Book Description
This insightful book shows salespeople how to meet the needs of affluent clients—from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, boosting sales and repeat business. The Art of Selling to the Affluent is also a crash course in the world of the wealthy, giving you the understanding you need to satisfy and retain these profitable top-dollar clients.
Download Description
This insightful book shows salespeople how to meet the needs of affluent clients¿from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, boosting sales and repeat business. The Art of Selling to the Affluent is also a crash course in the world of the wealthy, giving you the understanding you need to satisfy and retain these profitable top-dollar clients.
Customer Reviews:
Fine , but not so precise.......2007-01-18
'working in high luxury hotel group wih many VIP's. Expected more specific details and oinstrucions from this book, but generally research and results that are brought in this book, are more then interesting .
Not for professionalists but good guide.
Matt nailed it!.......2006-08-10
IF you are serious about mingling with and potentially selling to or servicing the affluant client, this book is worth the money and your time. I have already seen substantial revenue by applying some of the many ideas and concepts Matt writes about. I hope I can meet Matt someday to thank him in person.
Wonderfully written...A must read book for all involved in selling........2005-11-23
Selling to the affluent is different from selling to any other market. As with any selling, you must know your market; and this book provides you with the perfect roadmap. If you follow and apply the strategies and techniques outlined in this book, and possess the confidence required, you will without a doubt, not only attract and serve the affluent, you will also become affluent.
Best Book on Affluent Selling to Date.......2005-08-09
I have been in the business for 20 years, and have recently been involved in closing the largest, most complex estate planning deals of my career. This is hands-down the clearest, most concise book on the mind of the affluent that I have ever read. The book describes exactly what I have been experiencing over the past 5 years in the industry and with my clients and prospects. For anyone who has at least one "high-net-worth" or affluent client this should be a "Must Read."
Insightful!.......2005-07-29
So you want to sell your products or services to wealthy individuals, but you aren't exactly sure how to do it? Don't worry. In many ways, selling to the rich is the same as selling to anyone else you want to convert into a loyal customer, but with a few important twists that might take a little practice. Sure, the wealthy can be more demanding, but the potential return more than justifies the extra effort. Before he distills his techniques down to seven straightforward selling rules that might apply in other circumstances as well, author Matt Oechsli provides survey-generated facts about the wealthy. This book overflows with axioms, "commandments," checklists, fill-in-the-blanks, calendar schedule pages, diagrams for business cards and numbered lists. All the sidebars suggest that there is science as well as "art" in selling to affluent buyers. We recommend this book for its useful insights into the high-stakes business of luxury sales.
Book Description
This book fills the huge gap between what companies and clients expect from coaching and what it actually does for them. Zeroing in on this popular technique to develop today's leaders, improve performance, and facilitate change, the book shows how to deliver coaching that helps anyone achieve extraordinary results.
Customer Reviews:
Best Coaching Book I've Read.......2005-08-03
What I like about this book are the concrete examples they give of "almost" coaching and best coaching. The best coaching book I've read. Recommended it to all laypeople looking to be better coaches.
Research-Based Approach Raises Coaching to a New Level.......2003-10-13
Over the past decade, the concept of coaching in the business world has become so ingrained that it's part of the landscape. A wide range of conversations, methods of feedback delivery, and relationships have been accepted as coaching in a rather loose collection of techniques...and results. As we move into an increasingly challenging period for employers, leaders must become substantially more effective at this process we describe as coaching. A whole new generation of leaders must be taught, coached, and brought to a higher level of performance.
Bacon and Spears, experienced in coaching more than 2,000 individual clients in Fortune 500 companies, share their knowledge and experience. Their researched-based approach emphasizes the skills needed by coaches and that coaching styles must be adapted to what the client needs. The eight styles they identify are directive (teacher, parent, manager, philosopher) and non-directive (facilitator, counselor, colleague, mentor). This model alone will expand, deepen, and enrich the work done by the vast majority of coaches in the corporate world.
The book offers even more, delivering checklists, assessment tools, tips and tools, and a wealth of sample coach-client dialogues. Recognizing the special opportunities the future will hold, the authors include insights into coaching across cultures, across generations, as well as coaching women, minorities, and C-level executives.
