The #1 missed opportunity in consulting marketing? Starting real conversations. Most firms put out content and hope clients will magically reach out. But here’s the problem: 🚫 Creating awareness alone doesn't result in leads. 🚫 Demonstrating credibility alone won’t get you the RFP. If you’re serious about winning clients, you need to be actively starting conversations. Because conversations lead to clients. Try these approaches to help you open doors without feeling “salesy”: 🎙️ Host webinars or panels - with the industry leaders that you want to work with. 🎧 Record podcast interviews - featuring execs and industry experts to elevate your profile and connect you with the key decision makers in your space. 🤝 Create roundtables - run small, in-depth sessions to bring together the best in your niche. These aren’t passive activities. They're not post and pray. These are targeted and deliberate marketing tactics that let you build relationships and open doors. Picture this: recording a one hour podcast with a potential client, exchanging insights, ideas and challenges. Just think how much you would learn about them in that hour. More than any 'coffee chat' you could ever have. That hour could open the door to MILLIONs in work for your firm. That’s the difference between marketing that “looks good” and marketing that drives real results. Focus on starting authentic conversations - not just building a presence. That’s how you create trust, provide value, and start conversations. Don’t sit back waiting for clients. Go out there and make the first move. #marketing #podcast #conversation
Great perspective Nick, I’ve heard you talk about this before on podcasts and found myself agreeing. For years I’ve labelled these ‘marketing conversations’ as distinct from ‘sales conversations’. They’re different and often the missing link. Without them consultants seem to get in front of prospects and jump into sales-mode, which blows their position as thought leaders, objective and expert advisors. Sure there’s sometimes an opportunity to pivot into consultative sales mode during these marketing conversation, but that’s not the point of them is it? And any pivot best done with permission and a strong focus on issues raised, not a services pitch 🤮.
For advice on consulting marketing listen to Nick Synnott, you can’t go wrong with that.
I help leaders of boutique consulting firms build and scale their marketing engines to deliver ROI 🧱📈
3moLike the sound of this and want to know how to start applying this thinking to your marketing? Join me tomorrow where I'll be sharing the reasons your consultancy's marketing isn't working and how you can fix it. https://us06web.zoom.us/webinar/register/9417292593360/WN_TflJw3_gSO2VRrBTMQ3_yg