Profitable Consultant

ISBN-13: 9781118553138 / Angielski / Twarda / 2013 / 288 str.

J Niblick

Opis

Selling can be uncomfortable for professional business consultants and executive coaches. The two biggest problems are generating more qualified leads, and turning those leads into actual paying clients. Taking traditional beliefs about how best to -sell- and turning them completely upside down, author Jay Niblick rewrites the sales playbook for the consulting and coaching industry. His proven five-step sales process is specifically designed for independent business consultants and coaches, serving as a common set of rules to grow their practice, deliver more value and generate more revenue. The Profitable Consultant delivers a suite of ready-to-launch tools that will automate readers' marketing efforts, so they can focus more time delivering revenue-generating services -- to even more clients.

Spis treści

Foreword Marshall Goldsmith ix

Acknowledgments xi

Introduction 1

1 Is Consulting Even Right for Me? 5

2 Build a Foundation That Supports Heavy Profits 19

3 Poor Pricing Equals Poor Profits 57

4 How You Charge Is as Important as What You Charge 81

5 Not Just Any Ole Fishing Hole Will Do 97

6 Seek Only to Give Marketing That Actually Works 111

7 Why Selling Sucks The Profits from Your Practice 171

8 He Who Identifies the Cause of the Problem Gets to Fix It 1779 The Golden Rule Is Just Plain Wrong 209

10 Be Bold and Mighty Forces Will Come to Your Aid 221

Conclusion: Don t Lose Sight of Your Success 231

Appendix A Putting It All to Work for You A Review 235

Appendix B The EBM Guide: How to Get Started on an EBM Campaign 243

Appendix C Press Release Template 247

Appendix D Launch Cheat Sheet 249

About the Author 257

Index 259

O autorze

JAY NIBLICK is the founder/CEO of Innermetrix Inc., a boutique business consulting firm specializing in business consulting tools and solutions. Jay has worked with thousands of independent consultants from around the world and tens of thousands of corporations. Innermetrix has over 750 active consultants in the field working with organizations across twenty–three countries. Jay has coached each of them on how to start and grow a profitable consulting practice. He has consulted to organizations including Johnson & Johnson, British Petroleum, Intel, Google, Coca–Cola, BAE Systems, The Anthony Robbins Companies, and others. For more information, visit www.innermetrix.com

Blurb

Praise for The Profitable Consultant

"The Profitable Consultant takes a hard sometimes brutal look at the logic behind how consultants have historically tried to grow their business and offers a refreshing, effective, and surprisingly simple alternative that just works!"
Anthony Robbins, entrepreneur, bestselling author, and Peak Performance Strategist

"I believe in helping, not selling; in problem–solving, not persuading; in collaborating, not pitching a stock solution. Jay Niblick′s newest book,The Profitable Consultant, preaches all these same philosophies. Jay firmly believes in diagnosing before prescribing and good questioning/listening skills. I wholeheartedly recommend this book to any professional consultant engaged in business development. In other words, all of us!"
Dr. Tony Alessandra, bestselling author of Collaborative Selling and The Platinum Rule for Sales Mastery

"This book shows how you, as a consultant or coach, do not need to learn scripts or develop a steel–will to go out and be a great salesperson just to be a profitable consultant. Instead, Jay shows you how to make profits an integral part of all that you do so that you never experience those sweat–producing moments of ′call reluctance′ or feeling inadequate. This is a new mind–set, one that is totally compatible with my concept of becoming a profitable consultant. Get a copy of this book today."
Jim Cathcart, bestselling author and member of the National Speakers Association Hall of Fame