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

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

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Overview

The Profitable Consultant: Starting, Growing, and Selling Your Expertise by Jay Niblick

Selling can be uncomfortable for professional businessconsultants and executive coaches. The two biggest problems aregenerating more qualified leads, and turning those leads intoactual paying clients. Taking traditional beliefs about how best to"sell" and turning them completely upside down, author Jay Niblickrewrites the sales playbook for the consulting and coachingindustry. His proven five-step sales process is specificallydesigned for independent business consultants and coaches, servingas a common set of rules to grow their practice, deliver more valueand generate more revenue. The Profitable Consultantdelivers a suite of ready-to-launch tools that will automatereaders’ marketing efforts, so they can focus more timedelivering revenue-generating services — to even more clients.

Product Details

ISBN-13: 9781118553138
Publisher: Wiley
Publication date: 04/01/2013
Pages: 274
Sales rank: 425,552
Product dimensions: 6.30(w) x 9.10(h) x 1.20(d)

About the Author

JAY NIBLICK is the founder/CEO of Innermetrix Inc., aboutique business consulting firm specializing in businessconsulting tools and solutions. Jay has worked with thousands ofindependent consultants from around the world and tens of thousandsof corporations. Innermetrix has over 750 active consultants in thefield working with organizations across twenty-three countries. Jayhas coached each of them on how to start and grow a profitableconsulting practice. He has consulted to organizations includingJohnson & Johnson, British Petroleum, Intel, Google, Coca-Cola,BAE Systems, The Anthony Robbins Companies, and others. For moreinformation, visit www.innermetrix.com

Table of Contents

Foreword Marshall Goldsmith ix

Acknowledgments xi

Introduction 1

1 Is Consulting Even Right for Me? 5

2 Build a Foundation That Supports Heavy Profits 19

3 Poor Pricing Equals Poor Profits 57

4 How You Charge Is as Important as What You Charge 81

5 Not Just Any Ole Fishing Hole Will Do 97

6 Seek Only to Give—Marketing That Actually Works 111

7 Why Selling Sucks—The Profits from Your Practice 171

8 He Who Identifies the Cause of the Problem Gets to Fix It 1779The Golden Rule Is Just Plain Wrong 209

10 Be Bold and Mighty Forces Will Come to Your Aid 221

Conclusion: Don’t Lose Sight of Your Success 231

Appendix A Putting It All to Work for You—A Review 235

Appendix B The EBM Guide: How to Get Started on an EBM Campaign243

Appendix C Press Release Template 247

Appendix D Launch Cheat Sheet 249

About the Author 257

Index 259

What People are Saying About This

From the Publisher

“…a refreshing, effective and surprisingly simplealternative that just works!”
Anthony Robbins, entrepreneur, bestselling author andPeak Performance Strategist

“Jay rewrites the sales and marketing playbook for theconsulting and coaching industry!”
Marshall Goldsmith, New York Times and millioncopy best-selling author of MOJO and What Got You HereWon’t Get You There

“This is a new mindset, one which is totally compatiblewith my concept of becoming a profitable consultant. Get a copy ofthis book today.”
Jim Cathcart bestselling author and member of the NSASpeaker’s Hall of Fame

“I wholeheartedly recommend this book to any professionalconsultant engaged in business development. In other words, all ofus!”
Dr. Tony Alessandra, bestselling author ofCollaborative Selling and The Platinum Rule for SalesMastery

“About time someone stepped up and took on theconventional way consultants have been taught to grow and sell andturned that on its head."
Philip McKernan, international bestselling author,speaker and President at Philip McKernan Inc.

“If you’re looking for ways to grow your practice,stop searching – this book is the answer!” 
Greg Habstritt, Founder and President, SimpleWealthInc.

“If you want more clients and more time to do what youlove, study this book and put Jay's methods to use."
Noah St. John, bestselling author of The SecretCode of Success

"The Profitable Consultant provides a system, a methodology toget more business and faster – if you are aconsultant/coach.”
Mike Koenigs, Founder/CEO Traffic Geyser

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