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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
The real-world guide to selling your services and bringing in businessHow 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,
A proven approach to revenue-generating marketing and client development Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are
Perfect for practitioners, teachers and students, this book offers a comprehensive guide to commissioning, managing and undertaking research in development work. This fully revised and updated Second Edition includes new sections on how to use the internet for research, promoting research uptake,
A practically focused guide to effective counseling of all clients Human Development Across the Life Span is a practical guide to human growth and development, moving beyond theory to include real-world applications for counselors who work with clients. Written by recognized authorities in mental
With over 650 tips, tactics, techniques and thought provoking business questions, The Financial Times Guide to New Business Development is the authoritative, down-to-earth guide to attracting more customers and clients, getting them to pay the prices you want and influencing them to recommend
'The consulting industry is one of the fastest growing business sectors worldwide with new opportunities emerging continually in hundreds of different fields. Whatever your area of expertise--engineering or employee relations, computers or customer service--there's likely to be a demand for your
A practical guide for providing exceptional client service Most advertising and marketing people would claim great client service is an elusive, ephemeral pursuit, not easily characterized by a precise skill set or inventory of responsibilities; this book and its author argue otherwise, claiming
How do you develop products that people will actually use and buy? This practical guide shows you how to validate product and company ideas through customer development research--before you waste months and millions on a product or service that no one needs or wants. With a combination of
A practical guide to address race in the workplace For too long, the workplace has outsourced the uncomfortable work of addressing systemic racism to the police, politicians, talk show hosts, celebrities, red carpet sound bites and 'reality' TV. It's time for change. The workplace is the perfect
Learn the secrets of how recurring revenue is driven at expert firms like BCG, KPMG, EY, and more Never Say Sell: How the World's Best Consulting and Professional Services Firms Expand Client Relationships explains how to scale individual engagements into long-term business relationships. Cowritten
An essential (and practical) guide to becoming a master communicator--to empower teams, serve clients, and develop stronger relationships Excellent communicating skills have always been crucial to success in leadership and management roles--and that's one of the reasons the first edition of this
Get real results for your business - maximize your training and development programs Corporate learning and development programs play an undeniable role in successful business endeavors, but only when they're done right. The significant revisions in the third edition of The Six Disciplines of
A practical approach to business transformation Fit for Growth* is a unique approach to business transformation that explicitly connects growth strategy with cost management and organization restructuring. Drawing on 70-plus years of strategy consulting experience and in-depth research, the experts
An inspiring yet practical guide for transforming limitations into opportunities A Beautiful Constraint: How to Transform Your Limitations Into Advantages And Why It's Everyone's Business Now is a book about everyday, practical inventiveness, designed for the constrained times in which we live. It
This book is a practical and detailed guide on how to perform a range of surgical techniques for facial bone contouring. Facial bone contouring surgery has been gaining popularity not only in many Asian countries but also in Western countries, especially those in which there are sizable Asian
This descriptive, practical guide explains how to build a commercially impactful, operationally effective and technically robust IoT ecosystem that takes advantage of the IoT revolution and drives business growth in the consumer IoT as well as industrial internet spaces.With this book, executives,
The definitive business guide for equine-assisted professionals to reach more clients so they can feed their horses and change the
Data Modeling Made Simple will provide the business or IT professional with a practical working knowledge of data modeling concepts and best practices. This book is written in a conversational style that encourages you to read it from start to finish and master these ten objectives: Know when a
Mo Bunnell's comprehensive system will help you win more clients, build stronger relationships, and bring in more business.If you're good at doing something, and you need to connect with paying clients in order to keep doing it, this book is for you. There are more of us out there than you might
Praise for The Mindful Coach 'Success in business is predicated on eliciting the best from people. The Mindful Coach clearly articulates the essentials of how to do this. As someone who believes deeply in the potential of all people, I found Silsbee's approach both practical and profound. This is a
A unique and practical guide for those who manage or aspire to manage a marketing function at board level. Contains practical advice, ideas, arguments, tools and strategies to enhance the profitable growth and value of your organisation. Covers the marketing technical and management aspects of the
Your handy, authoritative guide to small business HR Packed with practical tips and advice on how to handle tricky people situations in the workplace, this friendly guide shows anyone without a ton of HR experience how to correctly--and legally--utilise HR practises within a small business. From
'A valuable, practical guide for navigating through ICT turbulence and dynamics. A lighthouse for the human side of ICT.' Erik van de Loo, Director Executive Masters in Change, INSEAD Professor of Organisational Behaviour, INSEAD Business School 'The ICT Malaise is a different and thorough point of
An exceptional new work on family business, showing how to maintain a balanced relationship between the family and the company, and ensure satisfactory business results. This roadmap helps the reader to build better managed and more stable family