Why Some Consultants Struggle to Get Clients While Others Succeed


He got me thinking.

I was out for a morning walk. The sun warming the cold street and keeping the wind at bay.

It doesn’t matter what situation or country you’re in, or what industry you serve. Figure out what you need to do to reach the level of success you want and take action on it.

He was sitting on the ground about 10 meters in front of me.

His hat lay on the ground about a half meter in front of him. It contained a few coins. Just enough to look like someone had contributed them but I could tell he’d put them in himself to encourage others to give him money.

His position was relaxed. He didn’t try to get my attention. It seemed as though he’d already decided how successful his day would be.

A few blocks down the same street another man stood playing his harmonica.

He was about the same age as the first. He hadn’t shaved in a while and his clothes were stained with dirt – likely from calling the park bench or alleyway door his home.

At first glance both these men shared similarities.

But not everything was the same…

The second man played his music. He wasn’t good at it, but it looked like he was doing his best to enjoy it. He engaged eyes with everyone that passed and gave them a smile.

The other difference was that the second man’s hat had a lot more money in it. A few bills and at least $25 worth of coins.  Continue Reading

How to Use Twitter to Get More Consulting Clients


Social media can be a complete waste of your time.

Simple conversations can and do often lead to more serious discussions that turn into business.

It can also be a great way to build your business and land consulting clients.

Obviously if you spend your time on Twitter, or any other social network for that matter, engaged in meaningless time consuming banter the result will be meaningless.

On the other hand, if you take a strategic approach to your social media, it can directly lead to more clients.

Today I’m going to share with you a simple, yet powerful strategy on how to use Twitter to land more consulting clients.

Here’s how it works:

1. Make a list of your ideal clients and who your buyer will be. Aim to find out the name of the person at the company. The more detailed and specific you can be here the better.

2. Spend 20-30 minutes searching for each of these buyers on Twitter. You may be able to find them through Twitter’s search directly. Or you can hop onto Google and search for them there. For example, let’s say I wanted to connect with Maria Pergolino, the VP Marketing at Apttus (formerly Marketo). I would simply do a search for “Maria Pergolino Twitter” and this is the result: Continue Reading

How to Find More Consulting Clients


Do you want to expand your client base and attract more of your ideal consulting clients?

Once you’ve put this list together you’ll have a set of criteria that gives you greater clarity into who your ideal clients really are and how to get your message in front of them.

One great option to accomplish this is to get a clearer picture of who your ideal clients are.

There are several ways to do this:

Buyer Persona and Client Avatar: Often called a Buyer Persona or Client Avatar, in this exercise you want answer specific questions that include:

  • Demographic information – location, age, income, gender, etc of your ideal client
  • Title – is your ideal buyer a VP, Director, CEO, Manager?
  • Average day – what does their average day look like?
  • Buying authority – do they have authority to hire and write you the check?

Information Sources: Where does your ideal buyer go to get informed? Do they visit specific websites, blogs, read trade publications or magazines? Do they attend specific events? Continue Reading

Future Planning Can Do More Harm Than Good


Thinking too much about the future and not enough about the present reduces your chances of success.

I was sitting on my mat at the yoga studio stretched forward over my knees holding a deep pose.

If you don’t focus enough on the NOW and take the actions your business needs to take NOW, you’ll get to that place you’ve been thinking about in the future.

My teacher often shares ideas and thoughts on life throughout the class. One of them really caught my attention last night and I wanted to share it with you.

She said, “We focus too much on the future, and not enough on the present. We worry too much about things that haven’t happened yet, and don’t spend enough time thinking about and being in the moment we are in.”

I do my best to block out thoughts about business when I’m at my yoga class. Though I admit, it’s hard for me. I’ve been running businesses and consulting for over 14 years. I’m always thinking about business in one form or another.

This time was no different.

My teacher’s words made complete sense from a personal perspective and business perspective.

Too many consultants and business owners spending time creating elaborate plans for their business.

They day dream about how grand things will be in the future.

They put off doing things they might enjoy now until later, because ‘later’ will be a better time. Continue Reading

Unprofessional Professional: Part 2


I shared some thoughts on what makes an Unprofessional Professional in Part 1. I’ve since seen and thought about other qualities that make a professional, well, unprofessional.

Here’s one: Running away from something when it’s hard or when you’re scared.

