Winning Clients in a Wired World: Seven Strategies for Growing Your Business Using Technology and the Web


Praise for Winning Clients in a Wired World

"No matter what your job title, you need to read this book. Your personal productivity will improve, your customers will appreciate you more, and your business will expand in ways you have only dreamed about."
–Hans Carstensen
Chairman and CEO, Aviva Life Insurance Company

"Finally . . . something definitive about applying technology in the workplace. This book is must reading for any financial professional who also wants to succeed as a business owner."
–Joby Gruber
President and CEO, FSC Securities Corp.

"This is one book that won't sit on your bookshelf. Buy two; someone will probably walk off with the first one."
–Deena Katz
Author of Deena Katz on Practice Management

"Kip Gregory takes the fear out of learning your way around computers and the Internet, suggesting ways to streamline simple, but necessary, every day business tasks. Using the helpful hints in this book will enhance anyone's office efficiency, whether you're a CEO or a CSR."
–Larry Grypp
President and CEO, Columbus Life Insurance Company

"This is one heck of a book. Everybody needs to have a copy of it in their library if not right on their desk. I've never seen so many tips and insights together in one place. I'm so convinced it will increase the productivity of my staff, I'm building a training curriculum around it for everyone in my company."

–Bill Carter
President, Carter Financial Management
Past Chairman, Financial Planning Foundation

"A dazzling amount of information on how to tap the technology you own to be more successful. Continuous learning is a critical part of achieving your goals; Winning Clients in a Wired World spells out step-by-step how to build that competency, for yourself or your organization."
–Sharon Gertz
Senior Vice President, Chief Fiduciary Officer, PNCBank

KIP GREGORY, Principal of The Gregory Group, helps sales organizations master technology and the Internet to create competitive advantages in their business. His "Working Smarter" and "BizTech" columns are seen by nearly 200,000 readers every month in the pages of On Wall Street and Advisor Today. Specializing in financial services, Kip coaches individuals and teams on what they need to know to save time and make more money. Visit to learn more about his services.
Getting Started.

Some Explanations.

And Some Encouragement.

What to Do Right Now.

What to Keep on Doing.

The Most Important Thing to Keep in Mind.

Chapter 1: Keep What’s Critical at Your Fingertips.

The Knowledge Journal Concept.

Getting Set Up.

A Shortcut for Faster Access.

Working Your Journal.

Organizing Content.

Building a Group Knowledge Bank.

Chapter 2: Achieve Breakthroughs Systematically.

Identifying Opportunities.

Three Steps to Improvement.

Technology’s Role.

The Money Value of Time.

The Economics of Your Business.

Inspecting What You Expect.

Growth, Change, and the Nautilus.

Chapter 3: Work the Web for All It’s Worth.

Prospecting Online.

What to Look For.

Directories Worth Digging Into.

What You Need, When You Want It . . . Automatically.

The Language of Search.

Turbocharging Your Browser.

Beyond Google.

Chapter 4: Build Relationships Through Better Communication.

How Good Are You?

Seven Steps to Improvement.

The Pros and Cons of E-Mail.

Effective E-Mail Strategies.

Mastering the Electronic Medium.

The Affluent + The Internet = Opportunity.

101 Ways to Get Closer to Clients.

Chapter 5: Present Yourself Professionally.

Plan Your Presentation.

A Quick Lesson in PowerPoint.

Design Dos and Don’ts.

Using Screen Shots.

Repurposing Content.

Looking Good in Print.

Preparing “Digital” Handouts.

Setting Up to Present.

Delivering Your Message.

Help with Public Speaking.

The Value of Feedback.

Useful Resources.

Presenting Over the Internet.

Chapter 6: Automate Time-Consuming Tasks.

Tame Your Inbox.

Keep Contact Information Up-to-Date.

Manage Frequently Used Content.

Streamline Your Marketing.

Keyboard Shortcuts.

Let Macros Do the Work.

Add-Ins for Excel and Word.

Chapter 7: Get the Help You Need to Succeed.

Resources Hiding in Plain Sight.

Virtual Assistance.

Interns: Affordable Workers, Eager to Learn.

Streamlining Interviews and Selection.

Finding Freelancers.

Leveraging Vendors.

Learning Resources.

Chapter 8: Assembling Your Toolkit.

Avoiding Disaster.

Productivity Tools and Utilities.

Where to Get the Inside Scoop.

Buying Hardware.

Upgrading Software.

Resolving Technical Troubles.

Chapter 9: The Chat Room.

Chapter 10: Where Do I Go from Here?

Appendix A: Using Technology to Build a Better Sales Force.

Understand What the Market Wants.

Be Clear About What’s in It for You.

Get Internal Buy-In Early.

Transform Your Traditional Relationships.

Appendix B: Worksheets.

Software Inventory Summary.

Program Features Worksheet.

Work Flow Worksheet.

The Gregory Group’s Online Research Checklist.

Communication Planning Worksheet 1.

Communication Planning Worksheet 2.

Communication Planning Worksheet 3.

Macro Writing Worksheet.