The Consulting Success

Mindset
Building Relationships, Exchanging Value &
Narrowing Your Scope to Drive Business
with Michael Zipursky
Breaking into Consulting Isn’t Easy...

But it is possible….Starting a consulting business is something many

aspire to do, but few do well.

Common Challenges:

Identifying Your Core Creating Your Pricing

Finding Clients
Offerings Structure

But you can overcome these challenges and run a successful

consulting business—if you have the right mindset.

March 2019 The Consulting Success Mindset with Michael Zipursky | Flywheel Associates 3
#StrategicMomentum
What’s Holding People Back?

1. Mindset
2. Ambiguity
3. Fear
4. Prioritizing Tactics &
Tech

March 2019 The Consulting Success Mindset with Michael Zipursky | Flywheel Associates 4
1. Mindset

• People often lack confidence,

so they think small, or spend
too much time on little things
because they’re too
apprehensive to go out and
talk to people.

• They know what actions to

take but don’t take them and
let excuses get in the way.

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2. Ambiguity

• Beginning consultants don’t

usually focus on one core
audience or service -- and
therefore, try to offer too broad a
range of services to too many
people, and then they plateau.
• Without a target audience, they
can’t create offers and messages
that resonate.

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3. Fear and Lack of Focus

• People often cast a wide net when

trying to find clients because
they’re afraid of missing out on an
opportunity. But that makes you a
small fish in a big pond.
• People also fear the unknown, so
they end up doing the same things
they’ve always done without
risk-taking.

March 2019 The Consulting Success Mindset with Michael Zipursky | Flywheel Associates 8
4. Prioritizing Tactics and Tech

• Some consultants may try to get

ahead by investing in new
technologies and trying out every
new tactic that’s being used to
capture attention.
• But if you’re not using these to
get the right message to the right
people at the right time, then its a
waste.

March 2019 The Consulting Success Mindset with Michael Zipursky | Flywheel Associates 9
How do You Develop the Consulting
Success Mindset?
#StrategicMomentum
Overcome Fear to Find Clients

• Don’t be afraid to talk to people:

If someone needs help and you have what they’re looking for, at
least have a conversation. They can then decide whether to
engage with you or not.
• Reframe your approach prospecting - helping vs. hunting:
Look at it through the lens of how it would be a disservice to not
reach out to them because, then, they'd still have to deal with the
problem they have.

March 2019 The Consulting Success Mindset with Michael Zipursky | Flywheel Associates 12
Prioritize Your Who, What, and Why
• Using lots of tactics and tools
won’t lead to your success.
• Identify then prioritize your core
audiences, services, and business
goals.
• Getting clarity on your ideal client
enables you to create messaging
that will resonates with them.
• When you get in front of them,
you can then have a conversation
with the right offers to present.

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#StrategicMomentum
Don’t Depend on Ads to Reach People
• You don't need to spend a ton on
advertising right away. There is no
need for thousands of leads and
hundreds of clients when you’re
getting started.
• If you develop a niche, there will
be a simple approach to attract
more of those ideal clients. And
you don't need to create these
complex funnels and systems all
the time to make that work.

March 2019 The Consulting Success Mindset with Michael Zipursky | Flywheel Associates 13
#StrategicMomentum
Develop Relationships

Relationships are everything in

consulting -- not transactions.
• Focus on how you can serve,
collaborate, help, and look for
ways to solve people's problems.
• Listen to what people really want
and need, so you can make a
significant impact, create more
value, and grow your business as
a result.

March 2019 The Consulting Success Mindset with Michael Zipursky | Flywheel Associates 16
Know How to Price Yourself
• Build a relationship based on the
value exchange and rationalize
your sale as value, and your fee as
an investment.
– Take the approach of charging a
percent of the value you bring instead
of an hourly rate.
• Ex. if you bring $250,000 in sales for
the client, charge $25,000 as your
10% investment, even if your rate is
$150/hr and you only worked 100
hours.

March 2019 The Consulting Success Mindset with Michael Zipursky | Flywheel Associates 18
#StrategicMomentum
 About Michael Zipursky
Michael Zipursky is an author,
entrepreneur, and the CEO of
ConsultingSuccess.com. He’s written 5
books on consulting and marketing,
including his most recent best-seller, The
Elite Consulting Mind. His work has helped
300+ consultants from around the world in
over 50 industries add six and seven
figures to their annual revenues.

Resources:
● Connect with Michael via his Website
● Download the Consulting Success
Blueprint

Tune in to STRATEGIC MOMENTUM PODCAST to hear from more guests like Michael Zipursky!
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