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How to Guide an Effective Conversation with Buyers

When you talk to potential buyers of your services, your end goal is always the same: Sell your services, if they apply. But if you are too pushy in the way that you attempt to control the conversation, clients will be put off by it, making it harder to close a deal. In a post and video at Consulting Success, Michael Zipursky describes how you can walk the tightrope and maintain a productive conversation. Missing …

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Cut the Scope, Not Your Fees

Unless maybe you are doing some work for an orphanage, there is never a good reason to cut your fees. In a post for Jump to Consulting, Daryl Gerke recommends cutting the scope instead, if it comes down to it. He explains why this is an attractive and fairer option. Cut the Bull, Too Gerke estimates that consultants get asked to cut their prices for one of two reasons: A business genuinely cannot afford them, …

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David vs. Goliath: How Consultants and Small Consulting Firms Can Win

Let’s say you have a small consultancy, or are a solo consultant (the smallest consultancy of all). Does it make sense to target the big businesses with your services if it means competing with larger consultancies? Sure it does! You just have to approach it the right way. In a post for Consulting Success, Michael Zipursky shares tips to level the playing field. Rooting for the Little Guy The common theme of his advice is …

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How to React to Consulting Price Objections

“We can’t afford you,” is something consultants are likely to hear from prospects at some point in their careers. The statement is more loaded than it might initially sound though. In a video, copywriter and marketing coach Lynn Swayze breaks down what it really means and how to react to it. Objection Overruled In the first case, it could be that a business is so small and/or new that it genuinely cannot afford consultants’ high-end …

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When to Upsell to Clients

Upselling is when you try to sell additional services to a client on top of the ones you are already providing. If you try to do it too aggressively, people are bound to resent you for it. On the other hand, if you do it properly, you could create brand new win-win situations for you and client. In a post for the Institute of Management Consultants USA, Mark Haas shares his tips for a successful …

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2 Common Consulting Proposal Mistakes and How to Fix Them

The proposal is clearly a critical aspect of landing consulting work. In a post for Consulting Success, Michael Zipursky shares two mistakes that hold consultants back in their proposals. Embody these tips to ensure you put the best foot forward the next time around. Problems Solved The first point Zipursky highlights is essentially the idea that written proposals should be summaries of ideas that have already been discussed. Proposals should clarify finite details of the …

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Package and Position Your Consulting Services to Earn Higher Fees

You deserve to be paid what you are worth. Nobody will ever dispute that. What you are worth is the part that is up for dispute. There are strategies for helping potential clients understand the full value that you bring to a work engagement, and in a post at Consulting Success, Michael Zipursky elaborates on how packaging and positioning services can achieve that understanding. Value Clarified Time and again, Zipursky emphasizes how he has a …

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The Tyranny of Techniques in Sales

In theory, having ready techniques at your disposal to help you make a sale should be a good thing, and sometimes, they probably are. There are many caveats to relying on specific techniques though. In an article for MindShare Consulting, Michael McLaughlin discusses why you might want to diversify your approach to selling services. More Than Selling Many sales techniques emphasize urgency, trying to make the buyer agree to services right away, and with terms …

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7 Reasons Your Billing Rate Is Low

In consulting, as self-serving as it sounds, the answer to “Is it time to raise my rates?” is almost always “Yep.” After all, the only person who can start charging more is you, so if you do not decide your value to customers has increased, then no one is going to disagree. In a post at his blog, Lew Sauder pinpoints seven reasons you might not be raking in as much with your services as …

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5 Tips for Getting Potential Clients off the Fence

Have you ever wanted to take people by the neck and just throttle the life out of them because they cannot make a decision? In an article for CIO.com, Brad Egeland offers some more law-friendly solutions. He shares five ways that he has used to get potential clients off the fence to work with him: Reduce the price to something you can still live with. Offer something one-off that’s free. Give them a deadline. Promote …

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