Power Questions to Build Clients for Life: Nine Strategies for Success

by Andrew Sobel

Overview

Use the power of questions to deepen and grow your client relationships

The right question can shift a conversation from the analytical to the emotional, from the details to the big picture, and from the past to the future. The result? Deeper client knowledge, more intimate relationships, and a clear understanding of how you can add more value. Power Questions to Build Clients for Life shows how to use strategic questions to implement nine essential clients-for-life strategies. You’ll learn:

• How to select the right clients to begin with
• Growth strategies to broaden your relationships
• Techniques for building personal relationships with your clients
• Powerful questions to help you connect in the C-Suite
• Ten questions you must ask your clients every year in order to assess your relationship health

Power Questions to Build Clients for Life gives you both the strategies and the key questions to develop trusted partnerships with your most important clients.

Product Details

ISBN-13:	9781118657133
Publisher:	Wiley
Publication date:	04/12/2013
Sold by:	JOHN WILEY & SONS
Format:	eBook
Pages:	64
File size:	864 KB

About the Author

Andrew Sobel (Santa Fe, NM and New York, NY; www.andrewsobel.com) is the leading authority on client relationships and the skills and strategies required to earn enduring client loyalty. His books include the bestselling Power Questions (Wiley, with Jerold Panas), as well as the award-winning All for One (Wiley) and the bestselling Clients for Life. He has been featured in the Harvard Business Review, the New York Times, and USA Today. Andrew helps companies and individuals build their clients for life. Visit www.AndrewSobel.com.

Table of Contents

Chapter 1 You Can Build Big Relationships with Little Questions 1

Chapter 2 The Secret to Building Clients for Life 3

Chapter 3 Strategy One: Pick the Right Clients 5

Chapter 4 Strategy Two: Invest to Grow 9

Chapter 5 Strategy Three: Get to Know Your Clients as People 15

Chapter 6 Strategy Four: Build Relationships at the Top 17

Chapter 7 Strategy Five: Engage in Client Account Planning 21

Chapter 8 Strategy Six: Use a Crisis to Deepen Your Relationship 23

Chapter 9 Strategy Seven: Add More Value 27

Chapter 10 Strategy Eight: Multiply Your Relationships 31

Chapter 11 Strategy Nine: Assess Your Relationship Health 35

Chapter 12 Four Questions for You 39

Excerpt from Power Questions

About the Author 41