Book : How Clients Buy A Practical Guide To Business...

-Titulo Original : How Clients Buy A Practical Guide To Business Development For Consulting And Professional Services

-Fabricante :

Wiley

-Descripcion Original:

The real-world guide to selling your services and winning more client businessFollowing in the tradition of David Maisters The Trusted Advisor and Ford Hardings Rain Making, How Clients Buy is the much-needed guide to selling your services. If youre 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, youre 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 youre 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. Youll have to unlearn everything you know about sales, but then youll 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. From the Author Doug and I invite you to dig in and learn more about how pros in the world of professional services think about business development. From the start of our investigation, we were convinced that services are sold differently than products. But how? What we found surprised us and will you as well. --Tom McMakin From the Inside Flap If youre among the millions, worldwide, whose livelihoods depend on sharing their skills and expertise with those who need them, you know that working as a consultant or professional service provider brings with it challenges unknown to those who sell tangible products like eyewear or farming equipment. Services are often misunderstood and under-valued, and, regrettably, theyre among the first items to be cut from tightening budgets. And with todays staggering 11% global growth rate in the consulting and professional services industries, the competition for clients is now fiercer than its ever been. But if youre like the vast majority of consulting and services professionals, all of your specialized training and education, not to mention your years of experience, count for little without a deep understanding of how clients buy. A survival guide for every services professional, this book helps you up your game by schooling you in the secrets of finding, connecting with, and building lasting professional relationships with the clients you want and deserve. And you wont have to become a pitchman, social media expert, road warrior, or marketing whiz to do it. Brimming with sage advice, priceless insights, and practical guidance, this book is for services of every stripe, whether youre a bankruptcy attorney working in a large firm or a home-based graphic artist, a web designer, or a financial advisor, a strategy consultant or marketing consultant. Written by a uniquely well qualified author team, and based on interviews with dozens of senior professionals working in a wide range of consulting and professional services, ranging from law, accounting, investment bankin