3 Ways to Disagree With Your Clients That They’ll Appreciate You For


We’d all like to be right 100% of the time and yet we know that happens about as often as it snows in Hawaii.

So what should you do when your client is wrong? How do you break the news to them?

Realize that most leaders aren’t surrounded by staff that ‘tell it like it is’. Instead they are often afraid to break any bad news with senior management.

Focus on the positive, not on the negative. Look at the challenge as an opportunity to fix and improve.

In an organization this often results in the leader believing things are okay when they really aren’t. This makes spotting the real problem even harder when the information the leader is receiving isn’t the whole truth.

If no problems exist and the business is humming along smoothly they wouldn’t need a consultant, would they?

You step in and have to break the bad news that things aren’t as rosy as the client believes…

Here are 3 ideas to consider:

1. Establish how you work – at your first meeting tell the client that you’re going to be very honest with them. That much of what you uncover will be positive, however, if they’re company is like others you’ve worked with before, you’ll also find room for improvement. Continue Reading

When a Buyer Asks “What Is Your Fee?”


Consultants have a belief that they ALWAYS the answer they believe the buyer wants to hear.

When a buyer asks “What is your fee?” early on in a conversation the consultant feels compelled to give a response.

If you respond right away and say “$7500” you’re playing the buyer’s game and you’ve lost control.

There is no rule or law that states that you have to answer a question with what you believe the buyer wants to hear.

Instead, give the appropriate response at all times.

When you’re early on in a sales conversation and a buyer asks about your fee tell them “I don’t know.”

Why give such a response? Because you honestly don’t know! Continue Reading

The Expert Myth: How Looking Up Can Hold You Back


I personally speak with hundreds of consultants each year.

That becomes hundreds of hours of conversations.

And I LOVE it.

I get to hear first-hand the latest stories, challenges, goals, what’s working and what isn’t from consultants all around the world in all different industries.

Conversations with consultants in my coaching program go much deeper.

Yet one common statement I hear from consultants is actually a myth.

And it’s one that holds back many consultants from experiencing the type of success and growth they want.

They took action and got up right away each time they were knocked down.

The Ugly Myth

The belief is that you have to be a TOP expert to be successful.

Consultants look at the top percentage of professionals in their industry and compare themselves to them.

They see their success and far too often, instead of turning that into a motivator to take more action and grow their business, they use it as a cushion to fall on.

When they submit a proposal and don’t win they come up with an excuse like “These projects always go to the TOP consultants.”

Or when their marketing doesn’t generate results they say “This only works for the top consultants.”

“They are DIFFERENT” is the common belief.

So here’s the thing…

They ARE and they AREN’T.

The Difference in Success

They are different because they have reached the upper heights of success in their industry.

They aren’t because they were where you are right now at one point too.

The thing is, they didn’t get to where they are by casting blame or coming up with excuses.

They took action and got up right away each time they were knocked down.

A roadblock didn’t close the street in front of them. It merely caused them to take a slight detour. Continue Reading

4 Steps to Achieve Success in Business and Life


Why do some people attain great health, happiness and success while others struggle to?

Charles Haanel in the The Master Key System wisely points out that this difference isn’t the result of the physical.

Another decision successful people make is to go for growth. They aren’t satisfied staying where they are. They want to constantly improve, learn, and prosper at higher levels.

If that were the case the best endowed physically would be the most successful, happy and healthy. And yet we know that isn’t the case.

What really sets those that are successful apart from those that aren’t is MINDSET.

This is supported by Stanford psychologist Carol Dweck.


The BIG opportunity for you is that this is available to all. That’s right, YOU CAN have the mindset that will allow you to reach the success that you desire.

And when you have it your life changes for the better.

You become more focused, productive, and happier – and your income increases at the same time.

So how can YOU create this mindset of SUCCESS? Here are 4 steps to take:

1. Commit to it

The most important step is to make a commitment to yourself that you will cultivate and support this mindset. It won’t be hard for you to find it, it’s available to all of us, but you’ll need to keep it at the forefront of everything you do. Your every word, every action, and every thought.

2. Surround yourself with successful people

Jim Rohn is well-known for saying that you become the average of the five people you spend the most time with. Watch this short video: Continue Reading

How Much Is THIS Costing You In Your Business and Life?


