The Snowball System: How to Win More Business and Turn Clients into Raving Fans
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Hardcover
USD
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$25.20
Product Details
| ISBN-13: | 9781610399609 |
|---|---|
| Publisher: | PublicAffairs |
| Publication date: | 09/11/2018 |
| Pages: | 304 |
| Sales rank: | 168,481 |
| Product dimensions: | 6.00(w) x 9.30(h) x 1.20(d) |
About the Author
Customer Reviews
Most Helpful Customer Reviews
The Snowball System: How to Win More Business and Turn Clients into Raving Fans
5 out of 5
based on
0 ratings.
5 reviews.
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I have worked with Mo for many years and watched how well his practical tools really work for people. Mo really gets it- everything he shares is based on personal experience, is easy to understand and use and will have immediate impact. If you have relationships that impact your growth- get this book!
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I have followed Mo's work for years. In summary, the information is invaluable and perhaps more important, the information can be applied with the straightforward Snowball system. Great read, I highly recommend it!
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“Believe it or not, you are a salesperson.” So begins The Snowball System with the truth about any of us in professional services. The good news is selling can be learned, and Mo Bunnell has documented how to excel at it in this book.
Mo draws on his vast experience to break down each of the steps of successful business development, enhanced by research in behavioral psychology and supplemented by a raft of online worksheets. The scope is comprehensive, covering prospect targeting, positioning, lead generation, client planning, meeting preparation, and more. The process is scalable to a sole proprietorship, small business, or large corporation. You can use it to bolster BD skills for yourself, for your client/prospect team, or for any large group with revenue responsibility.
Mo walks you through each step of the system, stating the purpose and describing what to do -- and what not to do. Most steps have an associated worksheet you use to customize the process to your circumstances, support execution, and measure progress. As I was reading the book, I found it helpful to have the relevant worksheet open (by smartphone or computer). For me, the worksheets are a great asset because they provide the framework for practical application of the system.
The conversational style of the book makes it easy to read, understand, and apply. And the text is sprinkled generously with anecdotes, humor, practical advice, and nuggets of wisdom. (An example: “...real, sustainable business development isn’t about selling as it’s traditionally understood at all. It’s about being strategically helpful.”) So when it comes to knowing what to do to be successful at business development, there are no more excuses! Mo Bunnell has done the research, provided the process, and built the tools. Now it’s up to you to act on it.
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There are a lot of books available that purport to teach people about how to sell things - this is not one of those books. The Snowball System reminds us that we successfully manage our professional careers by having the client's best interest in mind, not by selling them things they don't need. When we do that, we create a new paradigm because we are not selling our clients anything, only helping them solve their most important problems. But what do we need to do to put ourselves in front of potential and prospective clients in the first place? This is where the Snowball System truly delivers and Mr. Bunnell has created an organized and powerful, yet simple enough for anyone to manage, process for identifying the right clients, developing leads, and closing deals. And most importantly, a process for retaining good clients for long-term success.
The book is pretty thorough and I personally enjoyed reading about the research and academia that supports a number of ideas and concepts throughout the book as it lends more credibility to the proposed Snowball process. I have made it a point to apply these tactics in my engineering consulting practice and are encouraging my employees to read the Snowball System as a way to enhance their careers and grow our company. I would strongly encourage folks to make this a "must read" for anyone that wants to be successful in business.
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As a business development professional responsible for training lawyers on sales skills, I have found that most sales methodologies miss the mark for the professional who needs to sell and then deliver his or her expertise. The Snowball System is the first methodology I have found that resonates with the attorneys I support and debunks their previously believed sales myths.
If you are a professional who shutters when you hear the word "sales," especially when uttered in the same sentence as the phrase "key to your success," then The Snowball System is for you. Mo Bunnell shares the methodology that he developed and refined after business development became critical to his own career success. Mo builds a convincing case that to succeed at sales you only need to be good at learning. Whether you are an actuary, attorney, accountant or architect, applying the methodology outlined in The Snowball System will yield results and grow your practice.
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