Getting Clients Is What Counts

Getting-More-Consulting-Clients

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

Triple-Double-Consulting-Revenue

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

Day in the Life of a Successful Consultant

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I’ve been asked by several consultants in my coaching program how I get so much done?

I start the day with a clear plan. I have everything that needs to get accomplished during the day written down and I prioritize to start with the most important.

How I run two growing companies and manage to maintain freedom and a great lifestyle.

So before I share with you my thoughts on that, here’s what yesterday looked like for me, and it’s quite a typical day.

  • I’m up and at the gym just after 6am for a short morning workout.
  • Come back, breakfast, shower, refresh, and some morning reading.
  • We processed several thousand dollars in payments from clients.
  • Just before 8am I started to write two articles for ConsultingSuccess.com
  • Had a coaching call with a client in my coaching program.
  • Two sales calls. One new client signed up and the other will decide tomorrow.
  • Around noon I have a quick lunch.
  • For the next 1.5 hrs I was on a group coaching call with my clients.
  • Around 2pm I went for a swim.
  • At 3:15 I went for my one hour massage.
  • I called back a prospective client who joined my coaching program and processed their payment for several thousand dollars.
  • Throughout the day our businesses are making sales.
  • Around 6pm I sent a few more emails and wound the day down.
  • Had dinner and then read until 8pm.
  • Decided to watch a movie based on the true story of power, politics and crime in the Philippines.
  • Read in bed for 30-40mins before going to sleep.

Continue Reading

The Best Investment a Consultant Can Make

Best-Investment-Build-Your-Business

Where is the best place to invest your money to achieve the greatest return?

A regular savings account will offer you a paltry return.

You’re lucky if you can get a 2% return with a high-interest savings account. Most accounts will over 1.2-1.8%.

You can try to hold off investing in your business for as long as you can, just remember that the longer you do that, the longer it will take you to see BIG results.

With the current rate of inflation at 2%, your money, sitting in such a position is losing value rather than gaining value.

Next you might choose a conservative fund or some bonds and ‘rake in’ a 4% return. Nothing to get excited about.

Getting into the equity markets with stocks is where you’ll find the highest opportunity for a return. Most investors are jumping for joy to achieve a return greater than 12% consistently. Most aim for 10% and historical averages produce slightly less than that.

A Great Investing Lie

Here’s where things get interesting.

Let’s say you have $5000 to invest and you achieve a spectacular 12% return every year for 5 years. At the end of the fifth year, you’ll have turned the $5000 into $8,811.71

On average that means you’ll make $762.34 each year from your $5000 investment over the 5 years.

Does that sound exciting?

If you are looking to grow your consulting income and create more wealth for yourself and your family would you choose this investment strategy as your main one?

If you said, yes to either of these questions, you’re likely leaving a GREAT deal of money on the table. Continue Reading

On Growth and Stagnation

Growth-Or-Stagnation

If you want to be great, stop focusing on your weaknesses.

Each and every one of us has strengths and weaknesses.

Focusing on your strengths establishes a confident mindset filled with possibilities and opportunities.

Focusing on your weaknesses turns something weak into something average.

Focusing on your strengths turns something strong into something exceptional.

Our minds can only think one thought at a time.

Focusing on your weaknesses establishes a weak mindset filled with doubt and negativity.

Focusing on your strengths establishes a confident mindset filled with possibilities and opportunities. Continue Reading

Freedom and Lifestyle of Consulting

Lifestyle-Consulting

I took half of August off this summer and it was one of our company’s best months ever. That’s a great feeling.

During that time I had a good friend in town visiting from Europe. We went to a cabin in the forest for 3 days. Then camping in the mountains near Whistler with my wife, and a few days later we took a boat up the coast to spend four days at a beautiful suite we rented right on the ocean.

Another important factor is how you structure the way you work and how you set expectations for the project with your client.

Lifestyle of Consulting

The reason I’m telling you this is not to boast. It’s the lifestyle consulting can provide you with.

Don’t get me wrong, it wasn’t always like this. I put in many long days and still do sometimes when we’re gearing up for a big launch or new client program. Yet I’m able to work when I want, with whomever I want, and most of the work can be done from anywhere.

Earlier in the year I spent two weeks in Japan. And while I had two days I got up at 4am for client calls (because of the time change) the rest of the days were spent as they would be at my office.

Once you’re hired by your client, in the majority of cases you can do the work from anywhere, anytime, as long as the results and value produced are exceptional and that it’s all completed on time.

Freedom and lifestyle is one of the many reasons consultants get into this business. Yet, a great deal of them struggle to earn a significant income and they end up working far more hours than they would have at a 9-5 JOB.
Continue Reading

Inside the Diagram to Success

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One of my coaching clients earned $823,000 last year. He has no employees or contractors working for him.

Another did $1.2M before we started working together and in one year grew the business to over $2.3M.

You’ll notice that people Chasing Success spend the majority of their time talking about their ideas.

Not all of my clients have revenues at that level. Many are doing $8k to $25k a month.

I’m honored to work with such dedicated professionals (here) to help them grow their businesses and achieve greater lifestyle and freedom.

One thing that I’ve noticed about the most successful consultants, regardless of their industry or country, is their approach and the way they take action.

It’s not so much about the marketing tactic they choose, it’s how they think about business and the mindset and habits they have. Continue Reading

7 Best Questions to Ask Consulting Clients

In my last video I shared 3 Questions NOT to Ask Consulting Clients.

In this video I share 7 of the Best Questions to Ask Consulting Clients.

Here are the 7 questions. Watch the video to find out why these questions are so powerful and how to use them:

“What is your number one priority for this business unit during this fiscal year?”

“What do you believe needs to be strengthened in order to support achieving this?”

“What options have you looked at to achieve this…?”

“Is there anything that you or your employees are doing that may be getting in the way of achieving this result?”

“What is unique about your business compared to your competitors?”

“What was the main reason that you wanted to meet with me?”

“Who will be making the final decisions on this project and who will be in charge of implementation?”

What questions have you found effective to ask clients? Share them in the comments below.

How to Gain Insight Into What Ideal Consulting Clients Really Want

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I was sitting at the edge of a long dock that extends from the suite I was staying at all the way to the ocean.

(I took the above photo when I walked back up the ramp to my suite…)

It was then I had the idea to launch a new service for consulting firm owners.

I learned many years ago that the worst thing I could do was jump right into the project. Instead I needed to find out whether the idea I had for this new service is what the market really wanted.

If you’re not reaching out to your ideal clients to learn what they really care about, you’re missing a great opportunity.

Did they care, or was simply something I thought was a good idea?

To answer that question I decided I’d send out a survey. I’ll share the results and what happened with you in just a minute.

This story is relevant to you even if you don’t have a list that you can send a survey to right away.

  • You can setup phone calls with past or current buyers.
  • Have phone calls with prospective buyers.
  • Run paid traffic to a survey.

When creating the survey it’s important that the questions you ask are the ones that will prove if your idea is worth pursuing or not.

I asked questions to find out what the biggest challenges this market was having and had them rank them in order of greatest importance.

Then I asked information that would give me a better picture of each response so that I could put their answers into context and segment them. This is important because not everyone’s response will carry the same weight – you have potential buyers and ideal buyers. Continue Reading