Marketing Your Consulting Services.pdf - epiheirimatikotita.gr

Selling Services
How Do You Sell You?
It’s time to sell. You need to be face-to-face with a prospective client
to make a sale. Oh, sure, some deals are closed through a proposal
process and sometimes you will be called based on a referral. But normally
you need to go eyeball-to-eyeball with a potential client in order
to sell your services—sell you. The potential client most likely learned
about your work from one of the marketing tools you have employed.
That means your marketing mix is working. The next step is to meet
the individual in person to discuss the company’s needs. The sale is
the ultimate marketing event.
This chapter will discuss the rainmaker concept—that is, how to create business.
It will address using a value-added selling concept and introduce a selling
process for consultants. Do you know how to prepare for a sales call? What should
you do during the sales call? And how can you be more effective at marketing by
following up your sales call? Like the other chapters, this one is filled with practical
suggestions and tips for you to use on your next sales call.
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