Selling Professional Services the Sandler Way:: Or, “Nobody Ever Told Me I’d Have to Sell!”

Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop your services, compare rates, or jump ship.

Times have changed! And if you don’t change along with them … well, you’re not going to enjoy yourself or have as much control over your career as you deserve.

Believe it or not, you can enjoy the process of expanding your client base. How? By taking skills you’ve already mastered and enjoy deploying, and deploying them in a slightly different way. Even though you didn’t go into this career to become a salesperson … even though you’d rather not have to worry about building up or expanding your base of business … even though you think you’re no good at business development … you can leverage the strengths you already have and use on a daily basis, along with some easy-to-learn new skills, to achieve or exceed your business and professional goals.

•Simple, low-impact strategies that make it easy to attract and retain a larger base of business
•Field-tested action plans for making “free consulting” a thing of the past
•Effective, painless networking tools
•Communication tips that transform low-margin (or no-margin) client relationships into high-value, win-win engagements
•Real-life examples and case studies from professionals who went from being low- or no-revenue players to being rainmakers … and who enjoyed the change!