PDF How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services Ipad
The real-world guide to selling your services and winning more client business  Following in the tradition of David Maister's  The Trusted Advisor  and Ford Harding's Rain Making,  How Clients Buy is the much-needed guide to selling consulting and professional services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job--not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connectionsDrop the fear of self-promotion and advertise your accomplishmentsEarn potential clients' trust to build a lasting relationshipScrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
The real-world guide to selling your services and winning more client business  Following in the tradition of David Maister's  The Trusted Advisor  and Ford Harding's Rain Making,  How Clients Buy is the much-needed guide to selling consulting and professional services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job--not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients. Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be. Get the word out and make productive connectionsDrop the fear of self-promotion and advertise your accomplishmentsEarn potential clients' trust to build a lasting relationshipScrap the sales pitch in favor of honesty, positivity, and value Working in the consulting and professional services fields comes with difficulties not encountered by those who sell tangible products. Services are often under-valued, and become among the first things to go when budgets get tight. It is now harder than ever to sell professional services, so your game must be on-point if you hope to out-compete the field. How Clients Buy shows you how to level up and start winning the client list of your dreams.
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PDF How Clients Buy: A Practical Guide to Business
Development for Consulting and Professional Services Ipad
PDF How Clients Buy: A Practical Guide to Business Development for
Consulting and Professional Services Ipad
Description :
The real-world guide to selling your services and winning more client
business Following in the tradition of David Maister's The Trusted
Advisor and Ford Harding's Rain Making, How Clients Buy is the
much-needed guide to selling consulting and professional services. If you're
one of the millions of people whose skills are the 'product,' you know that you
cannot be successful unless you bring in clients. The problem is, you're trained
to do your job--not sell it. No matter how great you may be at your actual role,
you likely feel a bit lost, hesitant, or 'behind' when it comes to courting clients,
an unfamiliar territory where you're never quite sure of the line between underand
over-selling. This book comes to the rescue with real, practical advice for
selling what you do. You'll have to unlearn everything you know about sales,
but then you'll learn new skills that will help you make connections, develop
rapport, create interest, earn trust, and turn prospects into clients. Business
development is critical to your personal success, and your skills in this area
will dictate the course of your career. This invaluable guide gives you a set of
real-world best practices that can help you become the rainmaker you want to
be. Get the word out and make productive connectionsDrop the fear of selfpromotion
and advertise your accomplishmentsEarn potential clients' trust to
build a lasting relationshipScrap the sales pitch in favor of honesty, positivity,
and value Working in the consulting and professional services fields comes
with difficulties not encountered by those who sell tangible products. Services
are often under-valued, and become among the first things to go when
budgets get tight. It is now harder than ever to sell professional services, so
your game must be on-point if you hope to out-compete the field. How Clients
Buy shows you how to level up and start winning the client list of your dreams.
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