A summary of things you should know about Top Dog according to Andy Bounds: Introduction In this episode Andy Bounds reveals all his insights on his and Richard Ruttle’s book,Read More
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]]>In this episode Andy Bounds reveals all his insights on his and Richard Ruttle’s book, Top Dog, where they share techniques to impress and influence everyone you meet.
In their book Bounds and Ruttle provide expert advice and examples on becoming a more effective and sought-after communicator when it comes to any conversation from dating to sales. The goal of the book is to teach you proven communication strategies that will heighten your ability to spark conversations, make you the center of attention, and help you take charge of a conversation.
This book is perfect for entrepreneurs who frequently attend networking events, make sales calls, or live the dating life and need simple ways to enhance their charisma when talking to others.
There are three things and firstly it works pretty much instantly. Secondly, my co-author and I have two very different perspectives, he works inside a very large organization and I have my own consultancy and work outside large organizations and having the both inside and outside helps to see things from both points of view. Lastly, Richard has bred dogs all his life and researched a lot about pack behavior you see in dogs and we reference some ways you can learn from animals about becoming the top dog.
All of our chapters are self-contained and so you can skip around where needed.
It would be to be an equal of the person you are talking to. In other words you’re a top dog too.
The first chapter is titled Lead the Pack which is about being the top dog yourself. Chapter two is about unlearning the bad habits that hold you back. Without sometimes realizing it we are all creators of habit even if that habit didn’t work last time you did it. So we start off with simple ways that you can unpick what you do. From that we then start looking at ways to make a great first impression and we all know how important first impressions are. We show you how to create a great very first impression and if you start off well that impression will last a long time. Just things like practicing how you introduce yourself can set the tone for everything. So the book talks about how to do an ice breaker so the person loves you very quickly but it also talks about what not to do so we come across as top dog from sentence one. The next chapter covers how to get meetings, how to prepare for meetings, and how to deliver a great first meeting. Assuming that’s gone really well there is then going to be a second meeting and so we have a chapter called Keep Walking which is how you build momentum in subsequent meetings. And eventually, if that goes well, we need to get a proposal in place and so the next two chapters talk about proposals and presentations. The finally chapter is called Stay Top Dog and the reason we put this in is because it’s very easy to hear good ideas, get it and fix it, but it’s also just as easy to go back to your old habits after the excitement wears off.
NOTE: That was just a summary. To get the full deep dive, play the audio clip at 04:53
“Nobody cares what you do, they care what you cause.” – Andy Bounds
I am one of the two authors of Top dog, the other one is Richard Ruttle. I have my own consultancy practice and what I do is I help large organizations sell more. I’ve worked in 30 countries and Top Dog is my third book. I hope that readers will be able to read Top Dog and understand exactly what they need to do to progress their business.
The inspiration was to help people in conversations when they think the other person is more important than them. The inspiration is to get rid of all that frustration out there that so many entrepreneurs feel when having a conversation with important people and it not going as well as they want and this book will make sure that it does.
If Disney Ran Your Hospital by Fred Lee
Buy Top Dog by Andy Bounds and Richard Ruttle on Amazon today
Visit AndyBounds.com to learn more about Andy
Visit AndyBoundsOnline.com to learn more about Andy’s online video club
Follow Andy Bounds on LinkedIn and Twitter
Connect with Andy via email here
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
Charisma on Command by Charlie Houpert
What More Can I Say by Dianna Booher
The Seven Levels of Communication by Michael Maher
Relevant advice and tips:
How To Become an Effective Communicator in the Business World
What did you like and not like about this episode? Fill out this one minute survey here.
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]]>A summary of things you should know about Never Chase Clients Again according to Michael Moshiri: Introduction In this episode Michael Moshiri reveals all the insights on his book, NeverRead More
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]]>In this episode Michael Moshiri reveals all the insights on his book, Never Chase Clients Again, where he shares the fastest, easiest, and most effective system for getting qualified consulting clients.
In his book Moshiri provides his personal step-by-step principles for getting new clients along with the most effective lead generation tactics of the world’s largest and most successful consulting firms. The goal of the book is to help you attract highly qualified leads with little effort, teach you the business development strategies that are ineffective, and how to build effective relationships with your clients.
This book is perfect for entrepreneurs who are in the business of consulting, have a small, limited budget and need help laying the foundation for an effective marketing plan that will bring quality leads.
This book takes a unique approach that requires not social media campaigns, not content marketing and it has no online lead generation or practices in it. At the same time it’s presenting a reliable, predictable, and repeatable system for finding, reaching, and connecting with consulting clients in any industry. I wrote the book to share a system that I’ve developed for finding highly qualified clients by leveraging that fact and not simply trying to circumvent it with the hottest methods that are out there. I bring in that tried and true system to offer people an alternative to the hottest method of the day.
This book has three parts and the way to approach it is to look at it in parts. Part one of the book provides a foundational knowledge that anyone who is in consulting needs to ensure their success in implementing the system. Part two provides them with a five step system for finding, reaching, and connecting with those highly qualified clients. And lastly, part three builds on part one and two to help you become more effective and efficient in implementing this system, strategies, and principles. Read the first part of the book, skim through part two, and then review part three so that you know the key areas that you need to be focusing on.
It would have to be walking away with the knowledge that business is not geometry. The shortest path to highly qualified clients isn’t a direct route. The shortest path to ideal clients is through someone else who knows them better than you do.
This book is packed with a lot of powerful information and I am going to highlight some of that information so that you can decide whether this is a book that you should read or not.
