Your cart is empty.
Keep shopping
Selling Professional Services: Beyond Referrals, 430+ Tools
2,927 students
Selling Professional Services: Beyond Referrals, 430+ Tools
Work comes only from people you know? Consulting business, coaching business, client acquisition, sales, packaging
Last updated 10/2026
English
English [Auto],
What you'll learn
- Stop waiting for the next referral: take 430+ ready question lists, procedures, templates and checklists in 39 downloadable resources
- Read an enquiry before you quote with the first call worksheet and a rejection checklist for the work you should decline
- Turn a diagnostic into the thing that sells the engagement: a diagnostic interview, a fishbone diagram and an action plan
- Qualify an enquiry with BANT before you spend a week writing a proposal
- Lead the sales conversation with SPIN questions, a FAB script and objection scripts with LAER
- Run your own pipeline with a buyer persona, a five-touch outreach sequence and a selling week you can keep
- Build inbound demand through authority: a core narrative, a message house, an editorial calendar and an expert brand plan
- Show a client progress they can see, so the second contract is easy: evaluation checklists and review questions
- Package expertise into a product: a value proposition canvas, a course model and a platform selection checklist
- Learn with Mike, the #1 HR instructor on Udemy: 1,800,000+ enrollments, 170,000 students, about 200 books on Amazon
Explore related topics
Course content
14 sections • 38 lectures • 18h 23m total length
Requirements
- Real expertise you can already deliver: this course sells it, not builds it
- No formal sales training required: everything starts from the beginning
- One live enquiry or client relationship to apply the material to
- Nothing to buy for the course itself: presentations and working files are attached to the lectures
- English at intermediate level or above, since all lessons are in English
Description
This course contains the use of artificial intelligence.
A service cannot be inspected before it is bought. The client is not purchasing your work. They are purchasing a guess about whether you will be any good. Here are 438 tools to make that guess easy: 260 ready-to-use question lists, procedures, templates and checklists, 132 models and methods, 43 services and apps shown on screen and 3 working files.
Open a lecture, take the tool, use it on the enquiry you have now.
Why the pipeline is the problem
You are excellent at the delivery. That was never in question, and it is why the quiet months are confusing. Work arrives through people who already know you, so the pipeline is really a list of acquaintances. When someone does enquire, you quote by the hour, which caps you at the number of hours that exist and invites a comparison with everyone else quoting by the hour. And you say yes to enquiries you should refuse, and then spend six weeks on a client who was never going to act.
What changes after this course
You say what you do in one sentence a buyer can repeat to their boss. You offer a package and not hours. You know which enquiries to decline. The diagnostic sells the engagement for you. Clients begin to come because they have read or heard you. And part of your expertise works as a product without your hours.
A note on the material
The service lines taken apart as examples are people consulting, that is hiring, pay, performance and change, and career coaching. The sales, authority and product sections do not depend on the field. If you sell a different kind of expertise, take the examples as a pattern of how an offer is built.
What is inside: 438 tools, counted lecture by lecture
You do not have to take this number on trust. Open any lecture and read its description: every tool inside is listed there by name.
- 39 downloadable resources: the lecture presentations plus 3 standalone working files (a first call worksheet, a career options analysis workbook and a financial planning workbook)
- 260 ready-to-use tools inside the presentations:
- 66 question lists and scripts: customer needs discovery, buyer persona research, sales objection responses, elevator pitch
- 62 step-by-step procedures and workflows: eight-step sales process, value proposition development, five-touch sales outreach sequence, LAER objection handling
- 58 templates and sample documents: consulting hourly rate calculation, consulting plan, value proposition, sales storytelling
- 42 checklists: consulting engagement rejection, consulting contract, LinkedIn profile, survey design
- 17 scorecards, rubrics and matrices: TOWS strategy matrix, RACI responsibility matrix, stakeholder power-interest matrix, EVP message prioritization
- 8 formulas and metric sets: sales performance metrics, PR output-outcome-impact metrics, CEO personal brand KPIs
- 4 other working tools: two-minute rule, ideal job worksheet, vacancy analysis worksheet
- 3 ready AI prompts: personality-based sales coaching, PR budget defense roleplay, learning goals reflection
- 132 models and methods explained with examples: AIDA sales messaging, MEDDIC opportunity qualification, consultative selling, inbound marketing
- 43 services and apps shown on screen, from a quick look to a detailed demo: Miro, Lucidchart, Notion, Trello, Thinkific, Docebo, Midjourney, LinkedIn, ChatGPT and others
Where the tools are
- Start here (1 tool). The first call worksheet: read the enquiry before you quote.
- The practice and its service lines (3 sections, 163 tools). Who buys and why, the diagnostic, the plan, implementing change and two more service lines taken apart.
- The sales conversation and the pipeline (2 sections, 85 tools). Buying decisions, finding clients, negotiating, closing, the selling week and the metrics.
- Authority (2 sections, 60 tools). Narrative, channels, the expert profile, crisis and measuring reputation.
- Inside an engagement (4 sections, 70 tools). The first sessions, diagnosis, strategy, presentation and getting a client to a visible result.
- Turning expertise into a product (2 sections, 72 tools). Why package it, the platform, the programme, delivery, engagement and evaluation.
Who is teaching
I am Mike, the #1 HR instructor on Udemy, with 1,800,000+ course enrollments from 170,000 students, and the author of about 200 books on Amazon. I built the people system at Preply as it became a unicorn and worked at Wargaming, iDeals and Alfa-Bank across 20 years in HR. I hold PHRi, SHRM-CP and HCI sHRBP certifications and represent HRCI in Eastern Europe. I am also a founder and lead the strategy of my own academy.
Whenever I heard a client's problem, I built trust through my own experience of solving similar ones. At each new company I used examples from the previous one, and it always worked: when I could not only tell but show that I had already done something like it, people were ready to trust. And one of my engagements began with a post. Between other work I thought it would be good to consult someone and wrote on LinkedIn a list of what I could be useful for as a consultant. The finance director of iDeals answered: we need you. Before the first meeting I nearly judged the company by outside signs, and it turned out to be a very strong, advanced one.
How to use the course
Start with the first lecture and its first call worksheet. If the calendar is empty, go to the sales and authority sections. If clients come and do not return, go to the engagement sections. Section and lecture titles show how many tools are inside, and each lecture description lists them by name.
What is included
- 38 lectures across 14 sections, 18.5 hours
- 39 downloadable resources: lecture presentations and 3 working files
- 438 tools across the lessons, including 43 services and apps shown on screen
- Lifetime access to all materials
- Active instructor support in the Q&A section
- A Udemy Certificate of Completion
Where to start
Take the last enquiry you answered with an hourly rate. Open the first lecture, go through the first call worksheet and write the answer again as a package with a result. Send that version to the next enquiry. Enrol now and start your first lesson today.
Who this course is for:
- Consultants who deliver excellently and sell reluctantly
- Coaches with a full calendar one quarter and an empty one the next
- Independent specialists whose work comes only from people they know
- Corporate professionals planning to go independent
- Agency and boutique owners whose pipeline depends on the founder
- Freelancers who compete on rates because nothing else about them is visible