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Courting Business

Book Description

Why waste your time chasing after prospects when you can get them to come to you? Most self-proclaimed rainmakers let business drizzle in rather than positioning themselves to experience a downpour. Courting Business gives you the strategies for getting prospects to contact you. Ann Marie Sabath’s proven three-step strategy will inspire you to be creative, consistent, and politely relentless in a way that will please even the toughest prospects.

Table of Contents

  1. Cover Page
  2. Title Page
  3. Copyright Page
  4. Acknowledgments
  5. Contents
  6. Introduction
    1. What Prompted This Book
    2. What Does “Courting Business” Mean?
  7. How Is “Accelerating” Business Relationships Different From the Way You’re Already Interacting With Prospects?
  8. The Laws of Attraction
  9. How Would You Rate Your Courtship Savvy?
  10. It’s Your Attitude, Not Your Aptitude, That Determines Your Altitude
  11. The Power of Kevin Bacon’s Six Degrees of Separation
  12. The Power of a Compliment
  13. Stroke, Don’t Provoke
  14. Follow the K.I.S.S. Rule
  15. Prospects Have to See Things Seven Times
  16. Court, Don’t Call
  17. Clients Are Prospects, Too!
  18. Creativity + Consistency = Courtship Success
  19. Keep Your Prospects “Warm”
  20. If You’re on Time, You’re Late!
  21. Write Down the Time You Have to Leave Rather Than the Time You Have to Be Somewhere
  22. People Tend to Be More Willing to Give You Their Time When You Ask for a Specific Amount of It
  23. Help Your Prospects With Your Homework: Get Your Competitors on the Table
  24. Court Your Prospects by Finding Common Ground With Them
  25. Making the Connection Through the Likeability Factor
    1. Enhancing Your Telephone Presence
  26. Be Friendly to Everyone—Even on the Subway!
  27. Putting the Platinum Rule Into Practice
  28. You Don’t Have to Be Bilingual to Speak Your Prospect’s Language
  29. Prospects Don’t Care How Much You Know Until They Know How Much You Care
  30. Kerchoo! Keep Cold Calls From Creating a Chilling Effect With Prospects
  31. The Secret for Getting Your Ideas Accepted
  32. Always Leave Them Wanting More
  33. If You Don’t Have Time to Do It Right the First Time, What Makes You Believe You’ll Have Time Later?
  34. Use a System to Navigate Your Day
  35. Analyze Your Business Day
  36. Anything You Have Done More Than Three Times in Exactly the Same Way Should Be Empowered to One of Your Team Members
  37. Work as Though Your Salary Depends on It
  38. What People Really Want Are the Basics
  39. Communication Is Everything!
  40. Keep Track of Your Communication With Prospects
  41. Leave a Good Paper Trail
  42. Design a Business Courtship Plan That Will Work With Your Prospects
  43. Always Ask Permission for Others’ Time
  44. The Early Bird Catches the Worm: Adapt Your Schedule to the Time Frame of Your Prospects and Clients
  45. Educate and Inform…and Watch Business Come to You
  46. Make Your Net Work for You
  47. Own Up!
  48. The Art of Preplanning Meetings
  49. The Ask, Don’t Tell Principle
  50. News Flash: You Act Like You Look, and You Get Results Based on How You Dress
  51. Court Prospects the Costco Way
  52. Keep Prospects Updated
  53. Build a Brain Trust—and Play With Prospects a Little
  54. He Who Speaks First About Fees Loses
  55. Always Confirm Receipt
  56. Become a Contributing Editor
  57. Find the Rhythm
  58. Interruption or Opportunity?
  59. You Are Only as Good as Your Own Team’s Perception of You
  60. Once You Earn the Business—Keep It!
  61. Ready, Set, Court!
    1. Eight Courtship Pitfalls
  62. Cutting In: Winning Prospects From Competitors
    1. An Ode to Joe Canning
  63. Accommodate Prospects’ Requests—Quick!
  64. What Do Your Eyes Say?
  65. Empower the Person Who Answers Your Line
  66. If You Cannot Return a Call by the End of the Day…
  67. Woo Your Prospects With Notes
  68. Who Should Send the Thank-You When You Spring for Lunch?
  69. Cream Rises
  70. Tuck Them In
  71. Stop at the But! (And Other Lessons)
  72. Keep Your Eyes on the Target
  73. Does Failing Make You Bitter or Better?
  74. Sink or Swim
  75. If You’re Down, Look Up
  76. Belief Makes Things Happen
  77. Own Your Success
  78. First Expect Prompt Results…Then Demand Them
  79. Tolerance Breeds Incompetence
  80. Hot Prospects, Cold Prospects
    1. How to Empower Your Prospects
  81. Role Reversal: When You Are Being Courted by Vendors
  82. Conclusion
    1. Advice From Seasoned Rainmakers
  83. Index
  84. About the Author