Selling Professional Services

Speak to almost any self employed professional and most of them will say that they love their job but don't care much for selling their services. Here's some advice to help all those reluctant professionals who need to sell to clients. A powerful presentation can mean the difference between securing a contract and losing one. Always keep in mind that your customers will be inundated with competitors wanting to present their case for stealing your business. Giving a presentation is one of the most feared events in Western society. In surveys of people's fears, death is usually ranked around number six. Giving a presentation is usually number one. Don't feel alone, this is a common experience. Ensure, before a presentation or meeting with a client that you have done everything you can to be prepared. As you go through the following four steps, think of the practical issues of your specific service, how can you implement these steps, what else could you do? In order for this module to be effective you have to work through it and not just read it. Use this as your opportunity to become a great presenter. Selling Professional Services Step 1 Be prepared Before you go into a business meeting spend some time getting prepared. What is your product and its features? Who is your client and what are their needs? How are you provide a solution to your clients needs? Why are you the best option for your client? Identifying reason why they might not want your product and how you might respond to them. Make sure you will be able to deliver on the promises you make. Be professional in making appointments, or use someone who can. Selling Professional Services Step 2 Make a Great Presentation Of course you are not going to make the perfect presentation at your first attempt. Start out by giving a brief presentation to your friends, stating your name and address. Follow this with a brief five-minute presentation on your life and interests. Make a habit of giving brief presentations. Despite all the discomfort, you will gradually get into the swing of it. Face that which you fear, and eventually the fear is removed. When making a presentation to customers, focus on the benefit. Do not mention the cost. Can you imagine trying to sell Leadership Coaching programs for groups of executives in the same company at