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consulting clients

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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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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7 Tips on How to Sell Services to Existing Clients

When consultants think about growing their practice, most lean towards client acquisition. While there’s no arguing that attracting and landing new consulting clients will be a critical factor in your success. There is however an often forgotten and more profitable option to grow your consulting business – selling more to your existing clients. Asking your …

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Tips to Deal With Consulting Clients That Resist Change

Here’s a consulting question I received as part of the “Ask Michael” series: “Hi Michael, I’m David and I provide marketing consultation services to professional photographers over at Salevoke Marketing, mostly to wedding and portrait photographers. I’ve been a long-time reader and have purchased your consulting book and I absolutely find them insightful and highly …

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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 …

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5 Steps to Find Your Ideal Clients

When I ask my clients or coaching students “who is your ideal consulting client?” very few know how to respond. I’ll usually here something like “small business owners” or “CEOs”. So start by figuring out the type of work you want to do. Once you’ve done that you can move on to the next step. …

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