Make More Consulting Offers

Are too many potential clients delaying their decision-making, leaving you with no new business to show for your efforts? In a video at Consulting Success, Michael Zipursky explains why you should get more aggressive with making offers in these cases. He says it does not have to be a case of you just being a self-centered salesman. Instead, when you push through an offer to a potential client who is vacillating, you should think of this as you genuinely wanting to help the client grow in a way that you know is possible. In other words, you want to push clients past their fears and reservations to help them generate the maximum possible value. Or to use Zipursky’s words: “Challenge them.”

For the video and an accompanying transcript, you can view the original post here:

Show More