The unprofessional let’s things slide and does their best to hide when the situation gets uncomfortable for them.

A prospective client asks you a question, you give them an answer. It turns out to be incorrect. Do you just leave it and hope that it goes away. Or do you let them know that you were mistaken, expose your error and offer them the correct response?

If you’re discussing making a deal with someone, you agree that they should call you back a specific time and then have second thoughts, what do you do? Do you let the phone ring when they try to call you and not answer it? Do you ignore their emails and tell yourself you’ll pretend that you never saw them? Or do you pick up the phone, because you agreed that you would at that specific time and tell them that you’re having second thoughts and explain why?

Both of these examples may seem inconsequential.

“It’s just a small mistake” you say.

“It won’t hurt anyone”…”it’s just a phone call” you tell yourself.

Well, that’s the attitude of an Unprofessional Professional.

The problem is that every time you let something “small” slide it adds up. It gathers and then one day starts to creep up on you.

Because when you don’t follow through and do what you said you would, people talk. Continue Reading

What’s Holding You Back From Making Your Goals a Reality


We are now well into March. The short lived snow we had in the city has melted. The buzz of New Year’s resolutions has faded.

I’m not preaching from a high pedestal here my friend. I’ve been in your shoes. I used to believe that I could do everything myself. I’d try to ‘save’ money that way.

By this time you’ll know whether or not the goals you’ve set for this year are on track. So my friend, how are you doing? Are you well on your way to making your goals a reality?

If you are, congratulations. If you’re not, my friend, it’s time to get help…

Make This Year a Success

I want you to make this year a fantastic success for yourself. Let’s not fool ourselves. If you haven’t taken action on your plans yet, if you’re not significantly closer to reaching your goals by this time in the year, it’s unlikely, yes highly unlikely, that you’re going to get there by yourself.

If your goal was to eat better and lose some weight and it hasn’t started to happen, it’s time that you speak with a dietician or nutrition expert. Maybe team up with a friend and commit to each other to make it happen.

If going to gym is your goal and you’re just not making it happen. It’s time to hire a trainer and signup for a program to ensure you make that goal a reality.

If you decided that this year you’re going to land more clients and grow your business and income, and it hasn’t started to happen yet, it’s time you join my marketing for consultants program.

The Mistake We Make

As business owners and consultants, one of the biggest mistakes we can make is trying to do everything ourselves. We trick ourselves into believing that we don’t need help. And that’s dangerous.

Because not only do we waste time and money when we try to accomplish everything ourselves…the lack of results we often see crushes our confidence.

I’m not preaching from a high pedestal here my friend. I’ve been in your shoes. I used to believe that I could do everything myself. I’d try to ‘save’ money that way.

The problem was, it cost me a lot more. Continue Reading

The Laziest Complaint Ever?


It never ceases to amaze me how small minded some people are.

They spend their lives trying to find the negative in every situation instead of looking for the positive and appreciating it.

Are you the kind of person that always looks for ‘what’s wrong’ and the negative in every situation? Or are you always looking for the positive?

The other day I published an article sharing with you how to increase your consulting fees.

One lady writes me and says “Please remove…if you can’t spell this is not worth my time!”

By the way, she has the acronym “MCC” after her name. Does that stand for Master Chief Complainer?

Not only does she want to complain that I made a spelling or grammatical mistake somewhere in my article, she emails me to ‘remove her’.

Every email comes with an unsubscribe link. You’re free to go any time you want. All she had to do was click one link and “poof” she’d get no more emails from me.

Clearly she needs to be in control and wants to make sure that I know ‘I made a mistake’.

And I guess her time is so valuable that she decided to use it to tell me that.

I also received about 5 other emails from consultants thanking me for the tips I shared and several other comments on the article itself. All positive.

My question to you my friend is, which approach are you taking in your life?

Are you the kind of person that always looks for ‘what’s wrong’ and the negative in every situation? Or are you always looking for the positive?

When your head isn’t dragging you down, it’s amazing how many more opportunities you see. How much more you get done. And how much greater success you’ll see in your life and in your business.

What would you do in this situation?

How to Grow a Consulting Business By 400% and More


I clearly remember the decision I made to change the focus of one of my businesses.

That business was bringing in about $10,000/mo on a pretty consistent basis. I wanted to take it to the next level, and I knew things had to change.

