful
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.
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