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:

And much more.

How to Connect with Michael Zipursky Online:

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Regina Anaejionu is the creator of ByRegina.com. She has been writing, growing online communities, and selling products and services online since 2008. She's done everything from full time writing, to design work, to WordPress website creation, to publishing her own courses and ebooks.

In today's conversation, we talk about 'sensative sales.' In a nutshell, it's a way to market and sell your products and services by being fully transparent. Instead of hiding your offer behind a webinar, you share the offer right away, and give the potential customer everything he or she needs to make a purchase. That way they have the time to think it over and won't be blindsided by the offer when you share it on a webinar (or however else you might share it).

We talk about this and much more on today's broadcast.

In this broadcast, Regina Anaejionu and I talk about:

And much more.

How to connect with Regina Anaejionu:

Get the Latest Broadcasts of In The Trenches

Subscribe to In The Trenches on iTunes

How You Can Support In The Trenches

Did you enjoy today's broadcast of In The Trenches? Please click here to leave an honest rating and review on iTunes. Your review helps me spread the word of this podcast, which allows me to line up amazing guests and continue to produce this podcast ad-free. Thanks so much in advance for your support.

I started consulting 10 months ago.

The first time I offered my services I felt like a phony.

While I felt comfortable and confident with the topics I teach (publishing, product launches, online biz, etc.), I wasn't sure people would see the value...

And I figured even fewer would take me up on it.

In spite of the voices in my head telling me to stop (The Enemy), I decided to test it out anyway...

Before I was ready.

Before I felt confident.

Fast forward a month, and the results were in: people did want my services and were willing to pay a generous amount (click here to read about how I made more than the average US doctor on an hourly basis).

Not only that, but offering my services helped me build confidence in myself and my knowledge.
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