Suzi Pomerantz (M.T. 91) Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business
by Suzi Pomerantz,
Originally published by HRD Press Inc. in 2007,
Currently published by CreateSpace.
Seal the Deal: The Essential Mindsets for Growing Your Professional Services Business demystifies how successful coaches and consultants make money while making a difference. The innovative, 10-Step Seal the Deal system reveals how to integrate the critical trinity of networking, marketing and sales to find and land the ideal clients who need your genius.
Learn how to network, market and sell your professional services!
How do you make money while making a difference? You have to be good at networking, marketing and sales. That’s why Seal the Deal belongs on any new or experienced professional’s desk. It will help you avoid pitfalls made in all three of these key areas and increase your effectiveness. In this unique book, you’ll follow the conversations of #1 international bestselling author and master coach Suzi Pomerantz and several of her coaching colleagues. Each chapter starts with part of an actual transcript of a telecourse session. You’ll get to know the participants, their fears and successes and their experiences as they learn the same process you’ll be learning. Get on the proven path to sealing more deals and succeeding in your business. Each chapter is a step in the author’s 10-step proven process for developing new business:
· Demystifying selling and distinguishing networking, marketing and sales
· The sales process, targeting prospects and branding
· Calling prospects and setting up the first meeting
· Handling gatekeepers and objections
· The client meeting as a chess match
· Following-up and tracking
· Proposals, pricing and contracting
· Lessons-learned meetings and expanding the sale while serving the client
· Building business and the art of referrals
Also included are worksheets, templates, samples and tip sheets; the tools anyone who sells services or ideas inside or outside the organization needs to build a successful business through clients and referrals.
The book was an Amazon.com bestseller in 2007.