5 Proven Follow Up Strategies for Consultants

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Did you know that 80% of sales are made between the fifth and the twelfth contact with your ideal buyer?

What does that mean if you’re like the majority of consultants, professionals and even salespeople? It means you’re losing sales every month due to weak follow up.

The idea is that you shouldn’t try to answer something you don’t know. Because this provides a great opportunity for you to follow up.

This is true with both emails and phone calls. According to TeleNet and Ovation Sales Group in 2007 it took an average of 3.68 cold calls to reach a prospect. Today it takes 8!

Which is a scary reality because the average sales person only makes 2 attempts to reach a prospect (source: Sirius Decisions).

Here’s how the numbers really break down according to Followupsuccess.com

  • 2% of sales are made on the first contact
  • 3% of sales are made on the second contact
  • 5% of sales are made on the third contact
  • 10% of sales are made on the fourth contact
  • 80% of sales are made on the fifth to twelfth contact

If you want to close more sales you need to follow up. You must be in it for the long-term and not give up if things don’t come together for you right away.

In just a few minutes I’ll share with you proven strategies for your follow up that works well for consultants.

But there is another benefit of follow up…

That other benefit is that buyers that you consistently follow up with buy more from you. These ‘nurtured leads’ make 47% larger purchases than non-nurtured leads says the Annuitas Group.

Follow up isn’t simply for phone calls and emails. Once you meet with a buyer follow up is critical. On average people only do one follow up after a meeting. The Marketing Donut reports that 80% of sales require 5 follow-up to make the sale.

Isn’t it interesting that all of these sources point to 5-12 interactions to make a sale to a buyer?

How many are you doing in your business right now?

Is there room for improvement?

We’ve established the importance of follow up. Now let’s look at 5 strategies you can use improve your follow up and make more consulting sales:

1. Focus on Value

If your follow up sounds like this you’re going to want to make some changes…”Hi Name, hope you are doing well. Just wanted to follow up and check in to see how things are going? Would be great to catch up….blah blah.”

Why doesn’t this work? It’s too general. There’s no REASON for the buyer to engage with you. if they weren’t interested before WHY should they be interested now? You need to focus on the value that your service/product will produce for the buyer. How will it solve their problem or help them to achieve a result they are after? Continue Reading

How to Make More Consulting Sales: Lesson from a $3.4B Company

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I recently spoke with a family member that works at a $3.4B company. That’s not market cap. $3.4 Billion in annual sales.

Can you guess what our conversation was about?

Consultants too often focus on perfection. They want all the stars to line up before taking action.

They told me all about how poor the systems and processes the company had in place were.

How their IT was slow and their department was filled with unskilled people lacking motivation.

There’s no denying that these are all problems, right?

Clearly this company can improve.

It Gets Interesting

BUT, here’s the most interesting part…the idea and lesson I’m excited to share with you today…

This company is still doing $3.4B in sales per year!

Even though it has plenty of room to improve it is still a very successful company.

Even though it isn’t perfect, it’s still employing and supporting thousands of people around the world.

Consultants too often focus on perfection.

They want all the stars to line up before taking action. Continue Reading

Create Your Consulting Client Magnet

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The pool was cold today. At first that’s all I could think about.

Then I began to swim lap after lap and as always my mind began to go into deep focus.

Your marketing’s purpose isn’t only to attract your ideal clients. It’s also meant to repel clients that aren’t ideal.

By the time I finished my swim I decided to write this article for you. Yes YOU!

What I’m about to share with you is a story. A true story…

It’s one I’ve seen play out time and again.

It reminded me of how a magnet functions and it has everything to do with growing your business and attracting more clients.

Time to Dive In

Here we go…

The other day I received emails from readers of my consulting newsletter. Several of them wrote in with comments like “Michael, why do you send so many emails!” or “Too many emails!!”

That same day I got another bunch of emails with comments like “Thank you so much for these tips” and “I really found this helpful!”

What would you do in a situation like this?

