Act Now to Grow Your Agency, With Michael Zipursky

September 26, 2020

Put your lifestyle at the top to build a consultancy you love

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Sales Tips you’ll learn today on The Sales Podcast…

  • Interviewed six experts

  • Productized consulting model

  • Not a high degree of customization

  • Become an expert

  • Step away from the product delivery

  • Complexity doesn’t scale

  • Don’t place your business at the top

  • Put your lifestyle at the top

  • Live the life you want

You’re a commodity if you charge by the hour.”

  • Consulting is growing now

  • Companies realize they don’t have to all be under one roof

  • Find the expert, bring them in, benefit quickly, and grow

  • COVID-19 exposed the problems companies had

  • Multi-media, multi-step is still vital

  • Move away from automation and personalize

  • Have a genuine interest in your prospects

  • Send an audio message on LinkedIn

  • Send video messages with tools like BombBomb

  • Sell value by understanding the needs of your prospects

  • You’re a commodity if you charge by the hour

  • Diversification of your client base is key

  • Get referrals to start

  • Create IP to prove your expertise

  • Add in direct outreach

  • Get clear on your personas and USP

  • Continue your marketing and follow-up

  • Make your former employer your first customer

  • You need to commit to being a business owner

  • Get out of your comfort zone

  • Do your own marketing in the beginning to learn it

  • Get that feedback

  • When to have a simple vs. a complex agreement

  • Lay out what you do and what you don’t do

  • How to prevent scope creep!

  • Address issues right away

  • Be seen as a peer

  • It’s not an ego thing

  • It’s not a finger-pointing issue

  • It’s a service approach

  • How to get contract renewals

  • Three parts to a review: Past, Present, Future