The chapters in Part One will help you to learn five reasons why many consultants fail in their efforts to find, reach, and win highly qualified clients. Then I go into the three core qualifications that any consultant has to demonstrate in order for their prospects and clients to really trust them and want to do business with them. The three core qualifications that are highlighted in that chapter are character, commitment, and competence.
The chapters in Part Two outline the system. The very core step, the one you have to start with first, is establishing your criteria and the main objective in this step is to develop a clear definition of who you consider to be your highly qualified perspective clients.
And in Part three you get to apply at of what you’ve learned and become better at it.
NOTE: That was just a summary. To get the full deep dive, play the audio clip at 05:37
“Consulting has always been and will always remain a business that is built on personal relationships.” – Michael Moshiri
For the past 23 years I have spent my days working in the industry of consulting and I’ve worked with big firms such as Deloitte, EY, and PwC. I have built and raised from nothing, a national consulting practice and also worked with some midsize firms.
I have spent the majority of my career in the world of consulting and one of the things that is the most critical function for any consulting is finding highly qualified clients. In the time that I have spent in the world of consulting I recognize that there are two types of people. The first type people are the types that jump on lead generation strategies that are the most popular or the hottest at the moment. And then there are those who use tried and true methods that help them find highly qualified clients.
Click by Rom Brafman and Ori Brafman
Buy Never Chase Clients Again by Michael Moshiri on Amazon today
Visit NeverChaseClientsAgain.com to learn more about the book
Visit MichaelMoshiri.com to learn more about Michael and his services
Follow Michael Moshiri on Twitter and Facebook
Download the full transcript here (coming soon)
Listen on iTunes, Stitcher , and SoundCloud
Related books:
Moving Targets by Gabriel Aluisy
The Seven Levels of Communication by Michael Maher
Lean Customer Development by Cindy Alvarez
Relevant advice and tips:
5 Simple Ways Entrepreneurs Can Attract Customers
What did you like and not like about this episode? Fill out this one minute survey here.
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]]>7 Steps To Improve Networking Skills For Entrepreneurs Underestimating the power of networking is sure to be disadvantageous for an entrepreneur. But why do many entrepreneurs care less about this?Read More
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]]>7 Steps To Improve Networking Skills For Entrepreneurs
Underestimating the power of networking is sure to be disadvantageous for an entrepreneur. But why do many entrepreneurs care less about this? It is their idea of networking that adds to the trouble. If you think that it is simply about meeting new people and collecting business cards, you are mistaken.
Business networking skills are something every entrepreneur needs to acquire and improve on. And it doesn’t imply collecting business cards only – it requires much more than that. It is about building and nurturing meaningful relationships in the entrepreneurial world that will aid your success as an entrepreneur.
How can an entrepreneur improve networking skills? Let’s outline the steps to become successful at it:
Step 1: Identify opportunities. Which events do you attend? Well, every industry event is a big opportunity to make new relationships. Be it a trade show, a conference or a workshop, if it is a relevant place with the relevant people, attend it. Also, check the calendar of events at your local chamber of commerce; their events present good opportunities to network with other business-minded people.
Step 2: Plan ahead. Who do you want to meet? How do you approach them when you meet? What do you want to come up as a result of a meeting? Determine the answers to these questions before you take a step. Set smaller attainable goals – such as ‘I will meet 3 new individuals at this week’s events’ instead of ‘I will sign three deals with my contacts.’
Step 3: Pay attention to appearance and manners. Just as you prepare your pitch before a meeting, focus on what to wear and how to behave too. A first impression of an entrepreneur matters. So, dress appropriately for the do. And don’t make your pitch all about hard-selling – it won’t work for your first attempt at networking.
Step 4: Step out of your comfort zone. It is easy to keep talking to the people you know at an event where you don’t know the majority. But if you did this, you fail the purpose. The focus needs to be on how to create new contacts. And while you are at it, don’t waste your time on forming a hundred casual contacts; instead, focus on a few solid ones.
Step 5: Make it a two-way thing. A meeting is essentially a conversation. And it won’t be so if you monopolize it. Talk, but listen too. Ask questions, understand answers and keep a note. Make it about how you can be of help to the other; not the other way around. Don’t let one monopolize your time; and don’t do it to others either.
Step 6: Get the right mix. Exchanging business cards is alright; just don’t put them somewhere and forget all about them. Feed the details into your mobile device. Initiate conversations with the right contacts – both in the real world (you can meet them for a coffee) and on social media (you can email them a helpful resource).
Step 7: Most importantly, stay in touch. The basic idea of networking is simple – you create and nurture relationships with the right people to boost your business. And you need to maintain this to serve its purpose. This doesn’t mean you have to pester them with emails every day, just keep it meaningful – so they know you haven’t forgotten them.
Networking skills can help an entrepreneur land new business. It can also help you avoid a tunnel vision of meeting and keeping in touch with the people in your industry alone. Just don’t treat it like work. You don’t do it when you converse with your personal contacts; don’t do it for your business contacts either.
The real person behind the business is what matters most when it comes to networking.
The Entrepreneur Mind by Kevin D Johnson | Listen to Kevin give a deep dive here
What’s Next by Michael Price | Listen to Michael give a deep dive here
The Seven Levels of Communication by Michael J Maher | Listen to Michael give a deep dive here
Body Of Work by Pamela Slim | Listen to Pamela give a deep dive here
Lean Branding by Laura Busche | Listen to Laura give a deep dive here
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