Clients for Life
How Great Professionals Develop Breakthrough Relationships
-
- $18.99
-
- $18.99
Publisher Description
Finally, the book that all professionals frustrated with fleeting client loyalty and relentless price pressure have waited for—the first in-depth, guide to developing lasting client relationships.
Millions of people in this country earn their livings by serving clients, and their numbers are growing every day. Unfortunately, far too few develop the skills and strategies needed to rise to the top in a world where clients have almost unlimited access to information and expertise. Clients for Life sets forth a comprehensive framework for how professionals in all fields can develop breakthrough relationships with their clients and enjoy enduring client loyalty.
Supported by more than 100 case studies and wisdom gleaned from interviews with dozens of leading CEOs and prominent business advisors, Clients for Life identifies what clients really want and lays out the core qualities that distinguish the client advisor—an irreplaceable resource—from the expert for hire, a tradable commodity.
Readers will learn, for example, to develop selfless independence, which tempers complete emotional, intellectual, and financial independence with a powerful commitment to client needs; to become deep generalists and overcome the narrow perspective caused by specialization; to systematically build lifelong trust; and to cultivate the power of synthesis—big-picture thinking—that is so highly valued by clients.
Portraits of history's most famously successful advisors, including Machiavelli, Sir Thomas More, and J. P. Morgan, underscore these timeless qualities that modern professionals need to develop to excel in today's competitive environment.
PUBLISHERS WEEKLY
Whereas most professionals aim to develop long-term relationships with their clients, many find that their clients may treat them more like a one-shot expert-for-hire than that trusted member of the inner circle. Arguing that in today's competitive era, clients are always looking for those who can distinguish themselves from the othersDwhether it is by being available 24 hours a day or by solving a difficult problemDSheth, a marketing professor, and Sobel, a consultant, draw on the insights of the CEOs of such corporations as GE and American Express to present a simple, strategic approach designed for anyone who wants to serve clients better. Even more important than availability and creativity is the consultant's objectivity and ethics, Sheth and Sobel aver. The best consultants always demonstrate they are putting their client's interest foremost and never recommend projects as a means to advance their own objectives or extend their agreements. Furthermore, the authors argue, the most successful consultants don't take on work merely for the money, but because they believe in a product or service and want to maintain a relationship with the client. The authors present their message clearly (highlighting their points in sidebars throughout the text) and understand that clients aren't always perfect; sometimes they want free advice or someone simply to confirm that their established plans are appropriate. One of the best "client-relationship" books published recently, this practical guide offers powerful insights for professional advisers and customers alike.
