The Snowball System: How to Win More Business and Turn Clients into Raving Fans

Consultant Bunnell provides professionals with a comprehensive guide to ramping up their customer base. It’s not just salespeople who need this help, he writes; anyone who relies on paying clients can use the system. He has found that, all too often, people get wrapped up in servicing the clients they already have and in maintaining the status quo in their business, neglecting the need to grow. Bunnell proposes that readers become as expert in selling themselves to clients as they are in their chosen fields. They must also work customer acquisition into the workday—according to Bunnell, among the thousands of professionals he’s trained, most initially devoted less than an hour daily to this—by creating a “self-reinforcing, integrated system,” such as building one’s own business development habits. Additionally, the book walks readers through targeting their ideal clients, coming across as likable (but not desperate) to prospective clients, turning good leads into actual clients, and figuring out the key to self-motivation. There’s nothing markedly new, but this offering is encyclopedic; businesspeople will find it highly useful in making customer growth a permanent part of their careers. [em](Sept.) [/em]