An epilogue with even more perspectives adds value to this volume, as do the reference section and comprehensive index. This is not a book for readers who simply want to gain a few insights into improving their coaching effectiveness. You'll learn, but you'll be overwhelmed. Adaptive Coaching is like a college textbook on the topic. It's a heavy, deep, and thorough treatment with relatively small type. The $39.95 price suggests that this is more than the average airplane reading management book...and it is. If you're serious about the critical and fine art of coaching in the complicated corporate environment, you'll gain considerable knowledge, insight, and growth from this book.
Side note: I am the author of Impending Crisis: Too Many Jobs, Too Few People. As a workforce futurist, I see what's coming... including a dangerous dearth of leadership. Application of the principles in this book will help today's leaders strengthen each other and the next generation of leaders.
Book Description
Fill the Empty Suit (or take it off completely!) This is a book of Simple Strategies For Providing Outstanding Service to Advertising Clients.
Account executives, and anyone else who deals with clients, will find themselves flinching, laughing, and committing to memory this sound advice, presented through real-life stories of satisfying success and embarrassing failure along the total spectrum of client service.
Customer Reviews:
Easy read, full of real world examples.......2007-04-23
A lot of these books where each chapter is a career tip or hint are mundane to read and only express the author's opinion on why the theory is applicable for others. This read was quick, easy, and even fun. The author gives anecdotes of things that actually have happened to him throughout his career, and the tone is casual and not overbearing.
Superb business book for anyone .......2006-05-31
This book hits home on so many keys to success in business, it stretches beyond just the agency world and into the essentials of servicing customers (which is what any business is all about right?). It is a fast read supported with loads of examples and stories from the author's decades of experience. To someone not in the agency world, it was great education in a few sittings. To someone who has been in business for a while it is an excellent reminder of some foundations for success. 54 will make you laugh and learn, a rare combination.
It's not just for Suits.......2006-05-21
Here's one of those books that offers information you might never discover -- even after years on the job. So why leave something important, like your career, to chance? Read the book and buy a few copies for your friends in the office. Doesn't matter if you're in account or creative. Robert offers sound advice you'll wish you knew about a few years ago.
THE process for all client service not just Marketing.......2006-05-14
This is the kind of book everyone who is in sales should read and digest. Not only do I believe every word - I have personal experience that validates every word. If you want to sell more (of anything), then improve your client service. When it comes down to it - it's one person selling to another - I don't care which company name is on your business card. This book nails client service.
Do not buy if .........2006-05-04
.. You have tasted client service before. I found this book to be very basic. I have been on client cervicing side before and didn't find anything interesting to note.
I would rather read a book which has all that this book has and much more.
Not a great buy !
Download Description
"Here is the perfect volume for graphic designers who want real-life advice for long-term success. Renowned designer Ellen Shapiro reveals time-tested tricks of the trade-for making sure the clients you want to work with know about you, become your clients, and work with you productively. Then, in a series of one-on-one interviews, leading designers such as Milton Glaser, April Greiman, Mike Weymouth, Drew Hodges, Marc Gobé, and partners in Pentagram reveal their personal experiences and insights on how to uphold creative standards while fulfilling clients' needs.Their advice will help you: identify what is distinct about your services; market yourself effectively; meet and court clients; learn the lingo of corporate strategy; make effective presentations; believe in the work you do and sell the work you believe in; obtain referrals from existing clients; keep clients coming back for more. CEOs and design managers from nineteen marketing- and design-savvy clients-such as Klein Bikes, The Knoll Group, Barnes & Noble, and Harvard-offer their own candid perspectives on the challenges, solutions, and triumphs of working with designers. Whether you are courting your first clients or seeking fresh insights for achieving even greater success, you cannot afford to be without this crucial resource."
Customer Reviews:
Awesome!.......2007-08-02
Now I know why the clients who like me, like me and why the ones who didn't, didn't. Read this book when starting your own business! Good reading! Good advice!
Misleading title.......2007-07-18
I purchased the book because it says: "HOW to make clients happy and do great work". Now there is maybe one or two pages in the entire book that will explain how to deal with clients. The rest of the book is just interviews of clients, but there is no real content on how to deal with situations like what to do if a client doesn't pay, or if a client asks for something different every time. These are real problems and a book that says "how to..." should actually provide information on ...well..."how to...". In a way it's inspirational, but once again, the companies as clients mentioned in the book are BIG NAMES...and 99.9% of us Graphic Designers work with the average Joe as customer. No good advice in the book sorry.
