If you’re a high-achiever SURELY, you’ve considered starting your own consulting business by now (if you haven’t already.) There is no shortage of advice and mentors that can help you learn how to market and sell yourself. But the reality is…
…Growing a consulting business is unlike any other business!
To achieve sustainable success, you have to think broader than just finding clients.
You needs to implement a system that will can empower you to predictably and consistently:
Positive self-talk or shameless self-promotion won't transform your mindset and your fears about not having what it takes. It's having a system that you can rely on that will give you the confidence to pursue big dreams and goals for your consulting success.
In this article, you’ll find the 5 Stages to Design the Ideal (and Most Profitable) Consulting Business which shows you exactly how to set up your consulting business right…the first time.
The critical success factor of this phase: COMMITMENT to your own success.
There are lots of reasons you might want to be a consultant. You might be drawn to:
While all of these consulting motivations are important, none are as important as your burning desire to become a CONSULTING BUSINESS OWNER because that is what you are leaping into. The number one difference between my mentees who have massive success and those who constantly struggle (or give up) is their commitment to doing whatever it takes to make this business work regardless of setbacks and challenges.
To get this type of inner commitment to your success, you need to:
The critical success factor of this phase: CLARITY on who is your ideal client and the value you create for them.
The key to your success is define first who you serve, then what you do. You want to build your business on who you serve from two perspectives:
Rushing through your brand building is a huge mistake. If you do, you'll find yourself taking any client (even if they are not a fit) and wind up feeling like you're hustling for the next one. Therefore, take the time to fully answer these foundational questions:
The critical success factor of this phase: Building a CREDIBLE web presence that positions you to CONVERT leads into viable prospects.
You do not want to under-estimate the importance of a world-class web presence. I get money may be tight when you are starting out but that old adage is true: you have to spend money to make money. With a low-quality brochure website, you appear to your future clients as the “bargain” option. All your efforts at networking events, speeches and getting referrals are lost when that future client winds up on your site and is not impressed and doesn’t take that next step to reach out for additional information.
Tactically, in this phase of your consulting business you need to:
The critical success factor of this phase: Implement a CONTENT marketing system that enables you to CONSISTENTLY fill your pipeline with viable and qualified prospects.
A content marketing funnel is how you leverage your knowledge and intellectual property in the form of speeches, blog posts, articles, videos, podcasts, social media posts, etc. to connect with your future clients.
The goal isn't just to have content. It's how to align your content to:
In this phase of the work, you don't pick a handful of marketing tactics. Instead you need to:
The critical success factor of this phase: Landing high-paying clients and delivering exceptional results.
Your ability to land larger consulting contracts is determining by one thing – your ability to position yourself as a strategic partner that is essential to helping your client’s bridge their most critical business performance gaps.
Your goal in your sales process is to be concerned about issues far greater than simply getting a signature on the dotted line. Your goal is to be able to pivot the initial contracting conversations from wants to needs and to be empowered to deliver a wide variety of consulting solutions that will add tremendous client value and create for them a powerful return.
This is the secret to increasing your per contract fees, number of contracts per clients AND your ability to guarantee client results.
Specifically you will have to master the following skills:
Bottom-line: Set up your business to be an enabler of your total life goals AND be 100% committed to those intentions. To make your business a success, you have to ALL IN. With that type of commitment, along with really good process outlined in this article, you can have that rock-solid confidence that you can and will be a highly successful consulting business owner.
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