Few take the time to see this but there is a cost to not taking action.

We tend to look at what we don’t have and THINK about how wonderful it will be to have it.

Those thoughts are like dreams. Excitement boils up as we ponder them.

But dreams by themselves don’t get us the result we seek.

Action does!

And delaying taking the action you KNOW you should take and staying where YOU are right now has a cost.

So ask yourself…

What is it costing you right now not to have the income you want?

Not to have the health you want?

Not to have the relationship you want?

Not to have the types of clients you want? Continue Reading

How to Turn a Short-Term Project Into a Long-Term Profitable Client Engagement: Case Study with Barb Langlois


Barb Langlois, a registered nurse by education, helps emerging leaders and mid-level leaders in healthcare organizations improve their communication and conflict skills. She also helps with team building so these leaders can engage with their teams better—and then their teams can produce positive results for patients and clients.

This was a real eye opener for Barb. She knew that she had to learn how to get clients, as it’s these clients that would help validate  the real value of her services


Barb wasn’t seeing the results she wanted in her business; the big challenge for her was simply getting clients. She knew about content marketing, how to write an article, and how to hold a webinar, but what Barb didn’t know was how to turn all of those tactics into leads. As a result, Barb was giving out good content, but wasn’t getting any return back on the content for her business. The response and traction needed to attract  clients was lacking—the number of new leads was stuck close to zero, and she needed a way to capitalize on the content she was providing to help grow her business.


Barb came across Michael Zipursky’s coaching program while at a conference that Michael was speaking at, and took up an offer for a free coaching call that Michael had offered attendees.

What was really revealing to Barb during the free coaching call was the way Michael was asking questions, including if Barb could live with the current state of her business—which she acknowledged that she didn’t want to any longer. She was ready to create change.

Barb had continued what she was doing for a number of years, which produced the same results and not getting enough clients. It was just the same clients doing the same things. What made things worse was that her existing clients had started to train their own people on the work that Barb was offering, meaning her services were slowly being phased out as they were no longer needed.

Barb gave herself an ultimatum: an “all in” year where she gave herself a year to get on track or close the business. Continue Reading

How to Handle a Common Buyer Objection: Your Fees Are Too High!


Have you ever had a buyer tell you that “your fees are too high?”

Or that they can’t “afford your fees?”

If you’ve never heard those words before you’re likely not charging enough.

Consultants often make a mistake in believing that these objections are about price. They’re not.

Buyers don’t make decisions solely based on price.

In fact, if a buyer’s final decision is coming down to price it’s BECAUSE they are focusing on PRICE that the sale isn’t going through.

The need moves when you’re able to communicate the real value to a buyer in a way that they care about. They no longer see your fee as a cost, rather an investment they will greatly benefit from. And the common objection no longer holds you back.

When you are a master of an effective sales conversation buyers don’t see your fees as a cost – they’re not looking only at the price.

They see your fee as an investment.

It’s clear that the money they invest with you will come back manyfold as a result of working with you.

It may sound like a subtle shift; the impact however is far from subtle. It’s powerful enough to shake walls so hard money starts raining from the roof.

That’s an interesting image, isn’t it?

Seriously though, if you want to overcome the objection that your fees are too high or that the buyer can’t afford your fees you need to become better at communicating the value that you’re providing.

Once the buyer sees the real value and trusts that you can deliver what you say you will the objection disappears. Continue Reading

How to Reach Buyers When They Are Ready to Buy


The average price of a home in my city is well over $1M. What’s amazing is that even at that price houses put on the market sell in days.

We recently listed ours and within two days it sold – above asking price.

I’m not going to drown you in the deep bubble of what real estate has become in this city.

No. This story is about marketing…

A week or so after the sale I got a letter in the mail.

The envelope didn’t have my name on it. Nor did it have a return address.

The only thing listed was my home address.

Curious I opened the letter and this is what I found:


Timely isn’t it?

This is a smart marketer at work.

This is the essence of marketing.

It doesn’t matter that I won’t use their services – because I already made other arrangements.

What I love about this example is that a percentage of people definitely will call up this moving company and end up hiring them.

This marketer has done one thing very right – and that is to put their message in front of my eyes at the right time… Continue Reading

Consulting Company Names: Is It Time To Rethink Yours?


