Momentum (Consulting Success) – Michael Zipursky

As of this writing, 6,037 consultants in over 100 countries have studied my methods. More are added every day. And I’ve received email after email about how they have…

Momentum (Consulting Success) by Michael Zipursky,
Salepage link: At HERE. Archive:

This is your opportunity to learn from someone who has achieved EXACTLY what YOU want to achieve and helped hundreds of others LIKE YOU achieve it as well

As of this writing, 6,037 consultants in over 100 countries have studied my methods. More are added every day. And I’ve received email after email about how they have…

• Successfully transitioned from employee to independent consultant
• Gone from zero to well over six figures in annual revenues
• Gained confidence about who their ideal clients are and how to effectively and efficiently target them
• Know how to structure their day to be extremely productive, getting more of the RIGHT stuff done each day
• Increased their consulting fees by 40% to 300%

I’ve helped hundreds add six and seven figures to their annual revenues.

Whether you desire to earn a solid six-figures a year as an independent consultant, or if you prefer to build a consulting firm with staff, Momentum is the only proven plan I know of to help you achieve that.

There’s a lot to digest there, but here is what I feel is the bottom line for consultants like you (and me)…

If you keep doing things the old way, you’re going to get swept away by the forces of disruption. If you cling to old, inefficient ways of finding new clients…you’ll get swept away. If you continue to work with less-than-ideal clients…you’ll get swept away.

If you continue to use old methods of proposing to and closing new clients…you’ll get swept away. If you do not install efficient, repeatable, consistent marketing systems…you’ll get swept away.

Finally, most of the studies I’ve read say two things about the consulting industry…

1. There are more consultants than ever 2. Clients are demanding results-based fees

Which means you’ll have more competition for clients… and those clients will be more demanding.

So, it’s more important than ever to have SYSTEMS in place to attract IDEAL clients who will pay you handsomely.

If you’re a “commodity consultant” you’re doomed. You must stand out. You must be seen as a leader. You must convince prospects that you alone can deliver the results they want.

Fail to do that and all you’ll get is, “Thanks, we’ll get back to you.” And weeks of silence like Martin. Don’t be like Martin.

Here’s How Momentum

Here’s How Momentum Will Forever Transform Your Consulting Story

LESSON 1:

The Truth about Being a Consultant

Why Become a Consultant?

• What it truly takes to be a successful consultant and how to unlock and realize your full potential…it’s NOT expertise!
• How to enjoy what you REALLY want from a consulting career: freedom and flexibility. And why most consultants never get it and end up settling for just another JOB.
• How to “fire” bad clients…before you ever hire them…and the secret to attracting your ideal clients.
• How to structure your business to insure it supports your lifestyle…not just your client’s needs. This will determine your income earning potential!

Your Challenges & Mindset As An Entrepreneurial Consultant

• How to defeat the crushing loneliness of consulting…don’t underestimate its power!
• How to stay motivated…when it’s only YOU doing the motivating.
• The “passion” factor…how to focus it to drive your success.
• Questions every consultant must ask themselves to know if they’re “cut out” for this business

Day in The Life of a Consultant

• Why the “perfect” schedule does not exist…how to schedule to get the most out of YOUR day.
• Hard lessons learned about scheduling…avoid my mistakes
• How much time will it take you to achieve your goals? If you don’t learn my tough scheduling lessons, a lot longer than you thought!

LESSON 2:

Setting The Foundations For Your Consulting Business

Accounting, Legal, Equipment, Office

• The “boring” stuff that can make or break your business
• Should you incorporate? The benefits of incorporating.
• Why you need to hire an accountant NOW
• Why you should invest in hiring a lawyer
• How to know what kind of office will boost your productivity
• Bank account rules and no-nos.
• Pros and cons of working “on site”

LESSON 3:

Specialization Secrets

The theory behind specialization

• Why you need to get clear on your ideal client…this might be the most important thing you’ll learn in Momentum
• Why being a “generalist” is a death sentence for your business.
• How “niche-ing down” and getting smaller will snag you MORE engagements
• How should YOU specialize? Get the question to help you find out

Magnetic messaging with specialization

• The real purpose of your messaging…most consultants do NOT get this
• The most important question you can ask “Who is my ideal client?” and how to answer it
• How do you REALLY help your clients? You’d be surprised how many clients don’t really know this
• Why should a client choose you? It’s not about your processes or expertise…it’s about THIS

Putting Your Specialization Into Action

• How to market yourself so your ideal clients can find you
• How to stand out with “impact marketing”
• How to make it brain-dead easy for clients to reach you
• Why you need to be an expert in marketing…and how to do it without feeling sales-y

LESSON 4:

Branding and Your Business

The importance of the visual component of your business.

