“Kip Gregory has taken the tenets of client-building skills to a new level.”
—Karen Altfest, Co-Director, Investments Program, The New School
Author of Keeping Clients for Life
Table of Contents
Here's a quick overview of what you'll find in the book...
Find out why even the most basic programs are so challenging and what you can do to make more of the tools you already own.
KEEP WHAT'S CRITICAL AT YOUR FINGERTIPS
If you're buried under a pile of paper, yellow pads and Post-It notes, this chapter will teach you how to organize and manage the knowledge you and your team possess —easily in one place, using software you
|1.1||The Knowledge Journal Concept|
|1.2||Getting Set Up|
|1.3||A Shortcut for Faster Access|
|1.4||Working Your Journal|
|1.6||Building a Group Knowledge Bank||
ACHIEVE BREAKTHROUGHS SYSTEMATICALLY
You want to succeed with intent, not by accident. This chapter presents a simple approach to formulating and implementing improvements in any facet of your business.
|2.2||Three Steps to Improvement|
|2.4||The Money Value of Time|
|2.5||The Economics of Your Business|
|2.6||Inspecting What You Expect|
|2.7||Growth, Change, and the Nautilus|
WORK THE WEB FOR ALL IT'S WORTH
Learn how to uncover what's valuable on the Web quickly and easily, and use it to your advantage.
|3.2||What to Look For|
|3.3||Directories Worth Digging Into|
|3.4||What You Need, When You Want It ... Automatically|
|3.5||The Language of Search|
|3.6||Turbocharging Your Browser|
BUILD RELATIONSHIPS THROUGH BETTER COMMUNICATION
One of the biggest challenges sales people face is keeping in contact. This chapter shows how you can use technology to create regular, meaningful conversations with customers, clients, prospects, and others.
|4.1||How Good Are You?|
|4.2||Seven Steps to Improvement|
|4.3||The Pros and Cons of E-Mail|
|4.4||Effective E-Mail Strategies|
|4.5||Mastering the Electronic Medium|
|4.6||The Affluent + The Internet = Opportunity|
|4.7||101 Ways to Get Closer to Clients|
PRESENT YOURSELF PROFESSIONALLY
With technology, you don't have to be a showman to convey a professional image to your audience. Here's where you'll get tips and tools you can use whether you're presenting in person, in print, or over the Internet.
|5.1||Plan Your Presentation|
|5.2||A Quick Lesson in PowerPoint|
|5.3||Design Dos and Don'ts|
|5.4||Using Screen Shots|
|5.6||Looking Good in Print|
|5.7||Preparing "Digital" Handouts|
|5.8||Setting Up to Present|
|5.9||Delivering Your Message|
|5.10||Help with Public Speaking|
|5.11||The Value of Feedback|
|5.13||Presenting Over the Internet|
AUTOMATE TIME-CONSUMING TASKS
Administrivia and non-productive work bogging you down? Read this to discover the many ways you can create free time, or more selling time by completing routine tasks faster.
|6.1||Tame Your Inbox|
|6.2||Keep Contact Information Up-to-Date|
|6.3||Manage Frequently Used Content|
|6.4||Streamline Your Marketing|
|6.6||Let Macros Do the Work|
|6.7||Add-Ins for Excel and Word|
GET THE HELP YOU NEED TO SUCCEED
When you need a real person, not a program, to get the job done, it pays to know how and where to find them. This chapter spells out how to do just that - no matter what challenge you're facing.
|7.1||Resources Hiding in Plain Sight|
|7.3||Interns: Affordable Workers, Eager to Learn|
|7.4||Streamlining Interviews and Selection|
ASSEMBLING YOUR TOOLKIT
When it comes to equipment, there are must-haves and nice-to-haves; this chapter covers both. It also explores which resources to tap to keep up with changing technology and where to go for help in resolving technical troubles.
|8.2||Productivity Tools and Utilities|
|8.3||Where to Get the Inside Scoop|
|8.6||Resolving Technical Troubles|
The "been there, done that" section of the book. Advice from those who've faced the same technology issues you do.
WHERE DO I GO FROM HERE?
Some parting suggestions on what do to next.
USING TECHNOLOGY TO BUILD A BETTER SALES FORCE
|A.1||Understand What the Market Wants|
|A.2||Be Clear About What's in It for You|
|A.3||Get Internal Buy-In Early|
|A.4||Transform Your Traditional Relationships|
|B.1||Software Inventory Summary|
|B.2||Program Features Worksheet|
|B.3||Work Flow Worksheet|
|B.4||The Gregory Group's Online Research Checklist|
|B.5||Communication Planning Worksheet 1|
|B.6||Communication Planning Worksheet 2|
|B.7||Communication Planning Worksheet 3|
|B.8||Macro Writing Worksheet|