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Filled with business strategies based on interviews with actual home office professionals.

Tabla de contenidos provista por Syndetics

• Introduction(p. 9)
• Part 1 Customer Service(p. 11)
• Tip #1 Do Business with a Personal Touch(p. 13)
• Tip #2 When Working with Clients, Devote Yourself to Them 100 Percent(p. 14)
• Tip #3 Promote Your Clients' Business(p. 16)
• Tip #4 Stay Out of Your Clients' Territory(p. 17)
• Tip #5 Pay Attention to What Your Customers Want(p. 19)
• Tip #6 Make It Easy for People to Do Business with You(p. 20)
• Tip #7 Don't Promise What You Can't Deliver and Don't Deliver Late(p. 22)
• Tip #8 Work to Communicate at Every Level(p. 23)
• Tip #9 Look for Other Ways to Serve Existing Clients(p. 25)
• Tip #10 Be a Resource to Your Clients(p. 26)
• Tip #11 Guard Your Reputation: You Lose It Only Once(p. 28)
• Tip #12 Make People Feel Good(p. 29)
• Tip #13 Don't Let Your Hair All the Way Down(p. 30)
• Tip #14 Keep Personal Information Private(p. 32)
• Tip #15 Always Provide Something Extra(p. 33)
• Part 2 Managing Your Office(p. 35)
• Tip #16 Buying a Computer Is Like Shooting at a Moving Target(p. 37)
• Tip #17 When You Receive Your First Payment From a Client, Copy the Check(p. 38)
• Tip #18 Don't Eat What You Kill(p. 40)
• Tip #19 Don't Hire Friends(p. 41)
• Tip #20 Kick Your Staff Out of Your Office(p. 43)
• Tip #21 Be Willing to Pay for Quality Assistance(p. 44)
• Tip #22 Treat Your Home Office As a Corporate Office, While Staying in Contact with Your Family(p. 46)
• Tip #23 Don't Skimp on Quality(p. 47)
• Tip #24 Create a Buffer Between Work and Home(p. 48)
• Tip #25 Don't Do Business with Friends and Relatives(p. 50)
• Part 3 Marketing(p. 51)
• Tip #26 Make One Promotional Piece Do More(p. 53)
• Tip #27 Make All of Your Marketing Materials First Class(p. 55)
• Tip #28 Give Speeches to Promote Your Business(p. 56)
• Tip #29 Create a Web Site(p. 58)
• Tip #30 Teach Classes(p. 60)
• Tip #31 Send Memorable Holiday Cards(p. 61)
• Tip #32 Give People the Opportunity to Sample Your Product Properly(p. 63)
• Tip #33 Publish a Traditional Newsletter or One Online(p. 64)
• Tip #34 Practice Relationship Marketing(p. 66)
• Tip #35 Send a Business Anniversary Card(p. 67)
• Tip #36 Find an Angle and Focus on It(p. 69)
• Tip #37 Mail Clippings, Comics, Etc. to Clients and Prospects(p. 70)
• Part 4 Organization(p. 73)
• Tip #38 Grow Into a Routine(p. 75)
• Tip #39 Realize That Things Take Twice As Long and Cost Three Times As Much(p. 76)
• Tip #40 Avoid Perfection(p. 78)
• Tip #41 Write Celebration Lists(p. 79)
• Tip #42 Don't Waste a Lot of Time for Little Money(p. 81)
• Tip #43 Get on Your Clients' Schedule(p. 82)
• Tip #44 Don't Delegate(p. 84)
• Tip #45 Have Strong Follow-Up Techniques(p. 85)
• Tip #46 Keep Your Business in Full View(p. 87)
• Tip #47 Keep a "B Team" List(p. 88)
• Tip #48 Create Systems for Managing All Incoming Information, Whether Paper-Based or Electronic(p. 91)
• Part 5 Personal Development(p. 93)
• Tip #49 Look for Ways to Complement and Supplement Your Skills(p. 95)
• Tip #50 Live What You Teach(p. 96)
• Tip #51 Don't Be Afraid to Be Alone(p. 98)
• Tip #52 Live What You're Saying(p. 99)
• Tip #53 You Have to Feel Support From the People at Home(p. 101)
