Selling the Service

B. H. Elvy

Chapter 4 in How to Become a Consultant, 1993, pp 45-58 from Palgrave Macmillan

Abstract: Abstract For those with little or no experience in personal selling, the prospect of visiting client firms for the purpose of persuading people to buy their consultancy services may appear somewhat daunting. If the volume of work coming into the practice is to grow beyond the level provided by a few initial client companies where you have established contacts, there is no other way than to go out and seek it. All future work, whether it derives from referrals or your own promotional activity, will require at least an initial presentation, followed by assignment meetings with each prospective client.

Keywords: Consultancy Service; Personal Selling; Introductory Letter; Client Firm; Differential Benefit (search for similar items in EconPapers)
Date: 1993
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DOI: 10.1007/978-1-349-13090-0_4

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