Selling while you sleep

Guerrillas are always on the lookout for a return on any investment, including the time and effort it takes to develop intellectual assets. One possibility is to offer your particularly valuable material for sale. Some consultants offer premium content to clients for a fee by permitting special access to in-depth reports, collections of articles, and other tools that clients find helpful. The consulting firm, McKinsey & Company, makes this service available to clients and others with great success.

Other consultants compile articles, speeches, and even videos into a cohesive package on a relevant topic and offer it for sale through their Web sites. One sales consultant offers an advanced sales training package of three videos, a workbook, a three-CD audio program, and an e-book on his site.

The revenue from these sales can be substantial and, assuming the material is of the highest quality, consulting assignments often follow quickly.

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