CONTENTS
Acknowledgements
Dedication
Bonus Training Video
INTRODUCTION
BUILDING THE FOUNDATIONS
The Decision to Set Up as a Service Provider …
Self-employment Is Not for Everyone …
Timing the Decision …
Setting Up an Office (at Home or Elsewhere) …
Self-employed or Limited Liability?
Insurance …
On the Road …
Determining Your Core Competencies …
Now Let’s Look at Values …
Getting Your Vision Right …
Your Mission …
What’s Different about You?
Analysis Time …
BUILDING A STEADY STREAM OF CLIENTS TO YOUR DOOR
Building Your Client Base …
Your Target Market …
William Tell …
Your Niche …
So Why Is Focus So Important?
Your Sales Funnel …
Add a Zero …
What Do They Want?
Your USP …
Where’s the Watering Hole?
What’s Your Bird Seed?
The Teapot …
Your First Sale …
Your Client Journey …
Testimonials …
Acres of Diamonds …
Your Referral System …
Staying in Touch …
The Matrix …
Your Marketing Activities …
Feast and Famine …
PRICING YOUR SERVICES & WINNING BUSINESS
Pricing Your Services …
Pricing by Value …
The Dinner Plate …
Writing Winning Proposals …
Handling Proposals …
MANAGING YOURSELF
How to Manage Your Time …
Staying Motivated …
What Do Support Systems Consist Of?
Take Responsibility …
BUILDING A TEAM
CLOSING THOUGHTS
Bonus Training Video
Resources
The Author
