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emerson consulting group, inc.
box 41
concord ma 01742
(978) 371-0442
(413) 521-0013 fax
Presented by Ken Lizotte CMC and Patricia Coate
Many so-called tried-and-true selling techniques typically do NOT work for us consultants. Yet we blindly go forth year after year employing them anyway! This session offers "maverick" suggestions for selling our services, including responding SLOWLY to prospects, RATING system your prospects so you know their potential for hiring you, leaving fees OUT of your proposals, making it HARD for prospects to hire you and NOT trying to close your prospect, in person or ever. Such counterintuitive measures willl produce better matches for you and your services, longer-term client relationships, more realistic client expectations, and longer-lasting (and higher) revenues.
Ken Lizotte CMC, Chief Imaginative Officer (CIO) of emerson consulting group inc transforms consultants, consulting firms and other business experts into "thoughtleaders." Author of four books and hundreds of published articles, he is a popular keynote speaker including appearances at four IMC national conferences. A longtime member of IMC, Ken just completed five years as president of IMC New England.
Once a regular columnist for the American Management Association, he has been interviewed by such high-profile media as Newsweek, Business Week, Fortune, CBS-TV, Writer's Digest, PBS and many others. Since 1992, he has led monthly seminars at Harvard University , is a senior member of the Society of Professional Consultants and a co-founder of the National Writers Union. His firm has enabled over 100 individuals and firms to become well-known thoughtleaders in their target markets.
Patricia Coate, West Coast manager of emerson consulting group, inc., has more than 25 years' experience as a business communications and public relations strategist, publicist, writer and editor.
She most recently served as editor of the Handbook of Business Strategy, an annual compilation of articles on winning business concepts and practices authored by 50 highly respected academic and consulting specialists from around the world. In addition to conceiving, sourcing and editing this unique annual business publication, Patricia has recently served as a coach to heads of professional organizations, associations and private firms on brand-building, marketing communications and PR strategies, including pitching bylined articles, writing press releases, managing media campaigns, and creating contents for Websites.