Today I’m answering two consulting questions I received as part of the “Ask Michael” series:
“Hi Michael. You’re advising someone starting out in consulting who has some expertise, but nobody knows it. What would be the three biggest impact actions they could take that would likely result in them attaining a first client and/or a steady stream of clients thereafter?”
Here are a few ideas for you:
1. Be clear on who your ideal client is
2. Figure out what their core problem is
3. Create a free material that addresses their core problem
4. Get that material in front of them
5. Use your existing network and let people know about the types of companies you can help and ask them if they know anyone that fits that criteria
You can find more information about this marketing process for consultants here.
Here’s another question I received…
“I am frustrated, I have the credentials, the training, and the knowledge to help individuals and organizations. But what I don’t have….the clients. I get in front of people who need change but are not willing to pay. They are great taking all the free advice I can give them, but don’t see the value to pay…..help.”
It sounds like you’re going after the wrong market.
Figure out who in your marketplace has a problem that you can help solve and that they will be willing to pay for.
Once you have a clear understanding of who your ideal clients are, then you can build your marketing system to start attracting them.