Very Misleading title.......2007-01-20
The title suggests that this books provides "guidance" and advice on client management for graphic designers. It however, is a very long collection of conversation style stories (told via interview questions) with client and designer (all very big names at that). The books does not contain any real collection of practices, principles, and/or tactical steps one can use. There's also no real organization to the book which definitely makes it "not a guide". It really feels as if the author is just showing off that she knows these big designers/clients well enough to chat and have coffee.
Review from Design In-Flight magazine, July 2004.......2004-09-10
As designers, creating solid, thoughtful solutions to design challenges is only part of the battle. While we spend time in school and on internships learning about design fundamentals, software packages and the printing process, its nearly impossible to gain an understanding of the complex designer/client relationship without the experience of a few successes and missteps.
Ellen Shapiro's The Graphic Designer's Guide to Clients aims to speed that learning process by giving experienced and novice designers alike an insider's look at some of the most successful designer/client collaborations of the past few decades.
Following the maxim that creatives learn best by following in the footsteps of the masters (an approach that is the basis of most fine arts programs), Graphic Designer's Guide shows us how the masters of our generation have perfected the art of successful designer/client collaborations.
Beginning with her own experiences, Ms. Shapiro shares with the reader her own techniques for getting, pleasing and keeping clients. Following this five chapter prelude, the meat of the book begins, with a series of 17 interviews with well-known designers (and clients), including: Milton Glaser, April Greiman, Rick Valicenti and others.
Whether you're looking to land your first client, or want to generate some referral business from your fifth, Graphic Designer's Guide is one book that will surely have some good advice to offer.
Motivational For The Business Owner.......2004-02-22
If you agree that doing great work for great clients is one of those things that you love about being in the design business...then this is a book you should read. I appreciated the keen client insights as well as the wisdom Ellen Shapiro provided on keeping and growing a design business post 9/11. The second part of the book interviews many of the greats in design highlighting their successful client relationships and work processes. It's a terrific behind the scenes review of how the big firms made their way. Some of the problems we may face as business owners in this field have, at one time or another, been faced by others who've gone onto further their own company's success. A good resource for the graphic design professional and business owner!
Average customer rating:
|
The Handbook of Investment Technology: A State-of-the-Art Guide to Selection, Implementation, & Utilization
Joseph Rosen , and
Kevin M. Merz
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Hardcover
 Reference
| Subjects
| Books
| Almanacs & Yearbooks
| Atlases & Maps
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| Books on Cassette
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ASIN: 0786309962 |
Book Description
Every year, investment firms spend billions to exploit the latest development in information technologies. The Handbook of Investment Technology provides a practical blueprint for making the most of today's cutting-edge technologies. The book explains all of today's information technologies, including telecommunications; groupware; imaging and document processing; artificial intelligence; and object-oriented analysis and design.
Average customer rating:
- How to Market Design: A Road Map For Design Consultants
|
How to Market Design Consultancy Services: Finding, Winning, Keeping and Developing Clients
Shan Preddy
Manufacturer: Gower Publishing Company
ProductGroup: Book
Binding: Paperback
General
| Instructional & How-To
| Arts & Photography
| Subjects
| Books
General
| Commercial
| Graphic Design
| Design & Decorative Arts
| Arts & Photography
| Subjects
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General
| Design & Decorative Arts
| Arts & Photography
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All Titles
| Qualifying Textbooks - Fall 2007
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Arts & Photography
| Qualifying Textbooks - Fall 2007
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Business & Investing
| Qualifying Textbooks - Fall 2007
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ASIN: 0566085941 |
Customer Reviews:
How to Market Design: A Road Map For Design Consultants.......2000-09-22
Most Marketing books are too generic to be immediately relevant to most designers. In contrast "How to Market Design Consultancy Services" provides a step by step guide to getting it right when communicating the value of your design consultancy to clients. If you have ever had a cold call go wrong or wondered why clients behave in unpredicted ways, this book is for you. It provides a clear road map to being better at communicating the value of design to non designers.
If you are setting up a design consultancy this book is a must.
