3 Steps to Marketing for Consultants


I love marketing books and have hundreds on my bookshelf (as you can see in the photo above). And I have hundreds more on my computer’s hard drive.

But most marketing books contain too much information.

If you’re spending all your time dabbling in different marketing tactics without giving these 3 steps the attention and care they deserve you’re leaving money on the table.

The author wants to give you lots of value and publishers require that books usually be a set minimum length.

But marketing books don’t need to be long.

For consultants the marketing process comes down to key 3 things:

1. Figure out your ideal clients’ Core Problem: What is the biggest problem they are having that they are actively looking for a solution to (or will be in the near future).

2. Get your ideal clients’ attention: Find the best place to reach your ideal clients. Educate them and offer them value. There are many ways to do this with free reports, webinars, articles, and workshops, etc.

3. Have a sales conversation: A percentage of the buyers that consume what you’ve offered them will want your help to solve their problem. This is where you get paid.

Of course there is much more to each one of these steps and that’s what I teach the consultants I coach, but you don’t need lengthy books to make your marketing work.

What you need is a clear mind and deep focus on each one of these 3 steps to execute them properly.

If you’re spending all your time dabbling in different marketing tactics without giving these 3 steps the attention and care they deserve you’re leaving money on the table.

Questions to consider:

  • Who is your ideal client?
  • What is the common problem your ideal clients face?
  • Does your solution speak directly to that problem?
  • Do you know how to reach your ideal clients?

If you want help working through this process get in touch here.

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  • phoze

    Great article…… To manage a biz well is to manage its future; to manage its future is to manage information…. Phoze your biz, phoze your world with phoze strategy…….

    • http://www.consulting-business.com/ Michael Zipursky


  • Ricardo

    Great advice and tips in this!

    • http://www.consulting-business.com/ Michael Zipursky

      Ricardo – appreciate the comment and happy that it’s helpful.

  • Duncan

    This is really helpful advice, Michael. Straight to the point and action oriented. Thanks for sharing. Duncan

    • http://www.consulting-business.com/ Michael Zipursky

      That’s what I was aiming for. Glad it helps Duncan.

  • Dirk Dieters

    Too often books take 200 pages to make 3 simple points. Just do it!

    • http://www.consulting-business.com/ Michael Zipursky

      Dirk – agreed. Some do a much better job than others. I always prefer, when reading a business related book, for it to keep things as brief as possible and to the point.

  • justin

    isnt it funny that simple is the easiest and direct way to help people? great stuff Mike!

    • http://www.consulting-business.com/ Michael Zipursky

      Thanks Justin!

  • http://www.pbcc.com/ PBCC

    Excellent points shared. Thanks alot for the tips!

    • http://www.consulting-business.com/ Michael Zipursky

      Glad they are helpful.

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