• How to know if you have the right messaging in your marketing materials.
• My favorite resources to help build your brand
• The power of simplicity and why most consultants overcomplicate their marketing message
• How I grew my consulting business with simple tools…and how you can do the same
• The biggest marketing wastes of money…and how to avoid them
• How to get powerful, compelling testimonials…and how to use them in your marketing materials to close more clients

Creating a Lead-Generating LinkedIn Brand

• Why you should make your LinkedIn profile a priority…and how most consultants do it wrong
• How to make sure your LinkedIn profile is “parallel” with your other marketing resources
• Example of a good LinkedIn profile…and what not to do

Applying Your Brand In Your Marketing Materials

• How to design your website to grow your business…not just an online brochure
• 3 real live websites…what they do well and what they don’t
• What to put on your home page…and what to cut
• How to position your services to make visitors ask “how do they do that?”
• The most powerful form of proof…this MUST be on your website
• How to display your contact info…so visitors will actually contact you
• Dos and donts for brochures, case studies, and business cards.
• What to outsource and what to do yourself.

LESSON 5:

Strategies for Consulting Fees and Pricing

Setting Your Pricing Foundation With Your Baseline Fee

• Why you must set THIS number first…no, it’s not your hourly rate!
• Why you should NOT charge by the hour…why it’s a tragic, income-limiting mistake
• Better ways to estimate your time…and make more money per hour, per week and per year

The Most Popular Consulting Pricing Model

• How to use project fees to double your income
• The project fee formula I recommend to all my clients
• How to “pad” your fee so you AND YOUR CLIENT are happier in the end

Building Predictable, Recurring Revenue Into Your Consulting Business

• How to use retainers to make more money faster
• How to get your clients to pay more for “access”…and how to position yourself to get them to pay more
• How a retainer alters your relationship with your client…in your favor
• The dangers of “retainer complacency” and how to avoid them

Multiplying Your Profit With Value-Based Fees

• How a higher fee is good for you…and the client
• Why value-based fees are a powerful way to drive up your revenue
• The ROI formula for determining your fee…and making more from each client
• How to figure “tangible” and “intangible” value …and use them to raise your prices
• Dangers of “ROI pricing” and how to avoid them

How Consultants Can Exponentially Grow Their Profit With Performance Deals

• How equity performance deals work…and how to know whether they will work for you
• The risks of equity performance deals and how to minimize them
• Checklist for insuring a successful performance deal

Winning New Business With Discovery Offers

• How discovery offers can raise your revenue fast
• How discovery offers speed up the sales process
• How discovery offers lead to (higher paying) full engagements.
• How to price your discovery offer for maximum revenue

Raising Your Fees With Confidence

• How to raise your fee with new clients and avoid “pushback”
• How to know…”Is raising my fee is worth it?”
• How to “sell” higher fees to your client without being sales-y.

Should You Ever Lower Your Fees To Get Clients?

• How charging less can erode your reputation…and how to know “is it worth it?”
• How lower fees can damage your marketing efforts
• How and when to use discounts effectively
• How to test your fees…and why most consultants never do!

LESSON 6:

Effective Contracts and Proposals

Mastering The Consulting Proposal

• How to write a proposal that gets them to call you back…and why most proposals fail miserably
• Why the project overview is the most important…and most ignored part of a proposal
• How to write a result-oriented proposal and why it’s so important
• How to use ROI so your client thinks “investment” not “expense”
• How to layout expectations to avoid scope creep and other nightmares
• How to guarantee your work so that the client says “yes”…And you don’t get screwed

LESSON 7:

Client Development for Consultants

Leveraging Your Network For Growth

• Why traditional networking is a waste of time…and how to do it right
• How to find building-business networking events and what to do when you get there

How to use sales managers to find your ideal client on LinkedIn.

