You want to start a consulting business. How can you make it successful?

Identify your expertise and target audience. I'd narrow down my focus to a specific industry or problem area where I can provide unique value, setting myself apart from competitors.

Clarifying your niche is key. It will help you focus your messaging and your offer, which will save you a lot of time being spread too thin. Be as specific as possible. Don't just call yourself a 'Sales Consultant'. Hone right in on what you want to be seen as a master of, eg: 'Consultant for sales teams of more than 10 people in Sydney based B2B marketing firms who serve the Cyber Security sector' Whatever you do, just be as specific as possible. It will make you easier for people to find you and see you as a the very specific consultant for their needs. You WANT to be able to rule people out! Do not worry about running out of clients as a result of being ultra specific... you won't!

If you have a product specific market experience that is the niche you can pitch Maintaining market intelligence and your networking contacts adds value You have to stay updated to market to maintain the relevance of your pitch

To make a consulting business successful, consider these steps: Define Your Niche: Identify your expertise and target market. Specializing in a specific niche helps you stand out and attract clients who need your specific skills. Create a Business Plan: Outline your business goals, target market, services offered, pricing strategy, marketing plan, and financial projections. Build Your Brand: Develop a professional brand identity, including a memorable business name, logo, website, and marketing materials that reflect your expertise and values. Network and Build Relationships: Attend industry events, join professional associations, and network with potential clients and peers to build your reputation and establish valuable connections.

Defining a specific niche is quite broad. First, it's important to clarify what is meant by this. As a consulting firm, you could specialize in limited liability companies (GmbHs) or single mothers. At its core, you should define a target audience you want to sell to. I think this statement is a bit clearer than the word "niche."

To build my online presence, I’ve developed a professional website and blog that highlight my digital marketing expertise. I actively engage on LinkedIn, sharing insights and connecting with industry leaders. This digital footprint not only showcases my skills but also helps me establish authority in my niche, generate leads, and build a network of clients and peers who trust my professional credibility.

The fun part about using LinkedIn for lead generation is that you don’t have to search for or go after leads. Be clear about what people need to remember about yiu and then use LinkedIn to become visible on that topic. You’ll turn your network into replacing fans, referring ambassadors and amazing clients. Building a string presence this way through posting and commenting on LinkedIn has brought me many fabulous clients through recommendations from people who enjoy my content. These referrals even happen offline, as people remember me for my area of expertise and personality. This is also the key strategy that I work on with my clients.

It's difficult to tell prospects you will get them leads and increase their online presence if you aren't doing it for yourself. This is the starting point. Period. Once you've decided on your niche and business, you should immediately start building your online presence before you do anything else.

Establish a professional website and create profiles on relevant social media platforms. I'd showcase my expertise through blog posts, case studies, and client testimonials, highlighting the value I can offer.

The website should vary depending on the objective. If acquiring customers through cold calling, a more detailed website with multiple subpages is advantageous. If gaining customers through paid advertising, then a landing page is more beneficial. It always depends on the case. In any event, one should seek comprehensive advice before having a website created. Since most web designers might not even know this themselves, due to a lack of marketing skills, this advice could be very useful in finding the right provider.

Something to remember when creating content; Have as sharp a marketing message as possible. It will be the foundation from which you write all your content and it will be the compass that keeps your content on point and have your readers see you as a potential expert in your field worth paying further attention to. Use your content to speak to your ONE very specific customer that you specialise in helping. Make sure your content is always moving them to the next step or further engagement with you.

In my journey as a Digital Marketing Specialist, I’ve learned the art of tailoring content to each platform’s unique audience. For Facebook, I craft engaging medium-length posts that spark conversation. On LinkedIn, I share concise, impactful success stories that resonate with professionals. TikTok is where I let my creativity flow, creating authentic content that captures the platform’s dynamic energy. This strategic approach ensures my content is not only valuable but also perfectly suited to the preferences of each audience, thereby maximizing engagement and reach.

Offer valuable insights and resources through content marketing. I'd produce articles, videos, or webinars addressing common challenges in my niche, positioning myself as a trusted authority in the field.

Under the point that content must be entertaining, I wouldn't really agree, especially when aiming to acquire serious customers. High-ranking executives aren't looking to hire a circus but to advance their companies. Therefore, content should remain factual and demonstrate its effectiveness, in addition to the interpersonal aspect. However, it should never resemble a children's birthday party.

Forge connections with potential clients and industry professionals. I'd attend networking events, join online communities, and reach out to prospects through personalized messages or introductions.

Networking is the crucial part, whether digital or in person. People buy from people. Whether through recommendations, messages, at events, etc...

Maintain consistent communication with leads and clients. I'd ensure prompt responses to inquiries, deliver on promises, and proactively seek feedback to demonstrate reliability and commitment.

Staying in regular contact with customers is very important for strengthening customer relationships. Sending small gifts can work wonders, whether you're winning a new customer or showing appreciation to a long-term existing customer.

Continuously evaluate and refine my strategies. I'd analyze the effectiveness of my marketing efforts, client interactions, and service delivery, making adjustments to optimize performance and enhance client satisfaction.

The single biggest determinant of your success as a consultant is your offer. An offer is the start of how you get customer and make money. It's where your price meets value. A great offer will do more than anything else in converting clients willing to pay a higher price and will result in those clients having greater success because of the value they place and the investment they are willing to make.

Something I learned on my own journey is that people will value you and your service much more if you are charging more. Be realistic, but when we first started out it was much harder to literally get free clients than today, when we charge 4-5 figures/month. We increased our prices incrementally and at each stage it became easier and easier to get clients. So save yourself that learning curve and start at a good long term price point to begin with.