Business Consulting

Selling Your Consulting Services: Who’s The True Buyer?

A consultant I work with just emailed me… She was all excited because she just wrapped up a meeting with a large ideal client. When your proposal is shared with people that haven’t been a part of your meetings and prior conversations things tend to go downhill. She forwarded over an email response she received from the prospect. It had a glowing review and the prospect believes this consultant would be a good fit. But …

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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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Are You Failing Enough?

On a call with one of my coaching students the other day I realized that one of the greatest obstacles you’ll come up against is the person you see in the mirror. That’s right, YOU! Have you ever felt the fear to pick up the phone and call a prospective client? Or how about waiting to launch your website or a direct mail campaign because things weren’t ‘quite right’ yet? When you encounter failure or …

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Get Paid More

Here’s a thought… You get paid for the value you produce and deliver to the market. Companies need to constantly improve their products because buyers are always looking for more value. Have you looked at yourself as a product? You should. Whether you’re actually selling a product or providing a service, YOU are a product. The more valuable you make yourself the more you’ll get paid. Your Best Investment When you invest in yourself, sharpen …

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How to Be a Great Resource to Your Clients

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 known in. Now imagine how your clients will feel and think about you when they know that you are the …

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What Differentiates Your Consulting Practice From the Competition?

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 makes your practice stand out from the competition. I’m going to ask you a question and I want you to …

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15 Ways to Get Referrals for Your Consulting Business

As our survey on Marketing for Consultants revealed referrals is still the top source of new clients for most consultants. Getting consulting referrals doesn’t always happen by itself. The consultants that get the most referrals have a system and process they follow that works for them. With that said I thought I’d share a collection of 15 different ways you can ask for and get referrals. Here they are: “I’m so pleased you’re happy with …

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10X Business Growth: How an Engineer Turned Consultant Uses Marketing Automation

Interview Transcript Mike Zipursky:  Hi, everyone. It’s Michael Zipursky here and I’d like to welcome you to another show. Today, we have Steve Gordon with us from Steve Gordon Marketing Florida. Steve took an engineering consulting firm from $250,000 to $3.1 million in sales in a few years.  Today he works with businesses to improve their marketing in a variety of industries. Steve, welcome. Steve Gordon:  Hey, Michael, great to be here.  Thanks for having …

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