The Profitable Consultant: Starting, Growing, and Selling Your Expertise - Hardcover

Niblick, Jay

Hardcover

ISBN 10: 1118553136 ISBN 13: 9781118553138

Publisher: Wiley, 2013

Synopsis

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.

About this title

From the Inside Flap

If you're considering becoming a consultant, you've probably spent much of your life honing your business expertise. But no matter how experienced professional business consultants and executive coaches may be, many find selling extremely uncomfortable. The greatest struggles a consultant faces 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, The Profitable Consultant rewrites the business development playbook for the consulting and coaching industry. Written for the independent business consultant looking to grow his or her practice, Jay Niblick teaches how to deliver more value and generate even more revenue. Distilling years of best practices from some of the most successful consultants in the world, this book delivers easy-to-apply advice that will help automate marketing efforts, increase profit margins, secure more business, and keep clients longer. This field-tested advice includes how to:

• Price your services to yield the greatest profits
• Determine whether you have what it takes to become a consultant
• Clarify your target market and build a Unique Value Proposition custom-fit for your audience
• Develop and deliver an education-based marketing strategy
• Write a killer press release that hooks a reporter to cover your story
• Focus on becoming the Business Diagnostician
• Customize your communication style to each individual client
• Muster the courage to change how you do business

You can't just sit back and wait for business to come to you. You may be an expert in your field, but The Profitable Consultant will make you an expert in how to grow a lucrative and long-lasting consulting practice.

From the Back Cover

Praise for The Profitable Consultant

"The Profitable Consultant takes a hard—sometimes brutal—look at the logic behind how consultants have historically tried to grow their business and offers a refreshing, effective, and surprisingly simple alternative that just works!"
—Anthony Robbins, entrepreneur, bestselling author, and Peak Performance Strategist

"I believe in helping, not selling; in problem-solving, not persuading; in collaborating, not pitching a stock solution. Jay Niblick's newest book,The Profitable Consultant, preaches all these same philosophies. Jay firmly believes in diagnosing before prescribing and good questioning/listening skills. I wholeheartedly recommend this book to any professional consultant engaged in business development. In other words, all of us!"
—Dr. Tony Alessandra, bestselling author of Collaborative Selling and The Platinum Rule for Sales Mastery

"This book shows how you, as a consultant or coach, do not need to learn scripts or develop a steel-will to go out and be a great salesperson just to be a profitable consultant. Instead, Jay shows you how to make profits an integral part of all that you do so that you never experience those sweat-producing moments of 'call reluctance' or feeling inadequate. This is a new mind-set, one that is totally compatible with my concept of becoming a profitable consultant. Get a copy of this book today."
—Jim Cathcart, bestselling author and member of the National Speakers Association Hall of Fame

About this edition

• Publisher: Wiley
• Publication date: 2013
• ISBN 10: 1118553136
• ISBN 13: 9781118553138
• Binding: Hardcover
• Edition number: 1
• Number of pages: 288