Author: Michael Zipursky

When to Offer Consulting Services for Free aka. Pro Bono

Don’t shoot the messenger though let me tell you, you can and sometimes should offer your consulting services for free, also known as pro bono. The singular goal when it comes to your marketing in the early days is to get noticed. That’s right. It’s not for everyone and should be avoided by most consultants. Yet there is a time when offering your services for free not only makes sense, it can pay big dividends. …

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Are You Losing Clients Because of This Technology?

You can use all the technology in the world yet it can’t replace the power of meeting with your ideal clients face-to-face. I’ve heard from many consultants, “why would I get on an airplane or drive 100 miles to meet with a prospective client when I can just email them or give them a call?” What matters is the result. If spending $600 leads to landing a $60,000 project who cares about the cost of …

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Asking for Referrals: How It’s Really Done

Most consultants misunderstand the referral process. You see, there are two kinds of referrals: a) The ones you initiate; b) The ones that come to you. The vast majority of people think about referrals as the ones that come to you. That’s fine if you’re business is well-established, you have a pipeline full of business and a busy schedule. If a referral comes to you and it’s a good fit, you accept it and follow …

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Stop Giving Advice Away for Free

Have you ever noticed that when you give someone advice for free they don’t take action on it? When someone pays you for that same advice they are much more likely to use what you’ve shared with them and benefit from it. Those kinds of people do exist. They just want to get what they can for free and aren’t serious about hiring someone. This isn’t a universal truth that applies to 100% of people. …

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How to Get Better At Saying “No”

Your kindness and generosity can be a great threat to your business. As your business becomes more successful, as your career rises to new heights, you start getting a LOT of requests from people… The better you get at saying “No” the more productive you’ll be and the faster you’ll reach your goals. …friends, colleagues, people that read your materials or saw you speak at an event…all kinds of people start asking you for “just …

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