Mo Bunnell's comprehensive system will help you win more clients, build stronger relationships, and bring in more business.
If you're good at doing something, and you need to connect with paying clients in order to keep doing it, this book is for you. There are more of us out there than you might thinkfrom professionals like lawyers and consultants to big company account managers and freelancers of all stripes. And this book will teach you how to sell yourself without selling your soul.
In The Snowball System, Mo Bunnell offers powerful and proven tools for business development. Whether you are gregarious or introverted, whether you are a part of a small startup or a massive multinational, Bunnell's science-based system is effective and efficient, and easily adapted into your day-to-day work. With The Snowball System, you will not only succeed at growing your business, you'll learn to enjoy doing the activities that drive that growth. You'll be happier, and so will your clients.
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About the Author
Mo Bunnell is a speaker, consultant, and founder and CEO of Bunnell Idea Group (BIG). He helps organizations grow by teaching their highest performers how to bring in more clients and more revenue. Over the course of his career, he's worked in nearly every area of business development and used this knowledge and experience to build the GrowBIG business development system, resulting from years of testing and peer reviewed research into why people buy and what makes the buying process happen faster, in greater volume, and with more enjoyment. He lives in Atlanta with his wife and two daughters. BIG has now certified over 100 professionals as licensed GrowBIG trainers who have trained tens of thousands of professionals around the world, from individuals to Fortune 500 companies around the world, including Aetna, American Express, and Sotheby's.
Table of Contents
Introduction: More Business, Less Busy-ness 1
Chapter 1 Think Big, Start Small, Scale Up 15
Chapter 2 The Flywheel 39
Chapter 3 Targeting Your Ideal Clients and Positioning Yourself to Win 63
Chapter 4 Get People to Like You (Authentically) 87
Chapter 5 Turning Prospects into Clients 113
Chapter 6 Lead Tactics 139
Chapter 7 Turning Leads into Clients 165
Chapter 8 Closing the Book on Closing the Deal 187
Chapter 9 Strategic Client Planning for Long-Term Success 209
Chapter 10 Creating Momentum in Teams 231
Conclusion: Getting the Snowball Rolling 253
Most Helpful Customer Reviews
I have worked with Mo for many years and watched how well his practical tools really work for people. Mo really gets it- everything he shares is based on personal experience, is easy to understand and use and will have immediate impact. If you have relationships that impact your growth- get this book!
I have followed Mo's work for years. In summary, the information is invaluable and perhaps more important, the information can be applied with the straightforward Snowball system. Great read, I highly recommend it!
“Believe it or not, you are a salesperson.” So begins The Snowball System with the truth about any of us in professional services. The good news is selling can be learned, and Mo Bunnell has documented how to excel at it in this book. Mo draws on his vast experience to break down each of the steps of successful business development, enhanced by research in behavioral psychology and supplemented by a raft of online worksheets. The scope is comprehensive, covering prospect targeting, positioning, lead generation, client planning, meeting preparation, and more. The process is scalable to a sole proprietorship, small business, or large corporation. You can use it to bolster BD skills for yourself, for your client/prospect team, or for any large group with revenue responsibility. Mo walks you through each step of the system, stating the purpose and describing what to do -- and what not to do. Most steps have an associated worksheet you use to customize the process to your circumstances, support execution, and measure progress. As I was reading the book, I found it helpful to have the relevant worksheet open (by smartphone or computer). For me, the worksheets are a great asset because they provide the framework for practical application of the system. The conversational style of the book makes it easy to read, understand, and apply. And the text is sprinkled generously with anecdotes, humor, practical advice, and nuggets of wisdom. (An example: “...real, sustainable business development isn’t about selling as it’s traditionally understood at all. It’s about being strategically helpful.”) So when it comes to knowing what to do to be successful at business development, there are no more excuses! Mo Bunnell has done the research, provided the process, and built the tools. Now it’s up to you to act on it.
There are a lot of books available that purport to teach people about how to sell things - this is not one of those books. The Snowball System reminds us that we successfully manage our professional careers by having the client's best interest in mind, not by selling them things they don't need. When we do that, we create a new paradigm because we are not selling our clients anything, only helping them solve their most important problems. But what do we need to do to put ourselves in front of potential and prospective clients in the first place? This is where the Snowball System truly delivers and Mr. Bunnell has created an organized and powerful, yet simple enough for anyone to manage, process for identifying the right clients, developing leads, and closing deals. And most importantly, a process for retaining good clients for long-term success. The book is pretty thorough and I personally enjoyed reading about the research and academia that supports a number of ideas and concepts throughout the book as it lends more credibility to the proposed Snowball process. I have made it a point to apply these tactics in my engineering consulting practice and are encouraging my employees to read the Snowball System as a way to enhance their careers and grow our company. I would strongly encourage folks to make this a "must read" for anyone that wants to be successful in business.
As a business development professional responsible for training lawyers on sales skills, I have found that most sales methodologies miss the mark for the professional who needs to sell and then deliver his or her expertise. The Snowball System is the first methodology I have found that resonates with the attorneys I support and debunks their previously believed sales myths. If you are a professional who shutters when you hear the word "sales," especially when uttered in the same sentence as the phrase "key to your success," then The Snowball System is for you. Mo Bunnell shares the methodology that he developed and refined after business development became critical to his own career success. Mo builds a convincing case that to succeed at sales you only need to be good at learning. Whether you are an actuary, attorney, accountant or architect, applying the methodology outlined in The Snowball System will yield results and grow your practice.