Marketing Mondays: Harness the Power of Newsletters
Newsletters need to get more respect. They are one of the most powerful marketing weapons you can have in your arsenal. They are one of the most powerful marketing weapons you can have in your arsenal....
View ArticleMarketing Mondays: Breaking Down the 80/20 Rule for Consultants
Paretto’s Principle. Also called the 80/20 rule. I’m sure you’ve heard of it. 80% of your results come from 20% of what you do. This principle can be applied to many things in life. As a business owner...
View Article10 Things Your Consulting Clients Won’t Tell You
As a consultant, your job is to try and get as much feedback from your clients as possible in order to exceed their expectations. However, there are certain things that your clients won’t mention to...
View ArticleConsulting to Clients from Generation Y & Generation Z
Consulting to the next generation can be tricky, especially if you are generations older than your clients. In as little as 13 years, Generation Y and Generation Z will make up a staggering percentage...
View ArticleHow Consultants Get Buy-In Across Departments
One of the key issues for consultants is building client rapport. Of course, it makes sense that you need to strengthen your bond with the key decision makers in an organisation. After all, a poor...
View ArticleHow to Land Big Consulting Sales: Book Review
How can you transform your company by exploding revenues and profits? The answer lies in Whale Hunting. I’m not talking about mammals however, but rather about the sales method taught by Tom Searcy and...
View ArticleNegotiation Strategies to Land More Consulting Clients
The best negotiators know everything they can about the other side they will be dealing with. This step is critical. Let’s be clear on one thing right away, negotiation is part of life. Whether you’re...
View ArticleGet More Consulting Clients Using Partnerships: Interview with Aarni Heiskanen
Raw Transcript of Interview MICHAEL: Welcome everyone to the Business Consulting Buzz Consulting Interviews. Today we have with us Aarni Heiskanen, a management consultant and internet entrepreneur...
View ArticleBest Questions to Ask Your Consulting Clients
Click here ReTweet: “Best Questions to Ask Your Consulting Clients” One of the most important skills a consultant can possess is the ability to ask clients the right questions at the right time. I know...
View Article3 Psychological Tactics To Land More Consulting Projects
I was re-reading a few books on psychology recently by authors that focus on marketing, advertising and sales…and thought I’d share with you 3 tactics that you can use to win more consulting projects....
View ArticleNow You Can Speak Your Clients Language and Win More Business
When I start working with a new private coaching student I always ask the person to complete a business assessment. One of the more basic (yet important) areas that I see consultants having trouble...
View Article5 Reasons Clients Are Unresponsive and What to Do About It
As consultants most of us will have the “pleasure” of dealing with an unresponsive consulting client. Maybe you’re dealing with one right now? If not, you likely have and can remember the situation....
View Article3 Steps to Using Twitter to Educate and Provide Value to Your Clients
I’m a big believer in giving constant value to my clients. One of the best ways to do this is by educating them. Sharing research, data, report, case studies and news that are relevant to their...
View Article5 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...
View ArticleHow 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...
View ArticleTips 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...
View Article7 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...
View Article5 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....
View ArticleClients 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...
View ArticleWhat Consulting Clients Really Want From You
It’s easy for consultants to get the impression that the more they ‘show’ their consulting clients the better. But in fact, it can often have the opposite effect. Your PowerPoint and Keynote...
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