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Part 1 How Do I Initiate Relationships That Get Results?
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Part 1 How Do I Initiate Relationships That Get Results?
by Larina Kase
Clients, Clients, and More Clients
Title Page
Copyright Page
Dedication
Contents
Foreword
Acknowledgments
Introduction
Part 1 How Do I Initiate Relationships That Get Results?
Chapter 1 Make the Right Connections—People Look for Those Who Fill a Need
Why We Don’t Get Out and Meet People
Finding the Right People
Filling a Need
Initiating Conversations
Chapter 2 Grab Attention—People Are Drawn to These Five Things
How Attention Works
Attention Grabber 1: Visual Imagery
Attention Grabber 2: Unexpected Elements
Attention Grabber 3: Meaning
Attention Grabber 5: Emotion
Chapter 3 Engage Emotion—People Respond to Feelings, Stories, and Metaphors
Evoke Positive Emotions
The Sound of Your Brand
Tell Stories to Engage Emotion
Use Metaphors to Engage Emotion
Chapter 4 Establish Credibility—People Want to Work with Trustworthy Experts
What Determines Credibility?
Know Your Audience
Establish Expertise
Part 2 How Do I Create Meaningful Connections That Last?
Chapter 5 Be Memorable—People Can Be Aware of Only a Few Things at a Time
How Do You Get into Memory?
Make Yourself Memorable
Now Get Recognized
Chapter 6 Follow Up—People Are Comforted by Consistency
The Problem of Inconsistent Follow-Up
The Magic Recipe
The Trust Factor
Staying Focused and Motivated When Results Aren’t Immediate
Chapter 7 Give Value—People Quickly Determine Whether Something Is Helpful
Becoming Fluent and Providing Value
Generating Automated Content
Chapter 8 Stimulate Discussion—People Become Invested When They’re Involved
Engaging Is Everything
Be Affective to Be Effective
If You Aren’t Relatable, You’re Invisible
Simple Is Superior
Part 3 How Do I Influence People to Refer to Me, Hire Me, and Buy from Me?
Chapter 9 Use Social Proof—People Look to Certain Others to Decide What to Do
Who Are We Most Influenced By?
Use Similarities to Gain Clients and Referral Partners
Use Numbers to Gain Clients and Referral Partners
Use Social Proof to Resolve Ambivalence or Objections
Enhancing Outcomes
Chapter 10 Give First—People Naturally Reciprocate Genuine Support
Give When You Mean It
Give Thought to Your Opening
Give without Giving Everything Away
Give Compliments and Concessions
Give Back
Chapter 11 Simplify Everything—People Deliberate on the General and Act on the Specific
Why People Buy
No Choice or a Handful of Choices?
Which Option Will People Choose?
Chapter 12 Influence Action—People Decide in the Opposite Way of What You’d Think
What Happens When Heart and Mind Are in Conflict?
Is the Decision to Hire or Buy from You Complex or Simple?
Strike While the Iron’s Hot (or Not)
References
About the Author
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Introduction
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Chapter 1 Make the Right Connections—People Look for Those Who Fill a Need
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Part 1
How Do I Initiate Relationships That Get Results?
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