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Author: Michael Zipursky

How We Can All Profit from Pain

Have you identified your ideal buyer’s true pain? Michael Bosworth, author of Solution Selling, writes that “[only] once a buyer admits pain to a seller, the real selling begins.” Your job, before you even begin marketing, is to figure out the most pressing and painful issue your ideal clients are facing. Many consultants focus on value. And …

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Chasing a Lost Dragon

The Chasing Dragon Cafe opened up several months ago. Their story is one you need to learn as a consultant and marketer of your own services. The cafe is on a very visible street corner. Tens of thousands of cars and likely hundreds of thousands of people see the cafe each day. It pays to …

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5 Steps to Get Your First Consulting Client

Today I’m answering two consulting questions I received as part of the “Ask Michael” series: “Hi Michael. You’re advising someone starting out in consulting who has some expertise, but nobody knows it. What would be the three biggest impact actions they could take that would likely result in them attaining a first client and/or a …

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To Guarantee, or Not To Guarantee

Here’s a consulting question I received as part of the “Ask Michael” series: “Dear Mr. Zipursky Thank you for your kindness. I am a business consultant and have a problem in my job. Some of my customers ask me about some kind of guaranty about the result of my consulting services. How can I assure …

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Consulting Challenge Executives Face

Here’s a consulting question I received as part of the “Ask Michael” series: “What’s the biggest challenge that former-executives-turned-consultant face?” Great question. I work with many executives that have left the corporate world to become consultants. Most executives have a great skill set. That is, they are very good at what they do. The problem …

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