Questions and search queries regarding how to name a consultancy are definitely popular at this blog and also in marketing and business conversations in general.

Why is there so much talk about naming and also why is it so hard to come up with good names for your business ventures?

Do your family, friends, and clients know your consultancy’s name? If none of them have a clue or they always mess it up then it may be time to re-consider.

There are a bunch of reasons your name might not be that great. You started your company quickly and didn’t really give it too much thought at that time. You used your last name which is easy for you and your grandma to say but hard for others to pronounce and spell. Or maybe you came up with a “cool” name but slowly realized it wasn’t as hip as you first thought.

It’s all good, a poor naming choice can happen to all of and it usually does at one point or another in our business careers. *Side note: This website used to be known as Business Consulting Buzz but switched to ConsultingSuccess.com for naming and branding purposes; I’ll get into that in a future post.

Don’t Get Too Attached

As they say in Buddhism “Don’t get too attached to objects”. I’m not a Buddhist and won’t get religious on you but when it comes to naming if you have a bad name it may be time to let it go and move on!

Too many business owners know they have a poor name but due to all the effort it would take them to switch things over they hang on to that name.

Veteran marketing professional, author, and consultant Al Reis talks about naming in this article and says “There are many, many consultants out there with names as bad as Lifshitz, but in my experience they almost never change their names. Tragic.”

5 Questions to Ask Yourself about Your Consulting Name

If you’ve been thinking about your business name for a while but not sure if you should change it or not I’ve come up with a list of questions below you can ask yourself or others close to you and see what kind of answers come back to you.

  1. Is your name easy for others to spell?
    This can mean you email address, your URL (website address), etc. One clue is if people often ask you to spell the name or repeat it so they can get it right.
  2. Is it memorable?
    Do your family, friends, and clients know your consultancy’s name? If none of them have a clue or they always mess it up then it may be time to re-consider.
  3. Can most people pronounce it?
    When you meet new people and potential clients do they have trouble pronouncing your company name? If they do that’s not a good sign.
  4. Do you own the domain name?
    Is you company name completely different from your domain name online? We see this lot and you need to fix this. Your company and domain name should be the same if not very similar. This also applies to social media are you able to get your name or something very similar or Facebook, LinkedIn, and Twitter?
  5. What happens when you type it into Google?
    When you type your company name into Google do you come up first or near the top? Or do other companies and people come up way before you? If so, that’s not a good thing and it might be time for a name change.

Continue Reading

Marketing for Consultants Survey 2015: Results Are In

We asked over 20,000 consultants how they are marketing their services and growing their business. The responses came flooding in. Below you’ll find an infographic with the results from the survey as well as a breakdown with some key insights.


– On average consultants spend almost 40% of their time networking. Followed by 12% of their time speaking and giving presentations.

– The majority of consultants income comes from networking (30%) followed by referrals (28%).

– 80% of consultants spend less than $5000 each year marketing their business.

– 31% of consultants make less than $30,000 a year from consulting. About 23% make more than that but less than $100,000. 31% or so make between $100,000 and $500,000. About 4% make over $500,000

– Consultants making over $100,000 a year noted that Writing articles and creating reports generated significant revenue for them. Even more than speaking and presentations which many of these consultants said they spent time on.

– A higher percentage of consultants making over $100,000 a year are women compared to consultants making less than $100k each year. There was also a higher percentage of men that took part in this survey.

– Consultants making over $100,000 a year spend more on their marketing than consultants who earn less.

– The survey was taken by consultants of all different levels of experience. Over 20% of consultants have more than 10 years of experience as consultants.

– The #1 reason people became consultants was to “By my own boss” at 40% of respondents. Followed by “Flexible schedule” coming in at 22%.

– Over 50% of consultants work with 6 clients or less per year. 36% work with between 7 and 20 clients each year.

– Project fee is the most common way consultants are paid at 40%. Unfortunately over 21% of consultants are still using an hourly fee and just 3.4% know how to use an ROI based fee model.

– About 45% of consultants report that their average client project is valued at $5000 or less. 19.7% of consultants have projects valued at $10,000 to $25,000. Only 5% of consultants have client projects valued at $100,000 or more.

– Over 76% of consultants are solo independent consultants. About 20% of consultants have less than 5 employees.

Want help to improve your marketing and consistently attract your ideal clients? Get in touch here

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