Average customer rating:
- What you need to know to serve your clients
- Interesting book about client/designer relationships
|
Clients and Designers: Dialogues With Ceos and Managers Who Have Been Responsible for Some of the Decade's Most Successful Design and Marketing Comm
Ellen M. Shapiro
Manufacturer: Watson-Guptill Pubns
ProductGroup: Book
Binding: Hardcover
Graphic Design
| Design & Decorative Arts
| Arts & Photography
| Subjects
| Books
| Airbrush
| Animation
| Books
| Calligraphy
| Clip Art
| Commercial
| Graphic Arts
| Lithography
| Pop Culture
| Printmaking
| Silk Screen & Batik
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ASIN: 0823006395 |
Customer Reviews:
What you need to know to serve your clients.......2000-06-10
This was an incredible eye opener for me to see how one can properly serve a client. While it is written from a perspective of graphic designers and their relationships with clients, it is equally applicable to client relationships in other fields as well.
Interesting book about client/designer relationships.......1999-03-23
As someone interested in design, but completely void of talent, this book was interesting to read, and it provided me with some insight on how companies use design to shape their appearance. It made some good observations. I doubt it's worth the US $35,- quoted on the cover, but I got it second hand for US $5,- , so I'm not complaining. As I'm interested in computers, the interview with the person responsible for design at IBM was very interesting.
Concluding; I don't know if this is useful for graphic designers or their clients. I'll keep it around for occasional browsing. But realize I'm just interested in design, no pro at all.
Book Description
Distilling decades of experience, advertising executive Robert Solomon has compiled the definitive resource for advertising and marketing account executives: a fast-reading, pocket-size, actionable checklist of 54 essential ideas to help advertising professionals improve their account management skills and strategy.
Fully updated and revised, including a new introduction and new chapter on “Why Client Service Matters,” The Art of Client Service is geared to the entire account team: writer, art director, planner, researcher, media executive, producer, and support staff-anyone who works with clients. Account executives, and anyone else who deals with clients, will find themselves flinching, laughing, and committing to memory this sound advice, presented through real-life stories of satisfying success and embarrassing failure along the total spectrum of client service.
Learn:
+ How to live the client’s brand
+ Why client presentations are as important as new business presentations
+ How to nail your opening
+ How to lead with integrity
+ How to develop your personal style for success
Average customer rating:
|
Understanding the Construction Client
David Boyd , and
Ezekiel Chinyio
Manufacturer: Blackwell Publishing Limited
ProductGroup: Book
Binding: Paperback
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ASIN: 1405129786 |
Book Description
This book breaks new ground by creating a framework to understand clientsrsquo; actions and needs. Most construction management books focus on improving the construction process; this one focuses on a better engagement with the client. It challenges conceptions of both the construction industry and clientsrsquo; businesses so that a more effective process and greater client satisfaction can be achieved. The book suggests that lsquo;buildings are not about building but about changing and developing the clientrsquo;. The technical, organisational and psychological aspects of this are described and analysed in detail so that current experience can be explained and better practice determined. The book offers well-researched information about clients in a number of sectors - developers, supermarkets, NHS, government, airports and housing associations - which will help you understand what these clientrsquo;s business or service needs are and how construction fits into this. It demonstrates how to develop an appreciation of the clientrsquo;s perspective with a toolkit for ensuring successful client engagement. This makes Understanding the Construction Client a user-friendly and practical guide, as well as significant text for academia.
Books:
- The Big Book of Humorous Training Games (Big Book of Business Games Series)
- The Business of Healthcare Innovation
- The Carrot Principle: How the Best Managers Use Recognition to Engage Their Employees, Retain Talent, and Drive Performance
- The Complete Illustrated Guide to Furniture and Cabinet Construction
- The Essentials of Risk Management
- The First 90 Days: Critical Success Strategies for New Leaders at All Levels
- The Fundamentals of Business-to-Business Sales & Marketing
- The Labor Relations Process
- The Long Tail: Why the Future of Business is Selling Less of More
- The Power of Ethical Management
Books Index
Books Home
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Marketing to the Affluent
Networking with the Affluent
Fine Art Publicity, 2nd Edition: The Complete Guide for Artists, Galleries, and Museums (Business and Legal Forms)
Mastering High Net Worth Selling: The Critical Path
Selling to the Affluent
