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

by Kase, Larina

• ISBN13: 9780071770750
• ISBN10: 0071770755
• Edition: 1st
• Format: Paperback
• Copyright: 2011-10-11
• Publisher: McGraw-Hill Education

Summary

Convert relationships into revenue-generating business! With Clients, Clients, and More Clients, you'¬"ll learn how to capture the attention of the right connections, build loyal relationships, and influence people to hire you. Larina Kase combines the latest research from the field of psychology with her own background as a marketing psychologist to help you understand exactly how potential clients think'¬ ;and use this information to close the deal. Discover how to understand the true needs of a client; access underlying emotions through the use of metaphor; alleviate clients' stress or fears; use color and design psychology to optimize your branding; make yourself memorable; use endorsements in the way that really works; package your products and services so people decide to purchase them. Larina Kase, PsyD, MBA, is a cognitive-behavioral psychologist and marketing consultant to service business owners. She publishes the monthly ezine Stand Out! Marketing that Grabs Attention and Gets Resultsand is the author or coauthor of several business books, including The Confident Leaderand The Confident Speaker.

Author Biography

Larina Kase, Psy.D., M.B.A., is a cognitive-behavioral psychologist and marketing consultant. She is the author or coauthor of several business books, including The Confident Leader and The Confident Speaker. .lives in Philadelphia, PA.

Table of Contents

Foreword	p. xiii
Acknowledgments	p. xvii
Introduction	p. xix
How Do I Initiate Relationships That Get Results?
Make the Right ConnectionsùPeople Look for Those Who Fill a Need	p. 3
Grab Attention ù People Are Drawn to These Five Things	p. 21
Engage EmotionùPeople Respond to Feelings, Stories, and Metaphors	p. 37
Establish Credibility-People Want to Work with Trustworthy Experts	p. 53
How Do I Create Meaningful Connections That Last?
Be MemorableùPeople Can Be Aware of Only a Few Things at a Time	p. 71
Follow UpùPeople Are Comforted by Consistency	p. 83
Give ValueùPeople Quickly Determine Whether Something Is Helpful	p. 99
Stimulate DiscussionùPeople Become Invested When They're Involved	p. 115
How Do I Influence People to Refer to Me, Hire Me, and Buy from Me?
Use Social Proof-People Look to Certain Others to Decide What to Do	p. 137
Give First-People Naturally Reciprocate Genuine Support	p. 157
Simplify EverythingùPeople Deliberate on the General and Act on the Specific	p. 177
Influence ActionùPeople Decide in the Opposite Way of What You'd Think	p. 197
References	p. 213
Index	p. 223
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