629: Consulting Success: Scale Up, Find Freedom From Hourly Fees, Fill the Pipeline, and Solve Problems with Michael Zipursky

Michael Zipursky coaches consultants. He wants you to develop a mindset of serving (solving problems) so that you can create powerful systems, attract more clients, and ultimately increase your fees, so you are paid based on results and not hours (or days). Listen in to discover how to set yourself apart, have conversations with your prospects, and fill the pipeline.

Quotes:                                                                                                                                   

“The real realization for people is that clients don't actually care about timing. What they care about is whether they are getting the results they want.” – Michael Zipursky

“The opportunity for consultants is to go deeper and have more meaningful consulting sales conversations before starting a project. This allows you to truly understand the buyer and get to the core of what is meaningful and valuable for them.” - Michael Zipursky

“Give yourself a little more space to understand that these things are not mistakes. They're lessons to be learned and opportunities to improve.” - Michael Zipursky

Takeaways:

02:31 Successful consulting is about solving problems and helping clients reach their goals, not just selling hours of work.

18:33 The key to winning more business is understanding a client's true needs through deep, thoughtful questions.

14:53 Consultants should focus on the value and results they deliver, not just the time spent on a project.

22:33 Fear of failure and desire for perfection often hold consultants back from taking meaningful action.

26:51 Building a consulting business requires a long-term mindset and viewing mistakes as learning opportunities.

Resources

Podcast: Play in new window | Download (Duration: 31:47 — 29.3MB) | Embed

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Filed in: Advertising • Agency • Archive 3: 2018-2020 • Podcast

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