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  • MICHAEL ZIPURSKY
  • Coach to Elite Consultants
  • CEO of ConsultingSuccess.com

How to Retain Long Term Consulting Clients

Hi. It’s Michael Zipursky from Consultingsuccess.com. Welcome back to the Consulting Corner, where consultants learn how to consistently attract their ideal clients and significantly increase their fees.

I received a question from a consultant who’s had tremendous success at building their business.

Retain-Long-Term-Consulting-Clients

They’ve been able to attract significantly more clients and now they want to figure out what they should do to retain more of those clients and ultimately have a more successful relationships and business with their clients.

How can they retain more long-term clients?

In sharing that response with them, I thought I want to share with you as well. There are three things (well, there are many more but let me offer you three) that can really help you to retain more of your consulting clients.

Serve your clients at the highest level

Far too many consultants worry about only attracting new clients, so when they land a client they then spend more time trying to still bring on new clients and not enough time really trying to serve the client they have just won to ensure they get the highest level of service and results.

Most clients realize at least over time that it’s much better for them to have someone like that on their side even when they need to invest

Yet this one action of serving your clients to the highest levels, actually will do wonders for your business. Why? It will help you to retain your clients longer. If you’re serving your clients at a higher level, and you’re focused on producing results for them, they’re going to want to stay with you because you’re providing them with more value and more results. If they stay with you longer, come back to you for more projects, refer you to other people because they’re so ecstatic and satisfied with what you’ve provided to them, that’s great for your business.

Provide the latest information

The second thing that you should focus on is really to provide your clients with the latest information. Always look out for them. When you’re reading the newspaper, reading different blogs, research, trade publications, whatever it might be – always have your client in mind and share that information with them. Continue Reading

6 Tips to Create the Ultimate Consulting Landing Page

Your consulting website and landing pages shouldn’t just look good. They should be marketing assets.

Research has revealed that 92%+ of website visitors will never come back to your site again. Which means that it’s more critical than ever that your website converts.

In this infographic I’ve laid out 6 tips to creating the ultimate landing page for consultants.

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Marketing Consulting Services When You’re Too Busy with Client Work

Hi. It’s Michael Zipursky from ConsultingSuccess.com. Welcome back to the Consulting Corner, where consultants learn how to consistently attract their ideal clients significantly increase their fees.

Marketing-Consulting-Services

I received a question from a consultant recently asking me how they can create more time in their business to market their services, when they’re already so busy with current client work and projects. This is a question that I’ve received many times over the years from consultants, and I know it affects a lot of people.

The first thing to realize here – and this is really important – is that more clients don’t automatically mean more revenue.

I thought I’d take a few minutes here and share with you how you can solve this problem and actually benefit from a greater result.

More Clients ? More Revenue

The first thing to realize here – and this is really important – is that more clients don’t automatically mean more revenue.

With that in mind, there are three key points I want to share with you on how to solve this situation.

Focus on Value

There are two types of consulting businesses, if we generalize in models. The first is a volume-based consulting practice where you work with more clients at lower fee levels. The typical environment and result that that creates is one where you’re time-strapped because you’re so busy dealing with administration and complexities, interactions, and relationships with so many different clients that there is very little for you to do other things. It also requires a lot more infrastructure, and typically expenses.

The second model is a value-based consulting practice where you work with fewer clients at higher fee levels. This model tends to require significantly less infrastructure and resources but also it gives you a lot more time since you’re working with fewer clients and everything that comes with that. You’re also earning more because you’re charging at a higher fee level.

The key to making this work is to focus on attracting higher-value clients. Continue Reading

How to Win More RFP Business: For Consultants

Video Transcript

It’s Michael Zipursky from ConsultingSuccess.com. Welcome back to the Consulting Corner, where consultants learn how to consistently attract their ideal clients and significantly increase their fees.

A consultant recently asked me how they could win more RFP (Request for Proposal) business?

RFP-Business-Consultants

It’s a good question, however, my answer may not be the one you want to hear, which is: instead of trying to win more RFP business, you should actually try and win less.

