The Elite Consulting Mind: 16 Proven Mindsets to Attract More Clients, Increase Your Income, and Achieve Meaningful Success by Zipursky Michael

Author:Zipursky, Michael
Language: eng
Format: epub
Publisher: ConsultingSuccess.com
Published: 2017-10-30T00:00:00+00:00

CHOICES

Success is a series of choices that you make.

Richard Branson didn’t wake up on his sixth birthday and proclaim, “I’m going to be a billionaire someday,” and then carry on with his life like everyone else.

No, once a person opens up their mind to the idea of becoming ultra-successful, at whatever age that happens, they begin to make choices and take actions that move them in that direction. This means they do things others are not willing, prepared, or committed enough to do.

If your dream is to earn higher fees, start by learning how to make that happen, discover how you can shift away from charging by the hour or a daily rate. Move your focus to ROI and value.

Simply knowing how to make it happen isn’t enough, however, if you don’t actually do anything. In the case of higher fees, you won’t actually start earning them until you ask for them. All the research in the world can’t make up for a lack of action.

To get there, you must begin putting forward the higher number you want to earn, supporting the idea by providing and communicating greater value for your client. In 1987, Oprah Winfrey was earning $8 million a year for hosting her talk show. By 2010, this had increased to $316 million, the highest salary ever for a talk show host.3 How did she get to that point? Simple. As the value of the program increased, she began to ask for a higher and higher salary.

Recently, former president Barack Obama commanded a speaking fee of $400,000 from Cantor Fitzgerald. As a senator, he would have earned a fraction of that for the same kind of speech. Tom Cruise earns over $20 million per movie now, but when he starred in Risky Business back in 1983, he only made $75,000.4 In all of these examples, as the perceived value of what the individual had to offer increased, they began to ask for more.

I’ve worked with hundreds of consultants, and one of my favorite ways to support and teach them is by showing them how to increase their fees. James and Christine, two clients I worked with a few years ago, were consultants in the luxury goods industry. They both had amazing corporate backgrounds, and they’d produced truly impressive results for their clients.

When I met them, however, their fees were shockingly low. With all they’d done for their clients, they hadn’t really enjoyed the amount of success they deserved. I questioned them at length, trying to determine the reason for the low fees. As it turned out, they believed their fees should fall in line with what other consultants in their industry charged.

They didn’t believe it was fair to ask for more, and they didn’t think clients would pay more. It was a mix of wrong beliefs and comparing themselves to others that caused them to work a lot harder and get paid a lot less than they deserved.

Through our coaching sessions, I showed them the real value of what they had to offer and reminded them of the typical results they were producing for clients.

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