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- Michael Zipursky Consultant, Author, & CEO of ConsultingSuccess.com

How to Get More Consulting Clients and Grow Your Income – Guaranteed

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I sat around a U-shaped table at the Wailea Beach Resort and Spa in Maui with successful consultants and 7- and 8-figure business owners.

Each of us talked about the plans for our business and how we’d achieve 40-50% growth in the next 3 months. Many of us have seen 5X-10X growth in revenues and profits in the last 6 months.

When you surround yourself with people that are successful, people that have already achieved what you want to achieve, your success is almost guaranteed.

Later that night as a few of us sat on the terrace of the hotel’s restaurant and bar over-looking the ocean and palm trees swaying, one of my coaches, Tony, said something that struck me.

He said “Now is the least you’ll ever make.”

It took a few seconds to process the impact of that statement.

Tony continued, “…unless you give up, there’s only one way your business will go, and that’s up.”

Now I knew exactly what Tony was saying, and I knew it to be true, because I’d seen the same results in my business.

Ever since I started having coaches in my life, my business has only gone one way, and that’s up.

When you surround yourself with people that are successful, people that have already achieved what you want to achieve, your success is almost guaranteed.

I say almost, because you still have to take action. A great coach will help you figure out exactly what you need to do to get the results you want – because they have the know-how and have done it themselves.

Your job is then to take what they’ve shared with you and implement. Continue Reading

5 Keys to Unlock Your Potential and Become a Great Consultant

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What’s holding you back?

What’s really stopping you from getting to where you want to go from where you’re currently at?

Common responses to these questions include:

  • “The economy”
  • “Lack of money”
  • “No contacts”
  • “Need a better website”
  • “I’m not sure what to do”

Each one of these may be a well intentioned response, yet really they’re all excuses.

Let’s look at each:

1. The economy excuse - For every consultant that says their business is suffering because of the economy I can show you an equal amount who are prospering. As I wrote in a previous post, Revlon, GE, FedEx and Microsoft were all started during a recession. If the economy is poor you need to adapt, make changes, market harder and sell better. If you wait for things that you can’t control to change you’ll be waiting a very long time.

Attend events, chambers of commerce, relevant associations. Make a list of your ideal clients and go meet with them. There are many ways to start building relationships with the right people fast.

2. The lack of money excuse - If you don’t have money it’s all the more reason to figure out exactly what you need to do to start generating more revenue. Most people that use this excuse are focusing their daily activities on non-revenue producing areas. If you don’t have money, take action now so you can start making more money. And if you’re telling yourself that you need to wait to reach a specific target before you can take the next step you know you need to take, don’t fool yourself. That’s just a way of putting off what you know you need to do.

3. The no contacts excuse - The grass is always greener somewhere else, right? You used to have a great network, now you’ve moved to a new location and don’t know anyone. And that’s holding your business back? That’s a lame excuse. If you don’t have any contacts, start making contacts. Attend events, chambers of commerce, relevant associations. Make a list of your ideal clients and go meet with them. There are many ways to start building relationships with the right people fast. Continue Reading

Get Clients and Grow Your Consulting Business Fast

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Sonaya Williams already ran a growing practice.

She specializes in helping solo professionals implement systems, build teams and outsource work so they have more time and freedom.

In less than 8 weeks she not only learned how to take her business to the next level, she started landing more clients and was able to charge more than before.

Her own team was growing but Sonaya knew she wanted to grow the business faster.

Instead of spending more time and energy in trial-and-error, she decided join my coaching program.

In less than 8 weeks she not only learned how to take her business to the next level, she started landing more clients and was able to charge more than before.

In this short interview you’ll learn what Sonaya did to grow her business and how the process she applied helped things fall into place much faster than she ever imagined.

(Click play button above to listen)

Each month I open up my schedule to talk with consultants that are ready to grow their business and want to learn the system and process consultants all around the world are now using to consistently land more clients and increase their fees. Request your complimentary Get More Clients call

Consulting Questions: How to Start a Client Meeting

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How do you start your meeting with a prospective client?

Do you tell them about your company?

By listening and asking the right questions upfront you can position yourself to win more business.

Do you mention how great your track-record is?

Do you talk about your experience and expertise?

If you said yes to any one of these you’re making a big mistake.

Most consultants lean towards talking about themselves at the beginning of a meeting.

It’s not always their fault.

Often you’ll find the prospective client saying something like, “So, tell me about yourself?”

If you want to make the most of each meeting and move that prospective client increasingly closer to become an actual paying client, you must resist the urge to talk about yourself first.

Here’s why…

The meeting isn’t about you. It’s about the buyer, their company, their challenges and goals.

And if you’re talking about yourself before understanding their situation you’re missing a great opportunity.

You’ll learn all kinds of valuable information when you stop talking and start listening.

By asking your buyer the right questions at the start of the meeting, you can then provide them with more relevant information that matches what they are looking for. Continue Reading

Selling Your Consulting Services: Who’s The True Buyer?

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A consultant I work with just emailed me…

She was all excited because she just wrapped up a meeting with a large ideal client.

When your proposal is shared with people that haven’t been a part of your meetings and prior conversations things tend to go downhill.

She forwarded over an email response she received from the prospect. It had a glowing review and the prospect believes this consultant would be a good fit.

But the final sentence in the email caught my eye.

“I will be sharing your proposal with my team, and get back to you.”

I quickly responded to the consultant to let her know that she may be talking to the wrong person. Her prospect may not be the real buyer.

Here’s the point I want to share with you today:

Just because you have a good relationship with someone in an organization and they have accepted a meeting with you, doesn’t mean they are your ideal buyer.

