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Business Consulting Buzz Co-Founders Michael and Sam, often called the "Zipursky Cousins," have advised companies around the world for over a decade. Their work has appeared in the media and their programs are used by thousands of consultants in more than 23 countries.
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Author Archives: James Yuille
Consulting Fees: How Should You Package Yours?
A consultant is someone who, when asked a question, provides an answer and recommends action. In simple terms, they recommend or even tell people what to do. The role of a consultant is to provide advice geared at solving problems … (READ MORE…)
Consulting Fees: Do You Charge What You Should?
In my previous article, “Are You Really A Consultant?” I proposed that a consultant is someone who gets paid for providing advice. I assume that if one is getting paid, one is a professional; in other words, seeking to make … (READ MORE…)
Are You Really a Consultant?
When I used an example of a hairdressing product representative giving expert advice in a previous article on this site, one reader commented ‘are we all consultants now?’ The term ‘consultant’ is very loosely defined and its meaning has become … (READ MORE…)
Asking For the Order in Sales
Way too many salespeople lose orders they should have won. They talk too much, don’t listen enough, pitch too soon and use manipulative closes. Dear old Zig, dear old Tom; you guys made rods for our backs when you taught … (READ MORE…)
The Sales Visit
I’m assuming here that you’re visiting someone who fits your prospect criteria; they have the problem you solve and are open to considering a solution to it. You’ve exchanged pleasantries and have hopefully established some common ground; sports team, kids, … (READ MORE…)
Making Cold Phone Calls for Consultants
While you may not relish the idea of making hundreds of cold calls, by following this process you will in effect be testing your advertising or direct mail headline. By now you have identified what problem you solve; who has … (READ MORE…)
How Do I Attract Their Attention?
A really basic introduction to copywriting. In my previous article, I said that when you identify the problem you solve and who you solve it for, attracting the customer becomes easy. All you need to do is ask them if … (READ MORE…)
Who Can I Sell This To?
Now that we’ve identified that you shouldn’t pitch to anyone and everyone (see: Consulting Sales a Numbers Game?), we need to address who we should be presenting to. I ask this question of my clients and I recommend you ask … (READ MORE…)
Is Selling A Numbers Game?
Despite the numbers of articles, books and training programs that would tell you otherwise, there are still people who believe that selling is a numbers game. See more people, tell your story, pitch your product more often and you’re bound … (READ MORE…)
