How to become a consultant blog

How to Get Clients in a New Market with No Connections


Here’s a consulting question I received as part of the “Ask Michael” series:

“My target customers are mid-sized manufacturing companies.  I don’t have any connections in my networks to the decision makers of such companies.  Besides cold calling, how can I reach the decision makers of my target group? “

This is a common question. Many consultants find themselves in when they are new to consulting or have moved to a new geography.

In response to this question, I would ask:

  • Have you attended any trade shows for this industry?
  • Have you written any articles for the publications that the decisions makers in this industry read?
  • Have you put on any talks or workshops for this industry?
  • Have you run any type of webinar or online program for these executives?

Cold-calling can work. But it takes a lot of work.

The approach I prefer is:

  • Figure out who your ideal consulting clients are
  • What their biggest problem(s) are
  • Offer them something of value to show them you’re an authority and expert
  • Then you’ll be well placed to have a discussion with them about how you can help them

This is a quick outline of a much more detailed process you’ll learn in the Marketing for Consultants program.


Develop a predictable
pipeline of clients.

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