Winning Clients in a Wired World

Getting Started 1 Some Explanations 3 And Some Encouragement 5 What to Do Right Now 5 What to Keep on Doing 6 The Most Important Thing to Keep in Mind 8 Chapter 1 Keep What's Critical at Your Fingertips9 The Knowledge Journal Concept 10 Getting Set up 11 A Shortcut for Faster Access 18 Working Your Journal 21 Organizing Content 24 Building a Group Knowledge Bank 26 Chapter 2 Achieve Breakthroughs Systematically 31 Identifying Opportunities 34 Three Steps to Improvement 37 Technology's Role 40 The Money Value of Time 44 The Economics of Your Business 45 Inspecting What You Expect 46 Growth, Change, and the Nautilus 46 Chapter 3 Work the Web for All It's Worth 49 Prospecting Online 50 What to Look For 60 Directories Worth Digging Into 64 What You Need, When You Want It . . . Automatically 68 The Language of Search 72 Turbocharging Your Browser 78 Beyond Google 90 Chapter 4 Build Relationships Through Better Communication93 How Good Are you? 94 Seven Steps to Improvement 95 The Pros and Cons of E-Mail 104 Effective E-Mail Strategies 107 Mastering the Electronic Medium 111 The Affluent + The Internet = Opportunity 114 101 Ways to Get Closer to Clients 116 Chapter 5 Present Yourself Professionally 121 Plan Your Presentation 121 A Quick Lesson in Powerpoint 123 Design Dos and Don'ts 128 Using Screen Shots 131 Repurposing Content 136 Looking Good in Print 138 Preparing "Digital" Handouts 140 Setting Up to Present 141 Delivering Your Message 143 Help with Public Speaking 145 The Value of Feedback 146 Useful Resources 148 Presenting Over the Internet 150 Chapter 8 Automate Time-Consuming Tasks 157 Tame Your Inbox 158 Keep Contact Information Up-to-Date 162 Manage Frequently Used Content 163 Streamline Your Marketing 168 Keyboard Shortcuts 170 Let Macros do the Work 184 Add Ins for Excel and Word 187 Chapter 7 Get the Help You Need to Succeed 191 Resources Hiding in Plain Sight 192 Virtual Assistance 192 Interns: Affordable Workers, Eager to Learn 194 Streamlining Interviews and Selection 196 Finding Freelancers 199 Leveraging Vendors 201 Learning Resources 204 Chapter 8 Assembling Your Toolkits 209 Avoiding Disaster 210 Productivity Tools and Utilities 215 Where to Get the Inside Scoop 219 Buying Hardware 223 Upgrading Software 225 Resolving Technical Troubles 226 Chapter 9 The Chat Room 231 Chapter 10 Where Do I Go from Here? 239 Appendix A Using Technology to Build a Better Sales Force243 Appendix B Worksheets 251 Glossary 263 Acknowledgements 271 Index 273