I do however believe that if you change your mindset and start focusing on the right things in your business you can see significant results.

I invested (a lot of money) in some mentoring and coaching and made a strategic change in direction of that business. Last month that business brought in over $54,000 in one month. It will continue to generate $40,000 to $50,000 or so each month. Until we take the next steps to grow it further.

The increase came not only from the coaching and mentoring I invested in though. It also came from a change in my mindset.

Your mindset has a huge impact on your success.

No, I’m not getting all spiritual on you. I’m not preaching that if you tell yourself you’re going to make money it somehow magically starts coming to you. I don’t believe in that.

I do however believe that if you change your mindset and start focusing on the right things in your business you can see significant results.

On a recent call with one of the consultants (for confidentiality I’ll call him John) in my coaching program, we mapped out some strategic shifts for John to make. And now he’ll add an extra $120,000 to his income this year as a result. Maybe more.

Not only that, he won’t have to work anymore than before.

John started only 1 year ago. He went from making $3000 a month to $12,000 a month in less than 12 months. This year John expects to do over $200,000. My bet is that he’ll actually get closer to $275,000.

Of course John is good at what he does. He knows how to get his clients results. He also made the decision to believe in himself and invest in getting coaching and support to reach his goals quickly.

Not everyone will see results like these so fast. Though many of the consultants I work with are able to double, even triple their incomes.

If you want to achieve these types of results, I suggest you follow these steps:

  1. Figure out what change you need to make in your business to reach your financial and personal goals
  2. Decide who can guide you on the fastest way to reach those results (this can be a mentor, coach or friend – just make sure that whoever it is, they have the experience and track-record to really help you)
  3. Make the decision to invest in yourself and your business
  4. Put your plan into action and don’t waiver from it

If you want to start landing more clients, increasing your income and grow your consulting business, and if you believe you’d be a good fit for my coaching program for consultants, claim one of the 4 free strategy calls I’m offering this month.

Wishing you great success!

How to Grow Your Consulting Income While Doing Work You Love


Yesterday I was speaking with one of my coaching students in my marketing for consultants program and we found a way for her to dramatically increase her income.

What changes can you make in your business to land more clients, increase your income and take more time off?

She’s a successful consultant and not too long ago made the leap from working as an executive at a large organization to going out on her own.

I helped coach her through that transition. We then started working on setting up the right structures and foundation so she could attract more clients.

Great Results

She now has a lineup of clients and projects that will keep her busy for the next 12 to 18 months if not longer.

She’s happy with the results and I’m very pleased with the progress she’s made.

Back to my call with her yesterday…

“Things are going great” she told me. “The problem now is that it’s taking me too much time to carry out the work and projects.”

Digging Deeper

That makes sense. She’s still new to the consulting side of things. Yet I could sense there was more going on.

I asked her several more questions about her work and process. Continue Reading

Getting More Clients with Professional Service


The other day I was typing away on my laptop. Suddenly it shut off. Oh snap!

I was in Mexico about a month ago and remember seeing a warning on my laptop that my battery was dying a slow death.

I thought it was an error. Turned out it wasn’t.

What type of communication and service are you providing your clients with? Are you making it easy for them to contact you? Are you replying to emails and phone calls promptly?

So now my battery really is on life support. I can still use it when it’s plugged in. I tell my wife, I’m going to see how much it costs to get a new battery. If it’s not much I’ll get a new one. If the cost is high, I’ll just get a new laptop.

I go online and find a few local companies that sell the battery I need.

The first one has a great website. I find the battery I need right away. But there are too many choices. Different options and versions. I’m not sure which is the right one.

So I pick up the phone and call them. Now I’m pushing numbers trying to reach a real person. After a minute or so I’m told the department that is supposed to provide ‘service’ and ‘sales’ isn’t available. So I leave a message for them to call me back.

In the meantime, I find another company and give them a call. A sales guy picks up (at least that’s the department he’s in) and I tell him what I need. He says, “yes, we have that battery.” I ask him a few questions to make sure it’s really the right one. He doesn’t have answers to them. In fact, he sounds like he’s just woken up an couldn’t care less if I buy from him or not. His lack of enthusiasm and poor knowledge of his product leaves me hesitant to buy from him. Continue Reading