Loading…
The Profitable Consultant : Starting, Growing, and Selling Your Expertise.
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 compl...
| Call Number: | Libro Electrónico |
|---|---|
| Main Author: | |
| Format: | Electronic eBook |
| Language: | Inglés |
| Published: |
New York :
Wiley,
2013.
|
| Subjects: | |
| Online Access: | Texto completo (Requiere registro previo con correo institucional) |
Table of Contents:
- The Profitable Conultant: Starting, Growing, and Selling Your Expertise; Contents; Foreword; Acknowledgments; Introduction; 1 Is Consulting Even Right for Me?; Why Choose Management Consulting as a Career?; What Does a Management Consultant Do?; Types of Practice Mind-Sets; Trends in Management Consulting; Risks of Independent Consulting; What Experience Is Needed?; 2 Build a Foundation That Supports Heavy Profits; Opening Your Doors; What Should You Call the Business?; What Business Structure Should You Choose?; Should You Have Insurance?; The Importance of Planning.
- The Critical Importance of BrandingWhat Business Supplies/Materials Will You Need?; Business Cards, E-Mail, and Letterhead; Brochures/Marketing Collateral; Phone Lines; Stock Headshot; Webinar Capability; Establishing Your Internet Presence; Listing with Website Directories; Banking; Do You Need an Office?; Software Programs; What Will Your Role Be?; The Myth of Strengths and Weaknesses; The CEO Bucket List; Outsourcing; Talent Bartering; 3 Poor Pricing Equals Poor Profits; The Money Side; Determining Your True Hourly Base Rate; Types of Fee Structures and Benefits.
- Thoughts on Pricing in GeneralHow to Deal with People Who Always Want a Deal; Proven Methods to Increase/Protect Your Profits; How to Increase Fees Appropriately; 4 How You Charge Is as Important as What You Charge; Proposals as Confirmation-Not Negotiation; A Brief Word on Contracts; The Option of Multiple Yeses; Negotiating Price for Maximum Profit; Invoicing Properly; Dealing with Deadbeats; Firing Your Bottom 10 Percent; Justifying Your Fees; 5 Not Just Any Ole Fishing Hole Will Do; Choosing Your Target Market; The Greatest Profit Key in the World; Team Separation.
- What Is Your Final Offering (UVP)?6 Seek Only to Give-Marketing That Actually Works; Effective Marketing; Education-Based Marketing; The Golden Rules of EBM; The 16 Marketing Vehicles; Website Marketing; Social Media Marketing; Blog Marketing; Article Marketing; Lecture/Seminar Marketing; Webinar Marketing; Presentation Marketing; Video Marketing; Audio Podcast Marketing; Workshop Marketing; Book Marketing; Drip or E-Mail Marketing; Referral Marketing; Effective Partnership Marketing; Network-Based Marketing (i.e., Networking); Research-Based Marketing; Press Release Marketing.
- Where to Take Your Awesome Press ReleaseNonstarters in Marketing; 7 Why Selling Sucks-The Profits from Your Practice; Cause #1: Selling Is a Full-Time Job; Cause #2: Selling Isn't Right for What You Do; Cause #3: Selling Isn't Right for You; Cause #4: The "Die-chotomy" of Being an Independent Consultant; 8 He Who Identifies the Cause of the Problem Gets to Fix It; Becoming the Business Diagnostician; "He Who Identifies the Cause of the Problem Gets to Fix It"; The Psychology of Sales; The Diagnostic Sales Process; The Physician Analogy; Induce the Customer to Come to You.