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.
Cuprins
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
Despre autor
JAY NIBLICK is the founder/CEO of Innermetrix Inc., a boutique business consulting firm specializing in business consulting tools and solutions. Jay has worked with thousands of independent consultants from around the world and tens of thousands of corporations. Innermetrix has over 750 active consultants in the field working with organizations across twenty-three countries. Jay has coached each of them on how to start and grow a profitable consulting practice. He has consulted to organizations including Johnson & Johnson, British Petroleum, Intel, Google, Coca-Cola, BAE Systems, The Anthony Robbins Companies, and others. For more information, visit www.innermetrix.com
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