Mo Bunnell's comprehensive system will help you win more clients, build stronger relationships, and bring in more business.
If you're good at doing something, and you need to connect with paying clients in order to keep doing it, this book is for you. There are more of us out there than you might thinkfrom professionals like lawyers and consultants to big company account managers and freelancers of all stripes. And this book will teach you how to sell yourself without selling your soul.
In The Snowball System, Mo Bunnell offers powerful and proven tools for business development. Whether you are gregarious or introverted, whether you are a part of a small startup or a massive multinational, Bunnell's science-based system is effective and efficient, and easily adapted into your day-to-day work. With The Snowball System, you will not only succeed at growing your business, you'll learn to enjoy doing the activities that drive that growth. You'll be happier, and so will your clients.
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About the Author
Mo Bunnell is a speaker, consultant, and founder and CEO of Bunnell Idea Group (BIG). He helps organizations grow by teaching their highest performers how to bring in more clients and more revenue. Over the course of his career, he's worked in nearly every area of business development and used this knowledge and experience to build the GrowBIG business development system, resulting from years of testing and peer reviewed research into why people buy and what makes the buying process happen faster, in greater volume, and with more enjoyment. He lives in Atlanta with his wife and two daughters. BIG has now certified over 100 professionals as licensed GrowBIG trainers who have trained tens of thousands of professionals around the world, from individuals to Fortune 500 companies around the world, including Aetna, American Express, and Sotheby's.
Table of Contents
Introduction: More Business, Less Busy-ness 1
Chapter 1 Think Big, Start Small, Scale Up 15
Chapter 2 The Flywheel 39
Chapter 3 Targeting Your Ideal Clients and Positioning Yourself to Win 63
Chapter 4 Get People to Like You (Authentically) 87
Chapter 5 Turning Prospects into Clients 113
Chapter 6 Lead Tactics 139
Chapter 7 Turning Leads into Clients 165
Chapter 8 Closing the Book on Closing the Deal 187
Chapter 9 Strategic Client Planning for Long-Term Success 209
Chapter 10 Creating Momentum in Teams 231
Conclusion: Getting the Snowball Rolling 253