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
|Item type||Home library||Call number||URL||Status||Notes||Date due||Barcode||Item reserves|
|Book||Australia||200.2 MCM 2018 (Browse shelf)||Not for loan||CA012606|
|Audiobook||International||Overdrive Audiobook (Browse shelf)||Link to resource||Audiobook||6 hours, 38 minutes|
|EBook||International||ProQuest eBook (Browse shelf)||Link to resource||eBook||Available as an ebook here|
|Book||New Zealand||200.2 HOW (Browse shelf)||Not for loan||CA013180|
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.