You're struggling to get your consulting business off the ground. What can you do to get more clients?

As a mid-career consultant who is interested in exploring full-time entrepreneurial consulting business, it becomes necessary for me to identify a niche. As consultants, we use our expertise in specific industries to solve complex business problems. No man can really be an expert in every field, which makes it difficult for an individual to be an exceptional generalist-consultant. This is why as we advance from high school to PhD level, every individual begins to build capability in a specific area, that they later become a master in. Defining a niche helps me as an aspiring entrepreneurial consultant to deliver exceptional value and build customer loyalty while staying cost-effective.

Crie uma presença online; Identifique seu nicho; Networking; Parcerias estratégicas; Participe de palestras e workshops; Mantenha o foco na qualidade.

To boost my consulting business, I'd focus on networking, showcasing expertise through content, offering free consultations, leveraging social media, seeking client referrals, and joining relevant industry groups or forums to increase visibility and credibility.

One needs to build new network in order to sustain the existing! I can remember countless times, where I've connected people for they could offer what the other was looking. Network should never be about what you can get from them, but more about how you can help them grow and trust me, this is only going to increase your credibility and referrals. I've been part of certain groups like BNI and YPO which foucs on growing together. Whenever I have free time, I spend that on reading artciles and connecting with people on LinkedIn or some other platform. I've got a good amount of insights and different perspective from other consultants posting their views, and I make sure to reach out to them for further discussions!

Building a robust network is pivotal for expanding client base. It's not just about making new connections; it's about nurturing existing ones for referrals. Engage both online and offline, participate in communities, events, and share valuable insights. Networking isn't just about clients; it's a pathway to learning, mentorship, and collaboration.

Crafting a comprehensive portfolio is indispensable for exhibiting expertise and achievements. It encompasses case studies, testimonials, samples, awards, and certifications, spotlighting skills and success stories. Portfolios, showcased on websites, social media, or platforms like LinkedIn, serve as compelling tools to entice potential clients and validate proficiency.

In my experience, this is what people get wrong most of the times. People tend to get too pushy and start to "force the sale" on leads, rather than engaging in consultative selling which opens more doors than you can imagine. You will manage to get leads, but if you're not converting them - something needs to change. Start to look at your leads as people with problems you need to solve and not as people who want exactly what you offer. Sometimes, you might even end up tweaking your offering. But once you're seen as a problem solving consultant, you are sure to get referrals and will see organic growth.

Achieving growth in consulting demands strategic steps: defining a niche, nurturing networks, crafting a compelling portfolio, deploying effective marketing, and refining sales tactics. Consistency in applying these tips is key to unlocking potential and realizing business objectives.