Episode 67: How to Win Client Business with Doug Fletcher

<p class="p1">Welcome to episode 67. In today's episode, I have a great chat with Doug Fletcher about the consumer buying journey.</p> <p class="p2">Doug Fletcher has 25 years of client development experience in management consulting, and is the best-selling author of How To Win Client Business and How Clients Buy (with co-author Tom McMakin). Doug is a leading U.S. educator on the topic of client development in consulting & professional services. He splits his time between speaking, writing and teaching. In addition to his consulting, Doug also serves on the board of directors of The Beacon Group, a growth strategy consulting firm headquartered in Portland, Maine.</p> <p class="p2">Doug and I discuss why the consumer’s buying decision journey is so vastly different for products than professional services and what we can do to be good at winning client business in the work we do as service providers.</p> <p class="p3"> </p> <p class="p1"><strong>Specifically, here’s what you will learn:</strong></p> <ul class="ul1"> <li class="li1">What is the difference between selling a service compared to a physical product?</li> <li class="li1">Why we have to unlearn everything we think we know about selling products in order to be good at winning client business in the work that we do.</li> <li class="li1">What we can do to help ourselves increase the degree of confidence in our potential clients to buy from us.</li> <li class="li1">Why patience is sometimes the fastest way to get what you want.</li> <li class="li1">What we need to do as we share our services to build awareness and rapport</li> <li class="li1">What blocks people from following through and what are some of the things that people can do to help them follow through?</li> </ul> <p class="p4"> </p> <p class="p1">Ready to learn more? Tune in!</p> <p class="p4"> </p> <p class="p1"><strong>Connect with Doug</strong></p> <p class="p2">Website: <a href= "https://www.fletcherandcompany.net/" target="_blank" rel= "noopener">https://www.fletcherandcompany.net/<span class