Clients, Clients, and More Clients: Create an Endless Stream of New Business with the Power of Psychology https://www.mheducation.com/cover-images/Jpeg_400-high/0071770755.jpeg 1 9780071770750 TURN EVERY BUSINESS CONNECTION INTO A PAYING CLIENT With a Foreword by Michael Port, bestselling author of Book Yourself Solid Clients, Clients, and More Clients arms you with powerful tools from the field of psychology for building every business connection into the kind of relationship that leads to referrals, joint ventures, and sustainable business growth. “In this book—chock full of ideas at the intersection of marketing and psychology—Larina Kase shows you how to master the art of building relationships that drive new clients.” —David Meerman Scott, bestselling author of Real-Time Marketing & PR “Larina Kase has done a first-rate job of explicating many crucial elements of human psychology. But it is her instructive advice on how to harness that information profitably that elevates this book’s usefulness to great heights.” —Robert B. Cialdini, author of Influence: Science and Practice “Larina Kase knows about social proof. You can tell by who she got to endorse the book. But go deeper. There’s lots of actionable information in here, and it will result in more business.” —Chris Brogan, coauthor of Trust Agents and president of Human Business Works “This book is ideal if you’ve ever wondered how to differentiate yourself from the crowd, how to really build relationships that pay off, and how to establish your expertise with ease. This is one book you will thank yourself in the future for!” —Shama Kabani, author of the bestselling The Zen of Social Media Marketing “If ‘who you know’ and making a meaningful connection with them is truly part of the success factor in business (and it is), I promise you that Larina Kase's Clients, Clients, and More Clients will have your phone ringing and e-mail box full of people who truly want to do business with you. A savvy, wise, and value-based text allows the reader to learn what few others understand: the Science and Art of Connecting. I've read and reviewed a dozen books on building a solid client base. Most completely miss the target. This book is a handbook to meet, connect with, and build a valuable relationship with just about anyone you want to.” —Kevin Hogan, Psy.D., author of The Science of Influence and The Psychology of Persuasion “This is a remarkable, readable, and instantly practical book packed with leading-edge tips on attracting new clients fast. I loved it!” —Dr. Joe Vitale, author of The Attractor Factor “In Clients, Clients, and More Clients, Larina Kase shows you how to find and influence prospects so they’ll understand the value of your work and readily do business with you. The research-based strategies in this important and engaging book are worth any businessperson’s time, close study, and dedicated application. The book is true to its promises." —Mark Levy, founder of Levy Innovation and author of Accidental Genius: Using Writing to Generate Your Best Ideas, Insight, and Content ”Clients, Clients, and More Clients is a must-read for every sales executive, sales manager, and company executive. This is not your typical how-to sales guide, as it digs deep into how to change a losing sales strategy into a winning success. Larina uncovers the psychology behind the sales mentality, and breaks the process down, step-by-step; making it crystal clear the direction you’ll need to take to achieve long-term success.” —Shawn Jennings Edgington, CIC, CEO, and founder of Granite Insurance Brokers, Cyber Safety Academy Fundraiser, and author of The Parent's Guide to Texting, Facebook and Social Media
Clients, Clients, and More Clients: Create an Endless Stream of New Business with the Power of Psychology

Clients, Clients, and More Clients: Create an Endless Stream of New Business with the Power of Psychology

1st Edition
By Larina Kase
ISBN10: 0071770755
ISBN13: 9780071770750
Copyright: 2012
09780071770750

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ISBN10: 0071770755 | ISBN13: 9780071770750

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Program Details

Introduction
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.