+353-1-416-8900REST OF WORLD
+44-20-3973-8888REST OF WORLD
1-917-300-0470EAST COAST U.S
1-800-526-8630U.S. (TOLL FREE)


The Profitable Consultant. Starting, Growing, and Selling Your Expertise. Edition No. 1

  • ID: 2543148
  • Book
  • May 2013
  • 288 Pages
  • John Wiley and Sons Ltd

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.

Note: Product cover images may vary from those shown

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

Note: Product cover images may vary from those shown
Jay Niblick
Note: Product cover images may vary from those shown