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What Clients Love: A Field Guide to Growing Your Businessby Harry Beckwith
Synopses & Reviews
Harry Beckwith is the author of Selling the Invisible and The Invisible Touch, both marketing classics. Now he applies his unparalleled clarity, insight, humor, and expertise to a new age of mass communication and mass confusion. What Clients Love will help you stand out from the crowd-and sell anything to anyone. From making a pitch to building a brand, from designing a logo to closing a sale, this is a field guide to take with you to the front lines of today's business battles. Filled with real tales of success and failure, it shows you how to: * Fly a Jefferson Airplane. Everyone knows there's a Jefferson Monument, but a Jefferson Airplane? A brilliant, attention-grabbing name often includes the unexpected and the absurd. * Strike with a Velvet Sledgehammer. It's not a hard sell. It's not exactly soft. Selling well means finding the fine line between modesty and bragging, and driving the message home. * Speak to the Frenchman on the Street. A French mathematician believed that no theory was complete until you could explain it to the first person you meet on the street. Marketers, ecoutez! * Dress Julia Roberts. Why one scene from Pretty Woman can enlighten you more than a full year of study at a top business school. What Clients Love will help you get focused, stay focused, and follow the essential rules to success-by doing the little things right and the big things even better.
Book News Annotation:
Beckwith is head of his own marketing and advertising firm, and author of two other books on marketing, Selling the Invisible and the Invisible Touch. Basing his advice on lessons he's learned from his own business mistakes and successes, and those of well-known companies, he offers 160-plus simple, quick-fix tips for achieving business success. No subject index. Annotation (c)2003 Book News, Inc., Portland, OR (booknews.com)
Harry Beckwith reveals how businesses need to think, plan, communicate and best serve clients in this "tool kit" for putting together an effective marketing plan.
Readers will learn how to pinpoint a company's position, define a brand and manage it so that it has full and overwhelming impact, and harness the changes that keep one's clients not only happy, but thrilled and grateful. Beckwith reveals the four significant social changes that shape and accomplish what clients really love and need.
About the Author
Harry Beckwith is founder of Beckwith Advertising and Marketing, working with some of America's best 100 service companies as well as smaller companies across the country. A graduate of Stanford University and a former creative supervisor for one of America's most honoured ad agencies.
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