Winning Clients in a Wired World - Front Cover








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“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...

GETTING STARTED

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.

Ch. 1
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
already own.
Sections:
1.1The Knowledge Journal Concept
1.2Getting Set Up
1.3A Shortcut for Faster Access
1.4Working Your Journal
1.5Organizing Content
1.6Building a Group Knowledge Bank

Ch. 2
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.
Sections:
2.1Identifying Opportunities
2.2Three Steps to Improvement
2.3Technology's Role
2.4The Money Value of Time
2.5The Economics of Your Business
2.6Inspecting What You Expect
2.7Growth, Change, and the Nautilus

Ch. 3
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.
Sections:
3.1Prospecting Online
3.2What to Look For
3.3Directories Worth Digging Into
3.4What You Need, When You Want It ... Automatically
3.5The Language of Search
3.6Turbocharging Your Browser
3.7Beyond Google

Ch. 4
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.
Sections:
4.1How Good Are You?
4.2Seven Steps to Improvement
4.3The Pros and Cons of E-Mail
4.4Effective E-Mail Strategies
4.5Mastering the Electronic Medium
4.6The Affluent + The Internet = Opportunity
4.7101 Ways to Get Closer to Clients

Ch. 5
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.
Sections:
5.1Plan Your Presentation
5.2A Quick Lesson in PowerPoint
5.3Design Dos and Don'ts
5.4Using Screen Shots
5.5Repurposing Content
5.6Looking Good in Print
5.7Preparing "Digital" Handouts
5.8Setting Up to Present
5.9Delivering Your Message
5.10Help with Public Speaking
5.11The Value of Feedback
5.12Useful Resources
5.13Presenting Over the Internet

Ch. 6
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.
Sections:
6.1Tame Your Inbox
6.2Keep Contact Information Up-to-Date
6.3Manage Frequently Used Content
6.4Streamline Your Marketing
6.5Keyboard Shortcuts
6.6Let Macros Do the Work
6.7Add-Ins for Excel and Word

Ch. 7
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.
Sections:
7.1Resources Hiding in Plain Sight
7.2Virtual Assistance
7.3Interns: Affordable Workers, Eager to Learn
7.4Streamlining Interviews and Selection
7.5Finding Freelancers
7.6Leveraging Vendors
7.7Learning Resources

Ch. 8
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.
Sections:
8.1Avoiding Disaster
8.2Productivity Tools and Utilities
8.3Where to Get the Inside Scoop
8.4Buying Hardware
8.5Upgrading Software
8.6Resolving Technical Troubles

Ch. 9
THE CHATROOM

The "been there, done that" section of the book. Advice from those who've faced the same technology issues you do.

Ch. 10
WHERE DO I GO FROM HERE?

Some parting suggestions on what do to next.

App. A
USING TECHNOLOGY TO BUILD A BETTER SALES FORCE

Sections:
A.1Understand What the Market Wants
A.2Be Clear About What's in It for You
A.3Get Internal Buy-In Early
A.4Transform Your Traditional Relationships

App. B
WORKSHEETS

Sections:
B.1Software Inventory Summary
B.2Program Features Worksheet
B.3Work Flow Worksheet
B.4The Gregory Group's Online Research Checklist
B.5Communication Planning Worksheet 1
B.6Communication Planning Worksheet 2
B.7Communication Planning Worksheet 3
B.8Macro Writing Worksheet

GLOSSARY

ACKNOWLEDGEMENTS

INDEX