Ah, the classics. Here are some books to help you attract more clients.
1001 Ways to Market Your Services—Even if You Hate to Sell by Rick Crandall (Contemporary Books, 1998, $16.95). This specific guide to marketing and sales methods provides 1001 real examples of professional marketing. It is filled with short, interesting examples, highlighted by pictures, tip boxes, and an “Action Agenda” at the end of each chapter with ideas and reminders to summarize.
Become a Recognized Authority In Your Field In 60 Days or Less! by Robert Bly (Alpha, 2002, $18.95). This book is about how to quickly become the preeminent, in-demand guru in your field and gives many steps on how to promote and market your knowledge and skills.
Creating New Clients—Marketing and Selling Professional Services by Kevin Walker, Cliff Ferguson, and Paul Denvir (Continuum, 2000, $31.95). This book outlines the skills required for maximum success in professional service firms, noting that selling themselves is based on chemistry, trust and an expected long-term business relationship. Their advice is based on the PACE Pipeline model, meaning that the opportunities for future business flow generated by accumulated efforts and activities.
Managing the Professional Service Firm by David Maister (Free Press Paperbacks, 1997, $25.00). In this general book on firm management, Maister states that all professional service firms have the same mission statement, essentially, “service, satisfaction, and success.” His book gives advice on dealing with clients, management, partnerships and managing practices with multi-locations.
Marketing Your Consulting and Professional Services, 3rd Edition by Dick Connor and Jeff Davidson (John Wiley & Sons, 1997, $39.95). The book outlines four important “how-to’s to ensure success:
- How to ensure satisfaction
- How to make client-centered marketing a natural activity
- How to make the most of your relationships
- How to work from your comfort zone
Million Dollar Consulting — The Professional’s Guide to Growing a Practice by Alan Weiss (McGraw-Hill, 1998, $14.95). This guide urges the reader to push the envelope and go beyond their normal practices. It helps to target, land, and keep powerful clients, as well as establishes the firm’s image and intensifies its profile. Weiss also gives tips on bases for fees and using new technology as a tool of business.
Rainmaking —The Professional’s Guide to Attracting New Clients by Ford Harding (Adams Media Corp, 1994, $14.95). This is the self-help guide for a professional wanting to enhance his sales and marketing skills. It is divided into three parts: obtaining leads, advancing and closing the sale, and building the right marketing strategy for you. The book uses checklists and appendices to highlight the written and visual material, including how to develop and customize a marketing strategy, network effectively, write articles to draw clients, and use direct mail to attract new clients.