A real buyer must have buying authority.

That means that they can make the decision to hire you without consulting others. Continue Reading

Success Secret from a $10 Million Man

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I recently spoke with a consultant and marketer who will reach $10 Million in sales this year.

He’s an incredibly smart guy. Full of integrity. And his business has grown over 10X in the last 12 months.

Surround yourself with people more successful than you are. Whether you go to the right types of events, join a specific club or work with a coach.

It was a beautiful day and both of us were in Hawaii. We went for a walk along the beach and I asked him, “What was the biggest factor in your success?”

He didn’t hesitate and said “Surrounding myself with people more successful than myself.”

You’ve likely heard this idea before. There are countless articles on it.

How does spending time with successful people help you?

From my own experience I can tell you that as soon as you start hanging out with people that have achieve what you want to achieve and are living the kind of life you’d like to have, it starts to rub off on you.

I’m not talking about some magical transformation…

What happens is actually quite simple.

Imagine that you’re currently making $100,000 a year. If everyone around you is making $50,000- $100,000 it means the people around you are doing the things that people who make $50-$100K do. Continue Reading

Helicopters, Sick Stomachs, and Consulting

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Just outside of OGG, Maui’s airport, is a series of buildings that are home to private helicopter rentals.

We got into our helicopter at about 1pm. As soon as the helicopter took off you could see the beach and the glimmering ocean.

If you want to reach success fast, drop everything you’re doing and figure out where you want to go to.

Our pilot took us around the Maui coastline and then across the straight to Molokai Island, an almost private island and great forest reserve.

The helicopter dipped and turned as we flew through misty canyons and by waterfalls. We saw where a few episodes of Lost was filmed as well as the upcoming Jurassic Park movie.

Waterfalls

As the speed of the helicopter increased our turns became more abrupt. I was on the helicopter with 4 others in one of my business groups.

One of the guys brought his fiancé on the flight and it became apparent rather quickly that she wasn’t taking the ups and downs and quick turns well.

The pilot turned and looked at her, noticing that she was feeling ill.

He said, “Mandy, you’ll be fine, just look straight ahead and don’t look to the sides. Stay focused on the tree line ahead.”

This reminded me of many consultants who are themselves spinning on the brink of losing control.

To create a successful business you need to see ahead. You must be focused. The more you give in to distractions the less progress you’ll make and the worse you’ll feel.

If you want to reach success fast, drop everything you’re doing right now and figure out where you want to go to.

You’re currently at point A, what does point B look like, and how will you get there?

Then take the actions necessary to make that happen.

That’s what it’s all about. If you want help, let me know here.

How to Increase Your Consulting Fees Over 712%

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If you’ve ever felt stuck and that you’re not earning what you believe you should be, you need to listen to this interview.

Barb Langlois is a consultant in my coaching program. She’s also an author, speaker and trainer. Barb is very good at what she does. Yet she was struggling to consistently attract her ideal clients and receive high fees for the value she created for her clients.

In this interview below Barb shares how we tackled all of these challenges and why she’s now able to attract and land more clients than ever before. You’ll also hear how she increased her fees over 700% and turned a short one time client project into a full year.

Do you want more clients? Are you ready to learn the proven system and process consultants are using to attract their ideal clients and receive higher fees consistently? If so, apply for my Marketing for Consultants coaching program.

This is the program where I personally work with you to reach your goals faster than you ever thought possible. If you’re tired of not knowing what to do, how to do it, and why what you’re doing now isn’t working, apply and let’s setup a time to talk. I’ll show you step-by-step exactly what you need to do to start getting results.

Consulting Certifications Don’t Matter

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I received an email from a consultant the other day asking me what type of certification they should get to help them become a more successful consultant.

I replied, “you don’t need any certification to be successful in this business.”

Then just yesterday I spoke with another consultant in Australia that told me he was part of two different consulting associations. His business is struggling.

Let me first explain the value of a certification:

  • Learn systems and processes to work with clients.
  • Speak with other consultants just getting started.
  • Gain confidence in doing consulting work if you weren’t confident already.

Here’s the problem with certifications, they don’t help you GROW your business.

I’ve said before, as consultants, we’re not in the consulting business. We’re in the marketing business.

It doesn’t matter how many certifications or letters you have after your name. And it doesn’t matter how good you are at the work you do. If you don’t have enough clients, you don’t have a business.

The consultant that emailed me and the other one from Australia both had spent great time and money on getting certifications believing that would allow them to be successful.

In both cases it didn’t. Continue Reading

Consultative Selling: How to Sell More Even if You Don’t Like Selling

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Every consultant needs to sell. There, I’ve said it.

I know, you may not be excited about the prospect of having to sell.

Whether you’re trying to land a $5000 project or a $500,000 project, the same Consultative Sales Process can be used.

It might scare you and have you wanting to tuck your head out of sight.

If that’s you, you need to get over it.

Selling isn’t a choice. Every single one of us needs to sell.

The problem with selling isn’t that it’s hard – it’s not.

The real problem consultants have with the idea of sales is that they misunderstand what sales is all about.

If you’ve watched Glengarry Glen Ross or visited too many used car sales lots in the 80s or 90s you’ve got the wrong idea.

The best sales people sell through conversation in what is called Consultative Selling. The process of asking and uncovering your buyers needs and wants so you 1) determine if your product/service is the right fit for them and 2) position your offer so that your ideal buyers buy.

Whether you’re trying to land a $5000 project or a $500,000 project, the same Consultative Sales Process can be used.

Over the years I’ve honed this process down to the essentials. I teach it to the consultants in my coaching program. Continue Reading