How Clients Buy cover art

How Clients Buy

A Practical Guide to Business Development for Consulting and Professional Services

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How Clients Buy

By: Tom McMakin, Doug Fletcher
Narrated by: Barry Abrams
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About this listen

The real-world guide to selling your services and bringing in business....

How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the "product," you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job-not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or "behind" when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do. You'll have to unlearn everything you know about sales, but then you'll learn new skills that will help you make connections, develop rapport, create interest, earn trust, and turn prospects into clients.

Business development is critical to your personal success, and your skills in this area will dictate the course of your career. This invaluable guide gives you a set of real-world best practices that can help you become the rainmaker you want to be.

©2018 Thomas McMakin and Wade D. Fletcher, Jr. (P)2019 Gildan Media, LLC Business Development & Entrepreneurship Consulting Marketing Marketing & Sales Sales & Selling Business Professional Services

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All stars
Most relevant  
plenty of qualitative examples to support an easy to process and adopt heuristic for thinking about helping clients buy your professional services

very very helpful perspective on selling professional services

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Listened to so much generic business advice. Like that this is specific and from their own experience.

Practical advice

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Audiobooks normally fall into one of a few categories, either they are fantastic, or they are okay but share some great nuggets of information which are useful and mean that it was worthwhile reading the book, or the book has just been a waste of time. Unfortunately, this one falls into the latter camp. It is based on some anecdotal views of the author, which are not backed up by strong evidence-in fact at the beginning of the book, he states that he does not have empirical evidence to back up his views, and ends the book with confirmation of this again, suggesting that information and studies need to be provided by universities to actually determine how clients are approaching the topic of buying. This therefore, seems to undermine the whole purpose of this book. There are certainly better books than this one, and I suggest that you give this one a miss.

Nothing new and no nuggets

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