The Snowball System: How to Win More Business and Turn Clients into Raving Fans

by Mo Bunnell

Overview

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 think — from 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.

Product Details

ISBN-13:	9781610399609
Publisher:	PublicAffairs
Publication date:	09/11/2018
Pages:	304
Sales rank:	108,314
Product dimensions:	6.00(w) x 9.30(h) x 1.20(d)

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

Acknowledgments 269

Resources 275

Index 283

Editorial Reviews

07/09/2018
Consultant Bunnell provides professionals with a comprehensive guide to ramping up their customer base. It’s not just salespeople who need this help, he writes; anyone who relies on paying clients can use the system. He has found that, all too often, people get wrapped up in servicing the clients they already have and in maintaining the status quo in their business, neglecting the need to grow. Bunnell proposes that readers become as expert in selling themselves to clients as they are in their chosen fields. They must also work customer acquisition into the workday—according to Bunnell, among the thousands of professionals he’s trained, most initially devoted less than an hour daily to this—by creating a “self-reinforcing, integrated system,” such as building one’s own business development habits. Additionally, the book walks readers through targeting their ideal clients, coming across as likable (but not desperate) to prospective clients, turning good leads into actual clients, and figuring out the key to self-motivation. There’s nothing markedly new, but this offering is encyclopedic; businesspeople will find it highly useful in making customer growth a permanent part of their careers. (Sept.)

Publishers Weekly

Winner of the 2019 Axiom Business Book Award in the Networking category


"Snowball System is relevant even if you don't work in sales or business development... This book offers a clear and compelling sales process for even the most resistant to sales."—Forbes.com

"Full of steps that you can follow to grow your business without feeling like a sleazy salesperson."
—Adam Grant, New York Times-bestselling author of Give and Take and Originals

"If you're even a little uncomfortable selling, Mo Bunnell will ease your concerns. In this concise, practical book, he shows that the essence of effective sales isn't back-slapping or slick-talking. It's learning how to be strategically helpful to your clients and customers. This is wisdom everyone in business development could use."—Dan Pink, author of When and To Sell Is Human

"Calling on his years of experience developing this process, Mo Bunnell explains how to create a richer and more meaningful relationship between the client and seller-expert. In his light, engaging style, Mo advances one of my most deeply-held beliefs: Always be of service to others. I highly recommend this book for anyone who not only wants to be better at sales, but to have stronger relationships as well."
—Keith Ferrazzi, author of the #1 New York Times-bestseller Who's Got Your Back? and Never Eat Alone

"I was always looking for a business development system that made sense in our high-end, expert-driven world. We found one in Mo's method. The Snowball System is accessible and easy to implement, but most importantly, it works. I cannot recommend it highly enough."—Bill Ruprecht, CEO, Sotheby's (2000-2014)

"Businesspeople will find it highly useful in making customer growth a permanent part of their careers."—Publishers Weekly

From the Publisher