How to Win Client Business When You Don't Know Where to Start

A Rainmaking Guide for Consulting and Professional Services

Doug Fletcher

• Editorial: Wiley
• Año: 2021
• ISBN:
  9781119676966
• Edición: 1
• Categoría: Mathematics
• Categoría: Applied Mathematics

Dramatically grow your client base following pragmatic and insightful advice by bestselling author Doug Fletcher

How to Win Client Business When You Don't Know Where to Start: A Rainmaking Guide for Consulting and Professional Services serves as an invaluable and indispensable guide for everyone in the business of selling professional and consulting services. Author Doug Fletcher dives deeply into the five skills required to "make it rain":

• Create Your Personal Brand Identity
• Demonstrate Your Professional Expertise
• Build Your Professional Ecosystem
• Develop Trust-Based Relationships
• Practice Everyday Success Habits

How to Win Client Business When You Don't Know Where to Start provides a masterclass in teaching the practical techniques and concrete strategies that professional services providers were never taught in school or on the job. Pragmatic lessons take the place of the vaguely defined principles found in competing books to turn readers from sales novices into rainmakers.

Written by the same celebrated author who brought readers the best-selling book How Clients Buy, How to Win Client Business When You Don't Know Where to Start is perfect for any professional services provider or consultant who seeks to dramatically increase their book of business.

Índice

• Cover
• Title Page
• Copyright Page
• Contents
• Introduction: Selling a Service Is Different (and Harder) Than Selling a Product
• Part I If I’m So Smart, Why Do I Feel So Stupid about Selling?
• Part II The Five Skills We Must Learn If We Want to Become a Rainmaker
• Part III The Rainmaker’s Journey
• Appendix A: The Rainmaker Skills Self-Test: What Are My Rainmaker Strengths and Weaknesses?
• Recommended Reading
• Acknowledgments
• About the Author
• Index
• EULA