‘The Real-World Guide to Selling Professional Services’ by Montana’s Tom McMakin and Doug Fletcher

Tom McMakin, the CEO of Profitable Ideas Exchange (PIE), and professor and business strategist, Doug Fletcher, the Montana-based powerful team on a mission to arm every professional service expert with the right tools as they build their own business through community engagement by unlearning everything they know about selling themselves.

Co-authors of the upcoming book, How Clients Buy: A Practical Guide to Business Development for Consulting and Professional Services https://howclientsbuy.net/ (Wiley, March 5, 2018), they will teach your audience to forget everything they know about sales, new skills that will help make connections, develop rapport, create interest, earn trust, and turn prospects into clients.

Learn how professional service firms impact domestic outsourcing, how business schools are failing students by not teaching business development, how to become a rainmaker, as well as:

The most important thing one should know to build a service business

How to establish trust in a would-be buyer

How buyers of professional services are different from buyers of a widget

How selling expert services is different from software sales

How technology is revolutionizing expert service sales

Why segmenting a market is so important to the expert service sales organization

Why we hate salespeople

If there is a different way to sell services

If you’re among the millions, worldwide, whose livelihoods depend on sharing their skills and expertise with those who need them, you know that working as a consultant or professional service provider brings with it challenges unknown to those who sell tangible products like eyewear or farming equipment. Services are often misunderstood and under-valued, and, regrettably, they’re among the first items to be cut from tightening budgets. And with today’s staggering 11% global growth rate in the consulting and professional services industries, the competition for clients is now fiercer than it’s ever been. But if you’re like the vast majority of consulting and services professionals, all of your specialized training and education, not to mention your years of experience, count for little without a deep understanding of how clients buy.

A survival guide for every service professional, this book helps you up your game by schooling you in the secrets of finding, connecting with, and build lasting professional relationships with the clients you want and deserve. And you won’t have to become a pitchman, social media expert, road warrior, or marketing whiz to do it.

Buy the book today: https://howclientsbuy.net/