How Clients Buy

The practical guide to selling your services and winning contracts, "How Customers Buy," is the much-needed resource for selling your services. If you are among the millions of people whose skills are the product, you know that you cannot succeed without acquiring customers. The problem is that you are trained to do your job – not to sell it. No matter how great you are in your actual role, you probably feel a bit lost, hesitant, or behind when it comes to attracting customers – an unfamiliar territory where you are never quite sure where the line between under- and over-selling lies. This book comes to the rescue with realistic, practical advice for selling what you do. You need to unlearn everything you know about selling, but then you will learn new skills that will help you network, build relationships, generate interest, gain trust, and convert prospects into customers. Business development is crucial for you.