Courting Business : 101 Ways for Accelerating Business Relationships

by Sabath, Ann Marie

• ISBN13: 9781564147691
• ISBN10: 156414769X
• Format: Paperback
• Copyright: 2005-02-01
• Publisher: Career Pr Inc

Summary

"Gives you the strategies for getting prospects to contact you, instead of you having to chase them."

Author Biography

Ann Marie Sabath is the founder of At Ease Inc., an 18-year-old business development firm, and the author of Business Etiquette (Career Press)

Table of Contents

Introduction	13	(8)
How Is ``Accelerating'' Business Relationships Different From the Way You're Already Interacting With Prospects?	21	(2)
The Laws of Attraction	23	(1)
How Would You Rate Your Courtship Savvy?	24	(1)
It's Your Attitude, Not Your Aptitude, That Determines Your Altitude	25	(2)
The Power of Kevin Bacon's Six Degrees of Separation	27	(2)
The Power of a Compliment	29	(3)
Stroke, Don't Provoke	32	(1)
Follow the K.I.S.S. Rule	33	(1)
Prospects Have to See Things Seven Times	34	(2)
Court, Don't Call	36	(1)
Clients Are Prospects, Too!	37	(1)
Creativity + Consistency = Courtship Success	38	(5)
Keep Your Prospects ``Warm''	43	(3)
If You're on Time, You're Late!	46	(1)
Write Down the Time You Have to Leave Rather Than the Time You Have to Be Somewhere	47	(2)
People Tend to Be More Willing to Give You Their Time When You Ask for a Specific Amount of It	49	(2)
Help Your Prospects With Your Homework: Get Your Competitors on the Table	51	(2)
Court Your Prospects by Finding Common Ground With Them	53	(4)
Making the Connection Through the Likeability Factor	57	(3)
Be Friendly to Everyone---Even on the Subway!	60	(2)
Putting the Platinum Rule Into Practice	62	(2)
You Don't Have to Be Bilingual to Speak Your Prospect's Language	64	(2)
Prospects Don't Care How Much You Know Until They Know How Much You Care	66	(3)
Kerchoo! Keep Cold Calls From Creating a Chilling Effect With Prospects	69	(2)
The Secret for Getting Your Ideas Accepted	71	(1)
Always Leave Them Wanting More	72	(1)
If You Don't Have Time to Do It Right the First Time, What Makes You Believe You'll Have Time Later?	73	(2)
Use a System to Navigate Your Day	75	(2)
Analyze Your Business Day	77	(1)
Anything You Have Done More Than Three Times in Exactly the Same Way Should Be Empowered to One of Your Team Members	78	(2)
Work as Though Your Salary Depends on It	80	(1)
What People Really Want Are the Basics	81	(2)
Communication Is Everything!	83	(4)
Keep Track of Your Communication With Prospects	87	(2)
Leave a Good Paper Trail	89	(1)
Design a Business Courtship Plan That Will Work With Your Prospects	90	(6)
Always Ask Permission for Others' Time	96	(2)
The Early Bird Catches the Worm: Adapt Your Schedule to the Time Frame of Your Prospects and Clients	98	(2)
Educate and Inform...and Watch Business Come to You	100	(5)
Make Your Net Work for You	105	(1)
Own Up!	106	(1)
The Art of Preplanning Meetings	107	(2)
The Ask, Don't Tell Principle	109	(2)
News Flash: You Act Like You Look, and You Get Results Based on How You Dress	111	(3)
Court Prospects the Costco Way	114	(2)
Keep Prospects Updated	116	(1)
Build a Brain Trust---and Play With Prospects a Little	117	(5)
He Who Speaks First About Fees Loses	122	(1)
Always Confirm Receipt	123	(3)
Become a Contributing Editor	126	(3)
Find the Rhythm	129	(1)
Interruption or Opportunity?	130	(2)
You Are Only as Good as Your Own Team's Perception of You	132	(2)
Once You Earn the Business---Keep It!	134	(2)
Ready, Set, Court!	136	(2)
Cutting In: Winning Prospects From Competitors	138	(8)
Accommodate Prospects' Requests---Quick!	146	(1)
What Do Your Eyes Say?	147	(1)
Empower the Person Who Answers Your Line	148	(1)
If You Cannot Return a Call by the End of the Day...	149	(1)
Woo Your Prospects With Notes	150	(1)
Who Should Send the Thank-You When You Spring for Lunch?	151	(2)
Cream Rises	153	(1)
Tuck Them In	154	(1)
Stop at the But! (And Other Lessons)	155	(2)
Keep Your Eyes on the Target	157	(3)
Does Failing Make You Bitter or Better?	160	(1)
Sink or Swim	161	(3)
If You're Down, Look Up	164	(1)
Belief Makes Things Happen	165	(1)
Own Your Success	166	(1)
First Expect Prompt Results...Then Demand Them	167	(3)
Tolerance Breeds Incompetence	170	(3)
Hot Prospects, Cold Prospects	173	(3)
Role Reversal: When You Are Being Courted by Vendors	176	(3)
Conclusion	179	(6)
Index	185	(4)
About the Author	189