How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services

Format: Hardback
Length: 272 pages
Publication date: 11 May 2018
Publisher: John Wiley & Sons Inc

The ultimate guide to selling your services and attracting business is here! If you're one of the millions of talented individuals whose skills are your product, you know that success hinges on attracting clients. However, you may feel lost, hesitant, or unsure of how to sell your services effectively, as you've been trained primarily for your role rather than for selling. This comprehensive book is your rescue, offering practical advice and strategies to help you navigate the world of selling and turn prospects into clients.

In this book, you'll unlearn everything you think you know about sales and learn new skills that will empower you to make meaningful connections, build rapport, create interest, earn trust, and ultimately convert prospects into loyal clients.

Business development is a crucial aspect of your personal success, and this invaluable guide provides you with a set of real-world best practices to help you become the rainmaker you aspire to be.

Get the word out and make productive connections: Don't be afraid to promote your accomplishments and showcase your skills. Use social media, attend networking events, and engage with your target audience to build a strong network and attract potential clients.

Earn potential clients' trust: Building trust is the foundation of any successful relationship. Be honest, transparent, and authentic in your interactions with prospects. Show them that you understand their needs and that you have the expertise to deliver solutions that meet their expectations.

Scrap the sales pitch in favor of honesty, positivity, and value: In today's competitive market, it's essential to offer more than just your services. Focus on providing value to your prospects by offering insights, advice, and solutions that address their pain points. Be positive, enthusiastic, and passionate about what you do, and let your enthusiasm shine through in your interactions.

Working in the consulting and professional services fields can present unique challenges compared to selling tangible products. Services are often under-valued and can be among the first things to be cut when budgets get tight. Therefore, you must have a sharp game plan to out-compete the field.

How Clients Buy provides you with the tools and strategies to level up and start winning clients in the consulting and professional services industry. It covers topics such as understanding your target audience, developing a compelling value proposition, building a strong online presence, and effective communication and negotiation.

Whether you're a freelancer, consultant, or agency owner, this book is a must-read for anyone who wants to succeed in selling their services and attracting business. By implementing the strategies outlined in this book, you'll be able to build a thriving client base, achieve your goals, and achieve the success you deserve.

So, if you're ready to take your sales skills to the next level and attract more clients, pick up a copy of How Clients Buy today and start your journey to success!

Weight: 470g
Dimension: 235 x 160 x 24 (mm)
ISBN-13: 9781119434702