• Tip #54 Be Focused and Have an Identity of Your Own(p. 102)
• Tip #55 Give Yourself More Credit(p. 104)
• Tip #56 Take "Joy Breaks"(p. 105)
• Tip #57 When It's No Longer Fun, Quit(p. 107)
• Tip #58 Schedule "Brag Time" Each Day(p. 108)
• Tip #59 You Have to Fail Before You Can Succeed(p. 110)
• Tip #60 Treat Yourself As a Client and Take Care of Yourself(p. 111)
• Tip #61 Big Egos Miss Big Opportunities(p. 113)
• Part 6 Personal Work Habits(p. 115)
• Tip #62 Don't Be Afraid to Change What Isn't Working(p. 117)
• Tip #63 Get Dressed As If You Are Seeing Your Best Client(p. 118)
• Tip #64 Don't Be Left Out in a Corporate Turnover(p. 120)
• Tip #65 Work Without a Formula(p. 121)
• Tip #66 Don't Give Your Ideas Away(p. 123)
• Tip #67 What You Give Away Will Always Come Back(p. 124)
• Tip #68 Be Willing to Break Away from Old Clients(p. 126)
• Part 7 Public Relations(p. 129)
• Tip #69 Establish Yourself As an Expert(p. 131)
• Tip #70 Produce a "Tips" Booklet(p. 132)
• Tip #71 Advertise Through Action(p. 135)
• Tip #72 Create a Web Site(p. 136)
• Tip #73 Have a One-Page Fact Sheet Readily Available(p. 137)
• Tip #74 Advertising Doesn't Always Pay(p. 139)
• Tip #75 Tell Your Clients About Your Achievements Often(p. 140)
• Tip #76 Choose Faxing Over Mailing(p. 142)
• Tip #77 Don't Play Hide and Seek(p. 143)
• Part 8 Research(p. 145)
• Tip #78 Read What You Need(p. 147)
• Tip #79 Ask "So What?"(p. 148)
• Tip #80 See What Your Competition Is Doing and Change Your Approach(p. 150)
• Tip #81 Keep Your Antennae Up(p. 151)
• Part 9 Sales(p. 155)
• Tip #82 Look Past Your Clients' Business Lives(p. 157)
• Tip #83 Know How to Get Past the Gatekeepers(p. 159)
• Tip #84 Follow the 13-13-12-12 Plan(p. 160)
• Tip #85 Sell Magic Moments(p. 161)
• Tip #86 Send "Love Letters" to Prospects(p. 163)
• Tip #87 Clearly Define What Is and Isn't Part of a Contract(p. 164)
• Tip #88 Do Like and Unlike Presentations(p. 166)
• Tip #89 Pick Low Fruits(p. 167)
• Tip #90 Be a Gunfighter(p. 168)
• Tip #91 Interview Your Customers' Customers(p. 170)
• Tip #92 Stay in Touch With Your Customers(p. 171)
• Tip #93 Don't Be a Pest(p. 172)
• Tip #94 Be a Super-Sleuth(p. 174)
• Tip #95 Make Yourself Seen and Heard(p. 175)
• Tip #96 Find Out When Customers and Prospects Like to Do Business(p. 176)
• Tip #97 Offer Referral Incentives(p. 178)
• Tip #98 After Delivering What You Promised, Ask for Referrals(p. 179)
• Tip #99 Learn to Be Quiet(p. 181)
• Tip #100 Search the Want Ads in Newspapers and the Internet for Leads(p. 182)
• Tip #101 Develop Ancillary Products(p. 184)
• Tip #102 Always Give More Than Expected(p. 185)
• About the Author(p. 187)
• Index(p. 189)

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Booklist Review

The main complaint of home workers is that they have so much to do in so little time. Through interviews with 30 professionals, Kanarek provides 101 tips that fall into nine categories, from customer service to personal development, all of which are intended to slacken tight schedules and increase revenues. To those who have run their own business from home for a while, many of these recommendations might seem elementary; yet to fledglings, because each tip is buttressed with a real-life example, a lot of the advice will undoubtedly prove useful. --Barbara Jacobs