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Wall Street Journal bestseller Build your book of business and sell more services with this expert guide for knowledge professionals How do rainmakers consistently and continuously sell their ideas and grow their client base? What is the secret to their ongoing success? Whether they are in accounting, consulting, investment banking, law, or any other type of professional service, it’s not just their knowledge, experience, and unique services that set them apart. They succeed by adopting the mindset, mastering the strategies, and employing the tactics at the heart of rainmaking. In Selling Your Expertise: The Mindset, Strategies, and Tactics of Successful Rainmakers, veteran communications, sales, and leadership consultant Robert Chen provides a practical guide to selling knowledge-based services in a market that demands credibility and subject-matter authority. Chen and his colleagues at Exec|Comm have helped hundreds of thousands of professionals learn to sell, influence, and negotiate more effectively. This book condenses Chen’s first-hand experience and over 40 years of Exec|Comm’s best sales advice, along with interviews featuring other successful rainmakers from a variety of professions and industries. Whether you’re a national practice partner at a Big Four consulting firm or an independent attorney just starting out, this book equips you with the real-life knowledge you need to: Develop a client-focused mindset to help build a thriving book of business Use effective strategies to find your ideal prospects and turn them into long-term clients, using concrete metrics to assess whether you’re on the right track Apply practical tactics to build a trusted reputation, sharpen communication skills, manage the challenges of not having enough time to sell, and push beyond obstacles The perfect book for consultants, investment bankers, lawyers, research analysts, and accountants, Selling Your Expertise is an invaluable resource for any professional who makes a living by selling solutions to their clients’ most pressing needs.
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.
Leverage Your Gifts and Time, Grow Your Business, Earn More Money, and Enjoy Entrepreneurial Freedom! If you're an entrepreneur, it's likely you went into business not only to be your own boss, but to also use your gifts, experience, and expertise to help others. What if you could do so in a bigger way-and supercharge the entrepreneurial freedom that drives you? You can! With the right tools, knowledge, plan, and action, you can leverage your time, resources, and gifts to impact an unlimited number of people and earn an amazing income. How, exactly? By creating an online program (or a series of online programs) to share your expertise with those who need it. If that sounds appealing, Teach Your Expertise: How to Grow a Business and Become a Success by Creating an Online Class or Program is for you. In it, 20 entrepreneurs share their stories of creating online programs that fueled their freedom and success. These amazing, dedicated, passionate business owners come from a variety of industries and experiences, proving that no matter your background, you have everything you need right now to get started. Each story in this book is unique, but all the stories share one thing in common: they're full of inspiration and practical, actionable advice to get started. If you're ready to gain the confidence and knowledge to create and launch your online program, order your copy today.
Master the art of what to say in your funnels to convert your online visitors into lifelong customers in this updated edition from the $100M entrepreneur and co-founder of the software company ClickFunnels. Your business is a calling. You’ve been called to serve a group of people with the products, services, and offers that you’ve created. The impact that the right message can have on someone at the right time in their life is immeasurable. Your message could help to save marriages, repair families, change someone’s health, grow a company, or more. . . . But only if you know how to get it into the hands of the people whose lives you have been called to change. By positioning yourself as an expert and telling your story in a way that gets people to move, you will be able to guide people through your value ladder, offer solutions to their problems, and give them the results they are looking for. This is how you change the lives of your customers, and this is how you grow your company. In this updated edition of Expert Secrets, Russell Brunson, CEO and co-founder of the multimillion-dollar software company ClickFunnels, gives you the step-by-step strategies you need to turn your expertise into a carefully crafted sales message that will attract your dream customers. Don’t hide inside your business. Implement these story selling techniques now so you can find your voice and gain the confidence to become a leader, build a movement of people whose lives you can change, and make this calling a career.
In this indispensable guide for anyone who must communicate in speech or writing, Schwartzberg shows that most of us fail to convince because we don't have a point-a concrete contention that we can argue, defend, illustrate, and prove. He lays out, step-by-step, how to develop one. In Joel's Schwartzberg's ten-plus years as a strategic communications trainer, the biggest obstacle he's come across-one that connects directly to nervousness, stammering, rambling, and epic fail-is that most speakers and writers don't have a point. They typically have just a title, a theme, a topic, an idea, an assertion, a catchphrase, or even something much less. A point is something more. It's a contention you can propose, argue, defend, illustrate, and prove. A point offers a position of potential value. Global warming is real is not a point. Scientific evidence shows that global warming is a real, human-generated problem that will have a devastating environmental and financial impact is a point. When we have a point, our influence snaps into place. We communicate belief, conviction, and urgency. This book shows you how to identify your point, leverage it, stick to it, and sell it and how to train others to identify and successfully make their own points.
