Selling Professional Services

Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop your services, compare rates, or jump ship. Times have changed! And if you don't change along with them...well, you're not going to enjoy yourself or have as much control over your career as you deserve. Believe it or not, you can enjoy the process of expanding your client base.

I’ve written this book because selling your business is quite possibly the biggest financial transaction of your entire life, and you’ve never done it before and will likely never do it again, and you really need to be smart about this. I recently did a quick study on the likelihood that a firm in a particular, narrow vertical would have a successful exit—defined as someone else purchasing, for real money, a majority of your firm’s equity.

How Clients Buy is the much-needed guide to selling your services. If you're one of the millions of people whose skills are the "product," you know that you cannot be successful unless you bring in clients. The problem is, you're trained to do your job-not sell it. No matter how great you may be at your actual role, you likely feel a bit lost, hesitant, or "behind" when it comes to courting clients, an unfamiliar territory where you're never quite sure of the line between under- and over-selling. This book comes to the rescue with real, practical advice for selling what you do.

Are you part of the skilled trades? Whether you’re an HVAC service technician, plumber, electrician, or in any profession that provides essential home services, this book is for you.

Relationship Sales at Scale™ is the new selling philosophy for our age. It marries the timeless power of tribe-based trust with digitally enabled scale so you can open doors tastefully and convert prospects consistently, all without spamming anyone. Written by Dan Englander, CEO and founder of Sales Schema, the book’s stories, strategies, and hands-on resources are grounded in thousands of outreach campaigns conducted since 2014 to secure opportunities between clients and hard-to-reach prospects, including the leaders of the largest companies on earth.