If you hate selling, you're probably doing it wrong.
Guest Liston Witherill joins me to change your mind forever about what it means to sell as a consultant.
- Where did the negative feelings about marketing and sales come from?
- How can you sell without selling?
- What you can do to relax in the sales process
- Why persuasion has no place in the sales process
- The importance of listening in the sales process
- How to have your products and services sell themselves
- What activities are okay to give away for free and which aren't?
- What to do if you find yourself in a terrible client relationship
Liston Witherill helps consultants sell their expertise with confidence by creating sales programs that produce predictable results. He's a coach and trainer who works with consultants, business owners, and their teams to take proactive control over their revenue. You can read his writing and watch his videos at liston.io.
Thinking of monetizing your expertise by creating an online software training course? Don't make these three classic blunders.
Guest Adam Aronson joins me to discuss the feasibility of value pricing for firms.
What if a client doesn't understand what they're getting themselves into?
Guest David C. Baker joins me to talk about expertise, positioning, the pros and cons of vertical vs horizontal focus, addressing client concerns about conflicts of interest, the risk of hitching your cart to a third party, and tons more.
Guest Nick Disabato (aka nickd) talks about measuring the economic value of design.
Does the idea of doubling your prices make you physically ill?
Jane Portman joins me to talk about her new book, Your Productized Consulting Guide.
Blair Enns delivers an impromptu master class on the strategies and tactics of value pricing creative work.
Corey Quinn explains how he monetized his technical expertise by selling sponsorships for his weekly mailing list.
Former software consultant Brian Dunning talks about transitioning from hourly billing for dev work to donation supported content production.