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How clients buy : a practical guide to business development for consulting and professional services / by Tom McMakin and Doug Fletcher

By: McMakin, Tom.
Contributor(s): Fletcher, Doug.
Publisher: Hoboken, N.J. : Wiley, 2018Description: ix, 262 p. ; 24 cm.ISBN: 9781119434702.Subject(s): Professional firms | Marketing | Client relationships | Accounting profession | Public practiceOnline resources: Download as an eBook | Download Audiobook
Contents:
THE PROBLEM: A curious problem -- Finders, minders, and grinders. OBSTACLES: Beyond pixels -- Obstacle #1 - what they didn't teach you in B-school -- Obstacle #2 - but I don't want to sell -- Obstacle #3 - things aren't what they once were -- Obstacle #4 - a blizzard of bad advice. HOW CLIENTS BUY: The secret to selling -- Element 1 - I am aware of you -- Element 2 - I understand what you do -- Element 3 - I am interested -- Element 4 - I respect your work -- Element 5 - I trust you -- Element 6 - I am able -- Element 7 - I am ready. PUTTING THE SEVEN ELEMENTS TO WORK: A chain is a strong as its weakest link -- Getting to work -- All business is local -- Our vision of the future.
Summary: Offers a guide to professional service providers on how to find, connect and sell services to clients. Provides strategies and techniques to establish and grow a client base and build awareness for a service offering.
List(s) this item appears in: Rejuvenate your public practice
Item type Home library Call number URL Status Notes Date due Barcode Item reserves
Book Book Australia
200.2 MCM 2018 (Browse shelf) Not for loan CA012606
Audiobook Audiobook International
Overdrive Audiobook (Browse shelf) Link to resource Audiobook 6 hours, 38 minutes
EBook EBook International
ProQuest eBook (Browse shelf) Link to resource eBook Available as an ebook here
Book Book New Zealand
200.2 HOW (Browse shelf) Not for loan CA013180
Total reserves: 0

THE PROBLEM: A curious problem -- Finders, minders, and grinders. OBSTACLES: Beyond pixels -- Obstacle #1 - what they didn't teach you in B-school -- Obstacle #2 - but I don't want to sell -- Obstacle #3 - things aren't what they once were -- Obstacle #4 - a blizzard of bad advice. HOW CLIENTS BUY: The secret to selling -- Element 1 - I am aware of you -- Element 2 - I understand what you do -- Element 3 - I am interested -- Element 4 - I respect your work -- Element 5 - I trust you -- Element 6 - I am able -- Element 7 - I am ready. PUTTING THE SEVEN ELEMENTS TO WORK: A chain is a strong as its weakest link -- Getting to work -- All business is local -- Our vision of the future.

Offers a guide to professional service providers on how to find, connect and sell services to clients. Provides strategies and techniques to establish and grow a client base and build awareness for a service offering.

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