Subject matter experts are the most valuable members of any organization—period. They establish vision, forge paths, create products, solve problems, sell customers, define policies, and cure ailments. Companies cannot prosper without them, since unlike non-experts, they provide the scaffolding upon which all other functions of the organization depend. They hold the jewels of knowledge in their organizations and are typically the top performers in their fields. But few company leaders ensure their experts are thoroughly developed as experts and often leave their effectiveness to chance. Alan Berrey addresses the challenges that confront experts and explores the techniques of top performers, including how they apply their expertise and maximize their power. Have you ever wondered how people judge your expertise and why it matters in your career? Beyond Expertise is about the craft of the expert—the artful application of expertise. It is about bringing your expertise out of the dark and maximizing your impact. It is about honing your influence with clients and boosting your authority with colleagues. In short, it is about becoming a compelling agent of change in any environment and with any audience. Alan Berrey is the founder of Expert Dig, Inc., a research and training venture committed to the advancement of corporate experts. With decades-long experience as a subject matter expert, he was CEO of multiple start-ups and vice president of business development at multiple technology companies. He has served clients in high-tech, manufacturing, financial services, telecommunications, transportation, health care, and government.
In You, Inc. Beckwith provides practical tips, anecdotes and insights based on his 30 years of marketing and selling his advertising services. Beckwith learned early on in his career that no matter what product you're selling, the most important component of the product is you. In You, Inc.: A Field Guide to Selling Yourself, Beckwith relates tantalizing tidbits and real stories of how to harness your enthusiasm with an ability to impress your key accounts.Written in his traditional homespun style, Beckwith offers doses of humour and pithy knowledge to anyone who wants to seal the deal and thrive in business.
Technology and increasing levels of education have exposed people to more information than ever before. These societal gains, however, have also helped fuel a surge in narcissistic and misguided intellectual egalitarianism that has crippled informed debates on any number of issues. Today, everyone knows everything: with only a quick trip through WebMD or Wikipedia, average citizens believe themselves to be on an equal intellectual footing with doctors and diplomats. All voices, even the most ridiculous, demand to be taken with equal seriousness, and any claim to the contrary is dismissed as undemocratic elitism. Tom Nichols' The Death of Expertise shows how this rejection of experts has occurred: the openness of the internet, the emergence of a customer satisfaction model in higher education, and the transformation of the news industry into a 24-hour entertainment machine, among other reasons. Paradoxically, the increasingly democratic dissemination of information, rather than producing an educated public, has instead created an army of ill-informed and angry citizens who denounce intellectual achievement. When ordinary citizens believe that no one knows more than anyone else, democratic institutions themselves are in danger of falling either to populism or to technocracy or, in the worst case, a combination of both. An update to the 2017breakout hit, the paperback edition of The Death of Expertise provides a new foreword to cover the alarming exacerbation of these trends in the aftermath of Donald Trump's election. Judging from events on the ground since it first published, The Death of Expertise issues a warning about the stability and survival of modern democracy in the Information Age that is even more important today.
Storytelling has come of age in the business world. Today, many of the most successful companies use storytelling as a leadership tool. At Nike, all senior executives are designated "corporate storytellers." 3M banned bullet points years ago and replaced them with a process of writing "strategic narratives." Procter Gamble hired Hollywood directors to teach its executives storytelling techniques. Some forward-thinking business schools have even added storytelling courses to their management curriculum. The reason for this is simple: Stories have the ability to engage an audience the way logic and bullet points alone never could. Whether you are trying to communicate a vision, sell an idea, or inspire commitment, storytelling is a powerful business tool that can mean the difference between mediocre results and phenomenal success. Lead with a Story contains both ready-to-use stories and how-to guidance for readers looking to craft their own. Designed for a wide variety of business challenges, the book shows how narrative can help: * Define culture and values * Engender creativity and innovation * Foster collaboration and build relationships * Provide coaching and feedback * Lead change * And more Whether in a speech or a memo, communicated to one person or a thousand, storytelling is an essential skill for success. Complete with examples from companies like Kellogg's, Merrill-Lynch, Procter Gamble, National Car Rental, Wal-Mart, Pizza Hut, and more, this practical resource gives readers the guidance they need to deliver stories to stunning effect.