You see, RFP business is really out of your control. You can do a lot of things to prepare, and if you’re an incumbent who has worked with the client or organization in question before, you do have a better chance of winning that business – but much of the RFP process is still out of your control. Why try and spend so much time?

So if you want to win more business, I’d simply suggest going after fewer RFPs.

Often RFPs take a lot of time – many pages to put together and review – and yet you don’t actually have control in the situation. You don’t have direct contact with the buyer – the actual decision maker.

RFPs are typically made up of panels, layers of bureaucracy and organizations. As a consultant, does it really make sense for you to spend time trying to wade through those layers of bureaucracy, to win RFP business? Or does it make sense for you to go direct to an actual decision maker to try and win their business?

The latter is a much more effective route to take when it comes to growing your business.

You may not even know this, but the other challenge is that often the organization that has put out to RFP is only looking for the lowest price bid. So while you might actually be better for an organization in terms of skill, experience and the ability to produce results, they might be mandated to go only with the lowest price bid.

You might spend all this time and energy to prepare for the RFP, and you might actually be the best fit for it – however, it doesn’t guarantee that you’re going to win their business.

So if you want to win more business, I’d simply suggest going after fewer RFPs.

If you’re looking for a great book on winning RFP business, check out Tom Searcy’s RFPs Suck.

4 Tips to Transition from a Corporate Career to Becoming A Consultant

Hi. It’s Michael Zipursky from ConsultingSuccess.com. Welcome back to the Consulting Corner, where consultants learn how to consistently attract their ideal clients and significantly increase their fees.

The first is to go all-in, where you resign from your current job and charge full steam ahead to work on growing your consulting business.

I received an email from someone asking me how they can make the transition from a corporate career into running their own consulting business. It’s something they’ve been thinking about for quite some time, yet not quite sure how to navigate.

Corporate-Career-to-Becoming-A-Consultant

I’ve worked with many consultants in the same situation, and I’ve coached them all through the process of moving out of a corporate career into starting, running and growing successful consulting businesses.

Let me share with you a few things to consider when going through – or at least contemplating – this kind of situation.

Two Approaches to Making the Transition

What most people don’t realize is that there are two ways to go about transitioning from a corporate career into starting your consulting practice.

The first is to go all-in, where you resign from your current job and charge full steam ahead to work on growing your consulting business.

The second approach is the slow transition, where you keep your job and consult part-time – with perhaps one or two projects on the side, until you gain more experience and thereby more income from your consulting practice, eventually enabling you to shift away from your corporate job, once and for all.

Which is right and which is wrong?

Especially when your situation is a concern, a really effective method of transitioning is to continue working in your corporate job, and consult on the side until you have become comfortable and until you start seeing a bit more income come in – which then allows you to transition out of the corporate job.

Some people will tell you that you’ve got to walk away from your job. After all, if you’re not committed 100% to your consultancy, then you shouldn’t even think about doing it.

What I’ve observed, after working with so many consultants is that there is no right or wrong way. It all depends on your situation; it depends on your resources, your obligations and responsibilities. Do you have dependents? Do you have a family? What is your situation like? How much money do you have in the bank? What is your comfort and risk level?

Work on the Side

Especially when your situation is a concern, a really effective method of transitioning is to continue working in your corporate job, and consult on the side until you have become comfortable and until you start seeing a bit more income come in – which then allows you to transition out of the corporate job. Continue Reading

Wishing You All a Happy, Healthy, and Successful 2016

NY-2016

Well we made it, today is the last day of 2015 and it’s been another big year for us all.

From the core team here at ConsultingSuccess.com we just want to take this moment to thank you all for being part of this community and supporting us as you do.

We look forward to bringing you lots of new stuff in 2016, so stay tuned for that and in the mean time have an amazing New Years celebration with your friends, families, and loved ones.

Here’s to a happy, healthy, and successful 2016!

2015 Into 2016

CoffeeShopPlanning

The early morning sun is beaming through the coffee shop windows.

Looks like I’m the first customer of the day. It’s quiet and the tables are empty.

