How clients buy
Subtitle: a practical guide to business development for consulting and professional services
By: Tom McMakin, Doug Fletcher
Contributors: Fletcher, Douglas H., author
Publisher: Wiley
Published: 2018
Language: eng
Number of pages: 262
ISBN-13: 9781119434702
Subjects: Consultants; Professions; Customer relations; Marketing
Description: "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 won't 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 ... 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 ... How Clients Buy reveals proven strategies and techniques for building communities of interest, adding value to those communities, and scoping business off of what you learn"--
Notes: Includes bibliographical references and index.
Table of contents: title: A curious problem; title: Finders, minders, and grinders : the business development imperative; title: Beyond pixels : selling a service is different from selling things (and harder); title: Obstacle #1 : What they didn't teach you in b-school : If I am supposed to be the expert, why do I feel so stupid about sales?; title: Obstacle #2 : But I don't want to sell : Moving past Willy Loman; title: Obstacle #3 : Things aren't wha+t they once were : It is harder than ever to sell expert services; title: Obstacle #4 : A blizzard of bad advice : Everything you know about sales is wrong; title: The secret to selling : never say sell; title: Element 1 : I am aware of you : What was the name of your firm again?; title: Element 2 : I understand what you do : You do what?; title: Element 3 : I am interested : These are my goals; title: Element 4 : I respect your work : You have the right stuff to help me; title: Element 5 : I trust you : You have my best interests at heart; title: Element 6 : I am able : I've got budget and buy-in; title: Element 7 : I am ready : The timing is right; title: A chain is as strong as its weakest link : using the seven elements as a diagnostic tool; title: Getting to work : learning to think and act like a rainmaker; title: All business is local : from the Silk Road to the information superhighway; title: Our vision of the future : a roadmap for change.