How Clients Buy

By Tom McMakin, Doug Fletcher,

Book cover of How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services

Book description

The real-world guide to selling your services and bringing in business

How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the 'product,' you know that you cannot be successful unless you bring in clients. The problem is,…

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Why read it?

1 author picked How Clients Buy as one of their favorite books. Why do they recommend it?

The part about consulting many people hate is the selling bit. Well what better way to go into a conversation in which you are trying to sell your services than with an understanding of the process clients go through to buy? This book provides a useful understanding of the client’s viewpoint of consulting. Although I think it is of best use to those in sales roles in larger consultants and professional services firms, there is also advice, or perhaps a way of thinking, that is useful to everyone from the biggest firm to that single freelance consultant.

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