I did what I’ve always done – continue doing what I always do. Continue Reading

3 Reasons Consultants Should Start Blogging Today

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Message from Michael Zipursky: I’m excited to have Sam Zipursky, my cousin and business partner share this article with you today. Sam plays an important role at Consulting Success. While much of his work has been ‘behind the scenes’ today that changes. Sam specializes in branding and design. It’s his work you’ve seen come to life through the ConsultingSuccess.com website and all our design and branding materials. Going forward Sam will be sharing tips, strategies and ideas for you on this blog to help increase creativity and maximize your online brand and presence.

It’s kind of like doing exercise, eating right, spending more time with our loved ones, and waking up early in the morning. We all know we should be doing these things and that they are good for our body, relationships, business, lifestyle, and health but getting into a habit and doing them consistently seems to be the tough part.

Learning is a great benefit that comes from blogging and it’s something most of us want to be doing everyday anyway so hey why not use blogging as one of your ways of learning and growing your knowledge.

For consultants getting into a routine of blogging isn’t any different – it’s great for business if you do it, but it needs to become a habit and it needs to get done!

Now if you’re reading this and already blogging on a regular basis, that’s amazing, you probably know the value and benefits of putting out quality content online and what it can do for your personal brand, your consulting business, your professional network, just to mention a few.

If you’re not blogging regularly about your consulting or business expertise now is a great time to begin and here are 3 great reasons you should pull up a chair, brew up some coffee and start blogging today:

Personal Branding & Getting Your Name Out to the World

By blogging about what you specialize in on a regular basis you become a known expert in that area. Take Michael for example (my cousin and business partner here at ConsultingSuccess.com). Mike’s been blogging on this site (and many other blogs) for several years now about his knowledge and experiences in the consulting trenches. He talks about marketing, dealing with clients, increasing fees, landing ideal clients, and so much more.

As a result of him making blogging a habit and constantly producing valuable content his expertise and name has really gotten out there. Many more opportunities have opened up, from international speaking engagements to podcast interviews to working with amazing high level clients in his coaching program. Many of these people found out about Michael through his blog posts and then got in touch with him that way.

The more quality and keyword rich content you put out there the more free traffic the search engines like Google will send your way.

You Get to Constantly Learn and Grow

Another great reason to blog consistently is you have to stay on top of your industry so you can keep dishing out relevant content that your readers will want to get into. You’ll need to read other industry blogs, read top business books, learn for other experts to see what they’re doing right and also perform research when writing some of your posts. Learning is a great benefit that comes from blogging and it’s something most of us want to be doing everyday anyway so hey why not use blogging as one of your ways of learning and growing your knowledge. Continue Reading

How Consultants Added $4.63 Million in New Client Revenue Last Year

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2014 was a landmark year for our clients and all of us at Consulting Success.

During the previous 12 months consultants in my coaching program won an additional $4.63 Million in new client business.

Many consultants doubled their business and several tripled their revenues in a matter of weeks, not years.

Here’s just small sampling of the results consultants have achieved in the program.

While I consider myself a quiet person – I’ve always preferred to let results speak for themselves over boasting or posting screenshots of Paypal accounts – I’m incredibly proud of the amazing consultants I’ve been working with and am very happy to share.

It’s a true honor and pleasure to serve such dedicated and smart people. You all motivate and inspire me. To be given the opportunity to work with you and help you take your success to the next level is what drives me.

No Need to Reinvent the Wheel

The recommendations and actions I ask consultants to take in the coaching program aren’t always easy. But the most worthwhile things we want to achieve in life rarely are. Continue Reading

Simple Consulting Solution to a Complicated Problem

Over-Complicating-Business

I was out for a business lunch at a local restaurant.

They have great food and are known for their service and attentiveness to customers.

This time however, something happened that reminded me of a mistake many business owners make.

Most things are meant to be kept simple and humans have a habit of feeling that more is better – when the opposite is usually the case.

We ordered our food and when it arrived we asked to have some hot sauce.

“Sure, I’ll get that for you right away” said the waiter.

Two minutes went by and no hot sauce.

When someone asks for a condiment like hot sauce once their food arrives, they want it right away so they can add it to the food in front of them and start enjoying it.

Still waiting for our hot sauce I got the attention of a waitress and asked her for some hot sauce. She said, “Right away”. But then we noticed that she went over to her POS system and entered in that we wanted hot sauce. Continue Reading

Getting Clients Is What Counts

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You’re a consultant and you know doing great work for your clients counts.

