One of the biggest questions that keeps both new and seasoned consultants up at night is, "How do I get consulting clients?" The question that I wished that asked instead is "How do I predictably get consulting clients so I never had to ask this question EVER again?"
Forget one-off marketing tactics that give you hit or miss results. Instead building a marketing system that puts your client attraction on autopilot.
If you want a steady stream of right-fit consulting clients who are excited to work with you and are more than willing to pay you what you're worth, you can't rely fully on those tactics that require you to go out and FIND clients.
You also can't rely on finding referrals who will introduce you to that perfect client who will magically want to hire you as an advisor and pay you a good sum of money for that advice.
Instead you need a system that ATTRACTS high-paying executive clients to you. You need to shape your future client's thinking long before they meet you of the value that you bring to the table and that you are indeed an expert, not merely an "extra pair of hands."
To achieve type of CLIENT ATTRACTION, you need a system that includes the following parts:
Here's what each part of the marketing system contributes to the success of the whole:
There are two massive benefits for shifting your marketing focus from finding clients to ATTRACTING clients through building your marketing system. The first is that this approach ensures that you avoid wasting time and money on false starts and generic tactics that lead to hit or miss results:
And more importantly if you want the credibility and revenue gains that comes from being positioned in the market as a sought-after expert and thought leader, this is the only way to achieve this goal.
Follow these tips and best practices and you'll get your system working to get you consulting clients with ease and integrity.
To ensure your system works and scales:
One of the most agonizing and troubling questions that both new and seasoned consultants ask is "How do I get consulting clients?" The best way of answering this question is to design a strategy to ensure you never have to ask that question again by setting up a system that gets consulting clients for you. And that system isn't networking to find more successful consultants or generous nexus people to act as your unpaid sales force. It's setting up your business in such a way that you are consistently attracting your ideal clients to you and influencing them at every touchpoint that you are the consultant who deeply cares about them and creating relevant solutions that will create the transformation THEY are looking for.
Self-limiting beliefs about marketing and imposter syndrome is what most often stands in the way of consistent client attraction.
Here's the thing - if you were consulting to a company that struggled with not getting enough clients and through your assessment you identified that they avoided marketing and sales like the plague, you'd have some tough love for them. You'd tell them clearly that it's not their customer's job to find them but for them to find their customers and if they want to have a successful business, they got to get smart and strategic about marketing.
This principle holds true for you. You left corporate and started your own business. And as a business owner, you have to achieve mastery around all aspects of your business - including marketing and sales. You can't wish your way around it.
I got lots of ways to help you right now to quickly overcome your marketing mindset and strategy challenges:
1. Read my article on the 4 Reasons Why Consultants Hate Marketing. Your struggle is real and we all have it. Read why.
2. Read my article on How to Overcome Imposter Syndrome. We all struggle with it. You can overcome it. I promise.
3. Join my list using the link at the bottom of this post and get consulting quick wins and training right to your inbox. One of the reasons why you don't know how to get consulting clients is that this is all new to you. It's a brand new skill that you haven't been trained in. So equip yourself with proven frameworks and actual work samples that will show you what to do.
4. Sign up for my latest free training that will show you how to make sure you're not accidentally recreating your career and salary that causes you to live from invoice to invoice and are actually building a sustainable profitable business that you and your future clients will love.
Learn the exact strategies you need to achieve your full consulting potential including:
Remember, your success isn’t a matter of luck or chance. It’s the consequence of smart strategy and action. Learn and apply the concrete strategies that will propel you to success, significance and total life happiness.
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