6Selling in the New Marketplace
Launching Your Practice
Some people have the Field of Dreams mantra when they start consulting: “If I build it, they will come.” But the truth of the matter is that selling consulting services even for the best-in-class experts takes a continuous, focused effort. There are three main approaches to consider:
1. Personal direct sales.
2. Working through an intermediary or specialty consulting firm.
3. Working through a digital talent platform.
Direct Sales
Some people love to sell and others don’t. Some people love to sell products, but hate to sell themselves. As part of the research for this book, I did a survey of independent ...
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