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Consulting Clients

3 Steps to Double Your Consulting Fees

How would you like to increase your consulting income by 50%, 100% even 200% and more…interested? There’s a very simple way to achieve this and I’m going to tell you how… Increase your fees. If you’re currently making an average of $15000 per consulting project, increase your fee to $25000, $40000 or even $80000. Here …

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Clients Want “Out”, Not “In”

When you’re talking about what you do, or when a client wants to know how you can help them, think output, not input. Consultants often make the mistake of thinking about (and as a result talking about) what they do instead of what the end result they produce. If you want to connect with your …

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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 …

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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. …

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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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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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