Winning Clients in a Wired World: Seven Strategies for Growing Your Business Using Technology and the Web


In today’s information-based economy, the smart use of technology isn’t just important in competing for and winning business, it’s essential. Yet most in sales leverage only a fraction of what computers and the Internet offer. Too many choices and too little time make the job difficult, if not impossible.

Winning Clients in a Wired World solves the problem–with step-by-step guidance on making the most of the technology you use every day to ...

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In today’s information-based economy, the smart use of technology isn’t just important in competing for and winning business, it’s essential. Yet most in sales leverage only a fraction of what computers and the Internet offer. Too many choices and too little time make the job difficult, if not impossible.

Winning Clients in a Wired World solves the problem–with step-by-step guidance on making the most of the technology you use every day to find, win, and keep clients.

Written in plain English and based on twenty years of field-tested experience with people and organizations of all sizes, Winning Clients in a Wired World lays out systematic approaches to instilling greater loyalty in those who buy from you, getting in front of more of the right prospects, and minimizing the time you spend on day-to-day routines so you can make more money, enjoy more freedom, and build more value into your business.

Its pages are packed with practical, inexpensive strategies you can employ immediately to reach the next level of success. In it, you’ll learn how to:

  • Keep critical information at your fingertips
  • Achieve breakthroughs systematically
  • Work the Web for all it’s worth
  • Build relationships through better communication
  • Present yourself professionally
  • Automate time-consuming tasks
  • Get the help you need to succeed

Together with its companion Web site,, this book provides the ingredients you need to win and keep business in today’s crowded marketplace. (And registering at the site ensures you’ll be kept abreast of future innovations when they occur.)

Whether you work alone or manage a sales force of thousands, Winning Clients in a Wired World outlines what you need to know to capitalize more fully on the resources at your disposal. It’s the book you’ve been waiting for.

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Product Details

  • ISBN-13: 9780471249757
  • Publisher: Wiley
  • Publication date: 3/29/2004
  • Edition number: 1
  • Pages: 288
  • Product dimensions: 6.14 (w) x 9.21 (h) x 0.69 (d)

Meet the Author

KIP GREGORY, Principal of The Gregory Group, helps sales organizations master technology and the Internet to create competitive advantages in their business. His "Working Smarter" and "BizTech" columns are seen by nearly 200,000 readers every month in the pages of On Wall Street and Advisor Today. Specializing in financial services, Kip coaches individuals and teams on what they need to know to save time and make more money. Visit to learn more about his services.

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Table of Contents

Getting Started 1

Some Explanations 3

And Some Encouragement 5

What to Do Right Now 5

What to Keep on Doing 6

The Most Important Thing to Keep in Mind 8

Chapter 1 Keep What’s Critical at Your Fingertips 9

The Knowledge Journal Concept 10

Getting Set up 11

A Shortcut for Faster Access 18

Working Your Journal 21

Organizing Content 24

Building a Group Knowledge Bank 26

Chapter 2 Achieve Breakthroughs Systematically 31

Identifying Opportunities 34

Three Steps to Improvement 37

Technology’s Role 40

The Money Value of Time 44

The Economics of Your Business 45

Inspecting What You Expect 46

Growth, Change, and the Nautilus 46

Chapter 3 Work the Web for All It’s Worth 49

Prospecting Online 50

What to Look For 60

Directories Worth Digging Into 64

What You Need, When You Want It . . . Automatically 68

The Language of Search 72

Turbocharging Your Browser 78

Beyond Google 90

Chapter 4 Build Relationships Through Better Communication 93

How Good Are you? 94

Seven Steps to Improvement 95

The Pros and Cons of E-Mail  104

Effective E-Mail Strategies 107

Mastering the Electronic Medium 111

The Affluent + The Internet = Opportunity 114

101 Ways to Get Closer to Clients 116

Chapter 5 Present Yourself Professionally 121

Plan Your Presentation 121

A Quick Lesson in Powerpoint 123

Design Dos and Don’ts 128

Using Screen Shots 131

Repurposing Content 136

Looking Good in Print 138

Preparing “Digital” Handouts 140

Setting Up to Present 141

Delivering Your Message 143

Help with Public Speaking 145

The Value of Feedback 146

Useful Resources 148

Presenting Over the Internet 150

Chapter 8 Automate Time-Consuming Tasks 157

Tame Your Inbox 158

Keep Contact Information Up-to-Date 162

Manage Frequently Used Content 163

Streamline Your Marketing 168

Keyboard Shortcuts 170

Let Macros do the Work 184

Add Ins for Excel and Word 187

Chapter 7 Get the Help You Need to Succeed 191

Resources Hiding in Plain Sight 192

Virtual Assistance 192

Interns: Affordable Workers, Eager to Learn 194

Streamlining Interviews and Selection 196

Finding Freelancers 199

Leveraging Vendors 201

Learning Resources 204

Chapter 8 Assembling Your Toolkits 209

Avoiding Disaster 210

Productivity Tools and Utilities 215

Where to Get the Inside Scoop 219

Buying Hardware 223

Upgrading Software 225

Resolving Technical Troubles 226

Chapter 9 The Chat Room 231

Chapter 10 Where Do I Go from Here? 239

Appendix A Using Technology to Build a Better Sales Force 243

Appendix B Worksheets 251

Glossary 263

Acknowledgements 271

Index 273

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  • Anonymous

    Posted April 27, 2004

    A Treasure Trove, really

    If there's anything remotely as good as this out there I certainly haven't seen it. This book is about as fresh and original as the Internet resources it draws so heavily on. Essentially what we've got here is the collected knowledge, experience and wisdom of a guy who really knows computers, really knows the Internet and most important, really knows how to put them to PRACTICAL USE FOR MARKETING, especially in the financial services industry. Going through this book, I kept saying to myself: 'Wow, I never knew that!' Here's something I can put to work today.!' I a world crowded with cheesy business advice books, what a relief to have something I can actually use everyday to make business smoother and more effective. All I can say is, Thanks Kip...this one really did me a service! This volume pays for itself.

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