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Author: Michael Zipursky

Getting and Using Consulting Testimonials

Are you collecting testimonials from your consulting clients? What a shame if you’re not. Testimonials are one of the most powerful forms of proof you can offer prospective clients. Not only that but the media enjoy them as well. When they hit your website looking for an expert opinion what do you think is the …

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How to Get Consulting Referrals Part 2

In my last post we explored the power or referrals for consultants. Let’s dig deeper in this post… The best way to get referrals is to be extremely specific about the kinds of referrals you want. In my 2nd or 3rd year as a consultant, after returning from consulting with companies in Asia, I went …

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Secret to Getting Consulting Referrals

Ask any successful consultant how they currently get their clients and more than 90% of them will tell you they come from consulting referrals. A referral is when someone, whether a friend, family member, acquaintance or client, refers another prospective client to you. They do this because they care for you, respect you, trust you …

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Why Are Consultants Choosing to Starve?

Many consultants are choosing to starve. I know it sounds crazy, but it’s true and I have no idea why. They set their consulting fees on an hourly basis. Who else does that? The electrician, the plumber. These can be good solid jobs (in fact, they can be quite lucrative). But is associating their image …

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Best Strategy for Setting Consultant Fees

First of all, there’s no way I can say that any specific structure of consultant fees are better than others. There’s only what’s best for your situation. So in today’s post I’m going to tell you about what’s been best for me. After nearly a decade I’ve found one fee structure to work better than …

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Consultants Shouldn’t Blow Smoke

For consultants there are really only two things of importance: the results they generate for their clients and their reputation. The other day Sam and I went to listen to a famous marketing legend talk about his business and the training course his company offers. Going into this presentation we knew there would be some …

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