• The wrong and right way to connect with your ideal client on LinkedIn.
• How to “add value” in every message to your ideal client.
• How to “nurture” your prospects until they become check-writing clients.
• How to leverage your first degree connections to find new clients and gain business.

Developing New Business with Existing Clients

• How to leverage your results to attract new clients
• What measurements you MUST track to build your magnet messaging
• How adding “continuous value” helps you gain more clients.
• How to get “new business” out of existing clients…and why you should start there
• Questions to ask to get more business from existing clients so they write bigger checks

LESSON 8:

Marketing Your Consulting Services

Marketing Mindset of Elite Consultants

• How to develop the marketing mindset of the most successful consultants.
• Become great at marketing even if you don’t consider yourself a marketer – whether you’re an introvert or extrovert.
• The most important thing to have in place BEFORE you start marketing – this makes all the difference.
• Discover the BEST marketing tactic and approach for YOUR specific business.
• The power of consistency and how it will increase your sales 50%, 100%, even 400% and more.

Your Lead Generation Foundation

• How to create a identify and find your ideal clients with precision so you can target them.
• Step by step approach to start conversations with your ideal clients – without feeling salesy or promotional.
• The specific touch points and follow up schedule to use to maximize your response and have more conversations with ideal clients.

LinkedIn Marketing for Consultants

• Most people use LinkedIn all wrong. You’ll learn how to use this platform to start connecting with and having conversations with your ideal clients – not in months or years, but within days!
• Proven high response generating scripts to have your dream clients accept your connection request right away and want to speak with you.
• Tools to make your prospecting on LinkedIn more efficient and effective to turbocharge your results.

Get More Clients with Speaking

• Discover how top consultants use speaking to grow their business.
• Receive template sand scripts to land speaking engagements.
• Use the presentation best practices template to deliver valuable and compelling presentations.
• How to deliver a talk and generate 10, 20 even 50 leads at one time.
• Specific steps to leverage speaking so that your clients and the industry see you as a top authority.
• How to find the best speaking events, regardless of your industry or your location.

The Secret to Using Email to Win Clients

• How to find the contact information of your ideal clients.
• Step by step how to develop a sequence of messages that get your clients to respond.
• How to structure your emails so that buyers are happy to read them and look forward to hearing from you.
• A strategic hook to your emails that will position you as the trusted source and instantly create a strong relationship with your ideal clients.
• The secrets to building a valuable email list that helps you to grow your business for many years to come.

And Much, Much More

• How to write and promote thought leadership content to attract high-value high-paying clients.
• The truth about advertising for consultants – most of the information online is false – and how to actually make it work as a consultant.
• When to use social media and when to ignore it completely – specific lessons for consultants.
• The most important investment in your marketing and business and how to get the best ROI.
• Plus over 50 proven scripts, templates and more!

LESSON 9:

Getting Found Online, The Power of SEO

Developing Online Authority & Ranking Your Consulting Website

• The right way to do SEO and why most consultant do it wrong
• How to know what to write about to attract ideal clients
• Why many consultants give up on marketing…and how to avoid their ugly fate
• How to write lead-generating pieces for OTHER websites…and how to find the right ones
• The “interview” strategy for boosting SEO…and landing new clients

LESSON 10:

Managing Clients & Relationships

• How to pluck the “low hanging fruit” and harvest prosperous client relationships
• Respect, response and delivery…how to impress your client
• The best way to stop scope creep (without making things awkward)
• How to fire clients (the right way)…this is KEY to reduce stress
• How to craft an unforgettable client experience so that most of your clients become long-term loyal clients

LESSON 11:

Consulting Systems for Growth

• The next level: How to scale your consulting business fast.
• The most important activities to focus on when you’re ready to scale and what you MUST avoid.
• How to delegate and build a team (whether you want one or two support staff, of if you want to have a firm with 10-20 people or more.
• The real benefits of outsourcing and contracting and how to do it properly – it will save you a lot of time and money done this way.
• Discover the high-performance approach successful consultants use to create systems and processes to grow their business.
• The best tools, apps and technologies you can use to grow your consulting business.
• And much, much more!

Every lesson comes with Action Steps, a Quiz to test your comprehension, and resources like checklists, spreadsheets, guides, templates and links to powerful resources.