Download Episode Transcript

Download Episode Transcript

Download Episode Transcript

If you want to land contracts but hate sales and the idea of asking for higher fees makes you queasy - I got great news for you. You don't have to.

In my podcast from my series Consulting Matters: Mastering the Art & Science of the Business I am going to introduce in a better way to land contract which is through establishing a strategic partnership with a future client. 

When you listen in - you'll discover the three steps to take in order to position yourself as a peer and your consulting against the most significant business issues your future client is dealing with.

You'll discover that you can win both business AND trust and that is possible to make great money WHILE making a difference.

One of the best things about mentoring other consultants is the opportunity it gives me to reflect on what I do as a consultant and why.

This week our group was exploring the topic of gaining and retaining leadership buy-in and it caused me to stop and really think why this matters so much and it all boils down to this - 

The one thing that we all really want from others in order to trust them is confidence that when they make decisions they take into account what's in our best interest.

When I train consultants on the importance of doing an assessment and taking the time to deeply listen to stakeholders (whether they are executives, managers, employees or customers) it's not just about a consulting approach that generates revenue for them. It's about being a a conduit to help those people in the organization be heard and have a voice on issues that effect them. 

What most leaders (and even consultants) don't get about creating employee engagement is that it's not...

If you’re a high-achiever SURELY, you’ve considered starting your own consulting business by now (if you haven’t already.) There is no shortage of advice and mentors that can help you learn how to market and sell yourself. But the reality is…

…Growing a consulting business is unlike any other business!

To achieve sustainable success, you have to think broader than just finding clients.

You needs to implement a system that will can empower you to predictably and consistently:

• Attract and connect with your exact perfect client who has needs and challenges you are passionate about solving
• Establish a relationship with those future clients and demonstrate your credibility that can and will provide relevant and meaningful solutions
• Convert those leads not just into buyers but long-term strategic partners that will position you to do your best work

Positive self-talk or shameless self-promotion won't transform your mindset and your fears about...

Download Video Executive Summary

I want you to land your next (or first!) six-figure contract with confidence.

Are you optimizing your earning power? Are you getting paid what you're worth?

In this video from my eCourse "Contacts to Contacts: How to Land Clients & Establish Long-Term Winning Partnerships" I let you in my insider secrets to transforming a small request for a tactic such as a training or short-term coaching assignment into a larger and long-term consulting engagement.

I am passionate about about this topic because how you well you handle contracting conversations defines your consulting potential in terms of:

• Your earning potential
• Your labor intensity
• Your client positioning and credibility

My partnership set up approach to landing clients has been the key to my success. Within 18 months of leaping from my high-profile role at Walt Disney World into full-time consulting business ownership, I grew my revenue from $0 - $300,000. I didn't achieve...

Interview Transcript:

Betsy Jordyn:     Well hello there everybody it's Betsy Jordyn of the Consultants Institute, and I am so excited to finally be interviewing Michael Zipursky of Consulting Success.  So Michael and I met how many years ago was it, Michael?   

M. Zipursky:      Oh, wow. 

Betsy Jordyn:     About three years?  Four years ago?  

M. Zipursky:      It's been awhile. Is it?  Time flies.

Betsy Jordyn:     So he was so gracious to interview me for his podcast series, and I've been waiting for an opportunity to return the favor, and this is my opportunity.  So without further ado let's just jump in.  So tell me a little bit about you.  So you have your own business consulting success.  So tell me about this business.

M. Zipursky:      Yeah, ConsultingSuccess.com is where we work...

Hooray your marketing efforts have paid off! You have a meeting scheduled with someone who has expressed interest in doing work with you. In this article, I want to share you with practical tips on how to leverage this meeting towards establishing your credibility with your future client while positioning yourself to maximize your contribution AND compensation.

This meeting is far more than a discovery or contracting meeting. It is an opportunity to literally change your client's life. Through the questions you ask and how you help your client go beneath their wants to their greatest needs, you are providing dramatic value. Because your client has a thousand things in their thoughts, their minds, their heart, and what you're going to do is help them get clear; get clear on the issues that are bothering them that they intuitively, instinctively, absolutely want to take action on. 

I call this meeting Directional Agreement because this is where you and...

Forging a strong client relationship is not a matter of chance. It is the result of choice and whether or not the consultant has taken charge of the positioning process. Unlike other roles in an organization, consultants hold no formal position on the organization chart. It is up to the consultant to carve out the position. If consultants do not take charge of the positioning process, it will be done for them by their clients which may cause them to fall into one of two traps.

The first trap is what I would call the Surrogate Leadership Trap. Consulting is not the same as leading, which can be seen in the visual above.

Many consultants by virtue of their natural leadership abilities or past executive experience are invited to play a role that involves more than simply giving expert advice or recommendations but rather step into the role that the client is supposed to be playing. And if the consultant has been a leader in the past, this is a huge temptation.

Trying to lead...

Content marketing is not some marketing fad. 

It’s simply the smartest way of finding and connecting with your ideal client, establishing your credibility, increasing your number of discovery meetings and close rates as well as giving you the platform to increasing your fees.

Content marketing is essential for consultants because we are in the knowledge business. We don't sell a tangible product or service. Our value add contribution lies in our heads and hearts and content is the best way to manifest this expertise in a way that connects with our future strategic partners.

If you're not implementing a content marketing strategy, you are leaving money (and credibility) on the table. 

If content doesn't come easily to you or you're not sure how to get started, let me give you a few pointers.

First, be clear on who your ideal client is and what is their pain points. It all starts here. If you are unsure who you want to serve, your marketing messages and...