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The Profitable Consultant
Starting, Growing, and Selling Your Expertise
“…a refreshing, effective and surprisingly simple alternative that just works!” “Jay rewrites the sales and marketing playbook for the consulting and coaching industry!” “This is a new mindset, one which is totally compatible with my concept of becoming a profitable consultant. Get a copy of this book today.” “I wholeheartedly recommend this book to any professional consultant engaged in business development. In other words, all of us!” “About time someone stepped up and took on the conventional way consultants have been taught to grow and sell and turned that on its head." “If you’re looking for ways to grow your practice, stop searching – this book is the answer!” “If you want more clients and more time to do what you love, study this book and put Jay's methods to use." "The Profitable Consultant provides a system, a methodology to get more business and faster – if you are a consultant/coach.”
—Anthony Robbins, entrepreneur, bestselling author and Peak Performance Strategist
—Marshall Goldsmith, New York Times and million copy best-selling author of MOJO and What Got You Here Won’t Get You There
—Jim Cathcart bestselling author and member of the NSA Speaker’s Hall of Fame
—Dr. Tony Alessandra, bestselling author of Collaborative Selling and The Platinum Rule for Sales Mastery
—Philip McKernan, international bestselling author, speaker and President at Philip McKernan Inc.
—Greg Habstritt, Founder and President, SimpleWealth Inc.
—Noah St. John, bestselling author of The Secret Code of Success
—Mike Koenigs, Founder/CEO Traffic Geyser
Jay Niblick (Author), Marshall Goldsmith (Foreword by)
9781118553138, Wiley
Hardback, published 10 May 2013
288 pages
23.1 x 16 x 2.5 cm, 0.476 kg
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.
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 177 9 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
Subject Areas: Business & management [KJ]
