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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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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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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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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As consultants, big results are great and exciting. But just as important is the continual, every day persistent work toward a goal — and a refusal to deliver anything but the best — that is the hallmark of a great consultant. While we usually focus on the work of independent consultants and small consulting firms, …
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As you build your consulting practice you’ll constantly be looking for ways to stand out from the crowd. A powerful approach that can help you is to become a resource to your clients. To become a resource you’ll need to expand your circle of influence, education and investment in the market you want to be …
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Today I want to encourage you not only to read my article but to ‘work’ through it. That’s right; I want you to actively participate. Not for my benefit, but for yours. If you can come up with a statement that matches both criteria there’s a good indication you’re getting close to finding what really …
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