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.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
Copyright information
© 1993 B. H. Elvy
About this chapter
Cite this chapter
Elvy, B.H. (1993). Selling the Service. In: How to Become a Consultant. Palgrave Macmillan, London. https://doi.org/10.1007/978-1-349-13090-0_4
Download citation
DOI: https://doi.org/10.1007/978-1-349-13090-0_4
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-1-349-13092-4
Online ISBN: 978-1-349-13090-0
eBook Packages: Palgrave Business & Management CollectionBusiness and Management (R0)