
Clients, Clients, and More Clients: Create an Endless Stream of New Business with the Power of Psychology
1st EditionISBN10: 0071770755
ISBN13: 9780071770750
Copyright: 2012
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The estimated amount of time this product will be on the market is based on a number of factors, including faculty input to instructional design and the prior revision cycle and updates to academic research-which typically results in a revision cycle ranging from every two to four years for this product. Pricing subject to change at any time.
The estimated amount of time this product will be on the market is based on a number of factors, including faculty input to instructional design and the prior revision cycle and updates to academic research-which typically results in a revision cycle ranging from every two to four years for this product. Pricing subject to change at any time.
Program Details
Part 1 How Do I Initiate Relationships That Get Results?
1 Make the Right Connections—People Look for Those Who Fill a Need
2 Grab Attention—People Are Drawn to These Five Things
3 Engage Emotion—People Respond to Feelings, Stories, and Metaphors
4 Establish Credibility—People Want to Work with Trustworthy Experts
Part 2 How Do I Create Meaningful Connections That Last?
5 Be Memorable—People Can Be Aware of Only a Few Things at a Time
6 Follow Up—People Are Comforted by Consistency
7 Give Value—People Quickly Determine Whether Something Is Helpful
8 Stimulate Discussion—People Become Invested When They’re Involved
Part 3 How Do I Influence People to Refer to Me, Hire Me, and Buy from Me?
9 Use Social Proof—People Look to Certain Others to Decide What to Do
10 Give First—People Naturally Reciprocate Genuine Support
11 Simplify Everything—People Deliberate on the General and Act on the Specific
12 Influence Action—People Decide in the Opposite Way of What You’d Think
References
Index
About the Author
About the Author
Larina Kase
Larina Kase, Psy.D., MBA, is a business psychologist and the founder of Performance & Success Coaching LLC, an international business consultancy. She recently served on clinical faculty at the world-renowned Center for the Treatment and Study of Anxiety of the University of Pennsylvania and is the co-author of the bestselling The Confident Speaker.
Part 1 How Do I Initiate Relationships That Get Results?
1 Make the Right Connections—People Look for Those Who Fill a Need
2 Grab Attention—People Are Drawn to These Five Things
3 Engage Emotion—People Respond to Feelings, Stories, and Metaphors
4 Establish Credibility—People Want to Work with Trustworthy Experts
Part 2 How Do I Create Meaningful Connections That Last?
5 Be Memorable—People Can Be Aware of Only a Few Things at a Time
6 Follow Up—People Are Comforted by Consistency
7 Give Value—People Quickly Determine Whether Something Is Helpful
8 Stimulate Discussion—People Become Invested When They’re Involved
Part 3 How Do I Influence People to Refer to Me, Hire Me, and Buy from Me?
9 Use Social Proof—People Look to Certain Others to Decide What to Do
10 Give First—People Naturally Reciprocate Genuine Support
11 Simplify Everything—People Deliberate on the General and Act on the Specific
12 Influence Action—People Decide in the Opposite Way of What You’d Think
References
Index
About the Author
About the Author
Larina Kase
Larina Kase, Psy.D., MBA, is a business psychologist and the founder of Performance & Success Coaching LLC, an international business consultancy. She recently served on clinical faculty at the world-renowned Center for the Treatment and Study of Anxiety of the University of Pennsylvania and is the co-author of the bestselling The Confident Speaker.
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