But it’s not the most important aspect of your business…

Getting clients is.

If you don’t get clients you have no one to do great work for.

And doing great work isn’t the hard part.

For success in this business you must be focused on your marketing and client acquisition.

For the vast majority of consultants I speak with – and I talk with many – attracting and landing their ideal clients is the challenge.

People see this all wrong.

Just the other day a consultant told me that he was thinking to split payment with his partners like this:

25% for the person that brings in the business

75% for the people doing the work

Why would the person taking on the hardest part in the process get the lowest percentage?

That’s ludicrous.

For success in this business you must be focused on your marketing and client acquisition.

It’s the only way you’ll enjoy a thriving business. Continue Reading

How to Double and Triple Your Consulting Business Revenue

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Corrie Banks is very good at what she does.

She’s an expert in supply chain and logistics. And she works with some of the countries top corporations.

Yet she wasn’t reaching her full potential.

After leaving her corporate job Corrie worked damn hard to grow her business.

And while she was seeing results they weren’t what she knew she wanted and deserved.

In this interview you’ll hear why Corrie joined my coaching program for consultants. More importantly, you’ll learn the steps we worked on together and that she implemented to see a significant increase in her business.

How significant? Listen to the interview below…

Update… I just received this from Corrie:

“Michael Zipursky is a great coach, leader and mentor. His training systems and coaching program have helped me triple my client list, quadruple my revenue. He’s also helped me be more efficient and effective with managing my time. His program has paid huge dividends, and has transformed my business.”
– Corrie Banks, President
Triskele Logistics and Consulting

To learn more about the coaching program and how you too can land more clients and double your income, visit the Coaching for Consultants page.

The Foundation of Marketing a Consulting Business

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If you want to land more clients and increase your income stop what you’re doing.

Because what you’re doing today may not get you to where you want to go.

Chasing the latest ‘hot’ marketing tactic is the WRONG approach.

Each week I speak with consultants that are doing what they believe they should be to land more clients and get more business.

They follow what they’ve read in some marketing book or on some internet marketing blog.

The advice they get may not be bad. In fact, sometimes it can work quite well.

The problem, and this is a common problem, is that it may not work for you.

The marketing and strategy that works for one business or one consultant may or may not be the right one for you.

Your ideal clients and buyers have different preferences and habits.

Chasing the latest ‘hot’ marketing tactic is the wrong approach.

Just because someone says it’s working for them, doesn’t mean it will work for you.

You can try all the marketing in the world and yet most of it will flop unless you’ve taken the time to create your foundation.

So what can you do?

Go back to the fundamentals.

You need to establish a strong foundation for your business.

To have great clarity around your ideal clients.

Your value proposition.

And to know how to get their attention and engage them in a meaningful conversation.

You can try all the marketing in the world and yet most of it will flop unless you’ve taken the time to create your foundation. Continue Reading

Want More Consulting Clients Avoid This Marketing Mistake

00807-Want-More-Clients-Avoid-This-Marketing-Mistake

I spoke with a consultant the other day that had it all wrong.

It’s not his fault. Many people make the same mistake he did.

He was blown away when I told him that 95% of my clients spend very little on ‘marketing’. Many spend zero. The most effective forms of marketing don’t cost much.

And it was costing him dearly in lost clients and wasted money.

He shared with me all the different types of marketing he was trying. From Facebook Ads to Google Adwords, print advertisements, direct mail letters and postcards.

After spending several thousands of dollars and several months of his time – he had no new business or clients to show for it.

I told Barry that there was nothing wrong with the types of marketing he was doing. It was his approach.

He was shooting blindly at a target he couldn’t clearly see. When your approach to marketing is ‘spray and pray’ the results tend to be lackluster.

Instead, I suggested to Barry that he stop thinking about ‘marketing’ and start focusing on his ideal client.

I asked him:

1) Who is your ideal client?

2) What is it that they REALLY need/want that you can provide?

3) Where can you most effectively reach them?

4) What message will cause them to take the next step?

Barry and I then went through a process of breaking each one of these questions down.

Things started to become clear.

And that’s when the next problem for Barry came up. Continue Reading