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

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

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

Authors: Larina Kase

Published: September 2011

eISBN: 9780071771009 007177100X | ISBN: 9780071770750

Contents

Foreword

Acknowledgments

Introduction

Part 1 How Do I Initiate Relationships That Get Results?

1 Make the Right Connections — People Look for Those Who Fill a Need

2 Grab Attention — People Are Drawn to These Five Things

3 Engage Emotion — People Respond to Feelings, Stories, and Metaphors

4 Establish Credibility — People Want to Work with Trustworthy Experts

Part 2 How Do I Create Meaningful Connections That Last?

5 Be Memorable — People Can Be Aware of Only a Few Things at a Time

6 Follow Up — People Are Comforted by Consistency

7 Give Value — People Quickly Determine Whether Something Is Helpful

8 Stimulate Discussion — People Become Invested When They’re Involved

Part 3 How Do I Influence People to Refer to Me, Hire Me, and Buy from Me?

9 Use Social Proof — People Look to Certain Others to Decide What to Do

10 Give First — People Naturally Reciprocate Genuine Support

11 Simplify Everything — People Deliberate on the General and Act on the Specific

12 Influence Action — People Decide in the Opposite Way of What You’d Think

References

Index