Overview

The real-world guide to selling your services and bringing in business How Clients Buy is the much-needed guide to selling your 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.

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Doug Fletcher currently splits his time between speaking, writing, and coaching on the topic of business development in consulting and professional services and teaching at the Jake Jabs College of Business & Entrepreneurship at Montana State University. He also serves on the Board of Directors of The Beacon Group, a growth strategy consulting firm headquartered in Portland, Maine. Prior to that, he was cofounder and CEO of North Star Consulting Group, a technology-enabled consulting firm that specialized in global web-survey projects. Earlier in his professional life, Doug served as a consultant with the management consultancy, A.T. Kearney, and was trained at General Electric in its leadership development program. He is a graduate of Clemson University and has an MBA from the University of Virginia's Darden School of Business Administration. Tom McMakin is CEO of Profitable Ideas Exchange (PIE), a leading provider of business development services for consulting and professional services firms. Previously, he held leadership positions in private equity and served as the chief operating officer of Great Harvest Bread Co., a multi-unit operator of bread stores. Tom is the author of Bread and Butter, a critically acclaimed book that describes his work at Great Harvest and how he and his team created a nationally recognized corporate learning community and culture of best practices using collaborative networks. He has appeared on the pages of Fast Company, Inc. magazine, Newsweek, BusinessWeek, and the Wall Street Journal. He is a graduate of Oberlin College and former Peace Corps Volunteer in Cameroon. Barry Abrams has narrated and produced audiobooks for a variety of publishers. Since 2012, he has also hosted and produced ESPN's In the Gate podcast. Based in Danbury, Connecticut, he also engineers and calls live webcasts of his son's ice hockey games.

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