ITT 167: How to Close More Clients with Michael Zipursky

michael zipursky on in the trenches - ITT 167: How to Close More Clients with Michael Zipursky

Michael Zipursky is the CEO of Consulting Success, and is a coach, consultant and author. Michael's list of clients include organizations like Panasonic, Dow Jones, Financial Times, Royal Bank and many others. He has written 5 books including “Profitable Relations: How to Dramatically Increase Your Profits By Giving Customers What They Really Want,” and “The Consulting Success System: How to Become a Successful Consultant.”

In today’s conversation, we talk about how to grow a successful coaching or consulting business. Michael imparts the four pillars of consulting success that are proven to add value for a client and create a sustainable consulting business that does not rely on its network. He also shares how to convert client consultations into long-term (and high-paying) clients, and how to handle initial intake / consultation calls, to get someone to make a decision on whether to hire you now, rather than waiting in limbo for a reply.

If you are a coach or consultant, this is going to be one of those interviews you’ll want to come back to again and again. Enjoy!

In this broadcast, Michael and I talk about:

  • How Michael started several consultancies
  • Why he switched from "doing" to "sharing" his experience via a blog
  • How to approach a conversation with a client
  • Advice for someone who wants to start a consultancy
  • How Michael organizes marketing funnels for his clients to realize continual flow of clients
  • Why client clarity, magnetic messaging, and ROI positioning creates the business you want
  • The four pillars of creating a sustainable consulting business model
  • How to differentiate yourself from everyone else in the market
  • Why clients want to know what the "output" would be and how you can add value for them
  • Why knowing your ideal client is important
  • A critical message: people are not buying the deliverable; they are buying the results.
  • How to conquer the client consultation calls

And much more.

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