I got up early after a late night of back to back meetings last night downtown. Hit the gym and over to a local coffee shop.

I’m looking back at what an amazing year 2015 has been.

The arrival of my daughter Rei. Her smile and eyes bring a level of warmth that I can’t put into words.

I’ve worked with almost 100 consultants personally this year (not including the thousands more who have joined our training programs) and helped them to add hundreds of thousands of dollars to their consulting practices. Many have landed their biggest projects ever and have doubled and even tripled their revenues.

Helping my clients achieve results gives me the greatest satisfaction. I feel a deep sense of fulfillment by serving clients and making an impact in their business and lives.

Our own businesses have experienced strong growth. We not only reached our goals but exceeded them.

So back to 2015. Continue Reading

Star Wars Consulting

spacestarwars
I was listening to Charlie Rose interview George Lucas yesterday on Bloomberg.

Did you know that the first Star Wars almost never got made? More on that in a just a second…

Lucas of Star Wars and Indiana Jones fame has an estimated net worth of $5.1 billion. He’s been a successful filmaker and entrepreneur since the 70’s.

Well, back when Lucas wanted to launch Star Wars FOX told him “No”. They didn’t believe that Star Wars would be successful. Imagine that!

Lucas didn’t give up. He found a champion within FOX that believed in his vision and the two of them came up with a plan to get the movie made.

I’ve been told that Fox gave him $4M to make the first Star Wars movie and he later sold his company to Disney for $4 billion! The rest is history.

What about you? You have a vision of what you want your business and life to be, right? Your ‘movie’ that you want to get made. Are you taking the action required to make it a reality or are you going to let it fail?

Here we are about to wrap up 2015. Ask yourself, did you hit your business and financial goals? If the answer is ‘no’, then why not? What held you back?

I believe in YOU. I know you can reach your goals. Whatever your vision is for 2016 let’s make it a reality for you.

If you’d like to add an extra $10k to $50k per month to your consulting business I have a very special opportunity for you.

For just a few consultants I’m offering a new way to work together where I will personally guide you step-by-step through a system that will help you to increase your fees and land more clients.

See results from consultants who have learned this system

Would you like to have more freedom and flexibility? To be able to travel or spend more time with your family? To treat your spouse or kids without having to worry about how much cash you have in the bank?

If you’re committed to taking action and are willing to follow a proven system this may be a great fit for you.

I only have time to work with a few consultants and teach this exact system. If you’re one of them I will work with you to make 2016 your most successful year yet.

If you’re interested go here and let’s talk

To your success,
Michael Zipursky

Happy Holiday Message and Video From ConsultingSuccess.com

From Michael Zipursky, and the whole team at ConsultingSuccess.com we just want to wish you a happy holiday season and a happy new year!

2015 has been a great year for the community of ConsultingSuccess.com and we’d like to thank you and we’re looking forward to continue working with and serving all of you in 2016 and beyond.

 

3 Ways to Compete with Larger Consulting Firms

Video Transcript

Hi. It’s Michael Zipursky from Consultingsuccess.com. Welcome back to the Consulting Corner, where consultants learn how to consistently attract their ideal clients and significantly increase their fees.

I received a question from a consultant who asked how they can compete with larger competitors and with larger consulting firms in their market.

Compete-With-Larger-Firms

This is a question that affects a lot of consultants – especially a lot of independent and smaller consulting firms where, in many markets and many industries, the vast majority of business is captured by larger firms.

However, there is always opportunity for you if you know how to compete. There’s always enough business for independent and smaller consulting firms – even when it appears that the large consulting firms have the market cornered.

Instead, focus on the areas in which you excel; these will be seen and appreciated by your ideal clients and buyers.

If you accept the idea that they already have all the business and that you should just give up or abandon your goals and cause, then they’ve won and you’ve failed.

And I don’t want you to fail.

So what I want to do is offer you three tips – three ideas to shift your thinking into seeing how you can actually compete and win business away from larger consulting firms and show you how many consultants have been able to do this successfully. Continue Reading