Consulting Growth Hour

How do you get your ideal buyers to get to know you, experience your magic and buy from you? You know your ideal buyers are out there. But do many of them flock to your competitors? Or do they simply choose to use an in-house solution over your consulting services? If you're wondering how you can get more of your ideal buyers to buy from you, you need this: A step-by-step sales funnel that wor...

Does your sales pipeline ebb and flow? If yes, you may think you have a lead generation problem. But a lack of leads is simply a symptom. The real problem likely stems from a lack of strategy. Strategy to me is just a fancy word for "focus". But focus as a concept alone is useless. Your focus must be communicated in a way that makes your dream buyers sit up and want to listen to you. You...

Based on our work with 100+ consulting businesses over 3 years, I've noticed a handful of client acquisition approaches that work really well in helping consultants attract and land 5 and 6-fig clients consistently. In this session, I'm going to reveal what they are and show you what you can do to make them work for your consulting business. Here's what you'll learn: -4 approaches...

Here's the Q&A on all things consulting growth and here are some questions I talked about:  - "How to pick a niche for my consulting business?" - "How do you organize a free training session and ensure people turn up?" - "How do you build rapport with decision-makers on LinkedIn without coming across as salesy?" - "Should you do anything different to sell...

How do you consistently and predictably land the right clients for your consulting business?  Back in 2009 when I started my strategic planning business, the duality of hunting for new business while executing deadline-driven client engagements was quite a challenge.  In my free time, I would check client emails to make sure projects were on track. Often I would work myself late into the night and...

Create value. Add value. Extract value. Value proposition. The word "value" is tossed around by everyone. It's so ubiquitous that everyone pretends to know what it is. I did, too until I realized I didn't know as much about value as I should. So I sought out mentors and learned more. As I was educating myself, I realized what the absence of a true understanding of value did to my...

In this session of Consulting Growth Hour, learn how you can use direct mail (or "contact marketing") to land meetings with hard-to-reach consulting buyers such as C-levels and other senior executives. Learn 4 specific examples you can put into action straight away.  To follow along with visuals, check out the episode on YouTube: https://youtu.be/m0vTzHTOO-U To join us LIVE, sign up to b...

If you're currently executing many different types of projects with many different types of clients you're in a better place than most. If you've started your business in the last 1-3 years, it's fine to take on various types of engagements to get a feel for what's out there. More importantly, more cash flow is always good. But there are downsides to operating this way, too. Fo...

In this session, learn to identify and find market segments that need consulting services but which aren't being served adequately. The best entrepreneurs have a knack for finding hidden, profitable business opportunities everywhere. Let's explore how you can do the same for your consulting business. To follow along with visuals, check out the episode on YouTube: https://youtu.be/GlULjKGF8...

Whether you like it or not, content marketing is going bigger in 2023. Easy to use tools, tons of free software and unending creativity by creators have unleashed a sea of new marketing opportunities for small businesses. Where do management consulting business owners fit in this revolutionary era of content marketing? What can consultants do to capture the imagination of sophisticated B2B buyers...

Consultant, do you know what causes your prospects to go into buying mode? Not paying attention to these buying signals can cost you dearly. Knowing when to engage with potential clients is a very important skill that can accelerate your sales process and land you new deals faster. Usually, buyers are triggered into hiring consultants/experts/advisors because of specific circumstances or events. T...

You're a busy consulting business owner but how do you know you're doing the right things today to grow your business? There's no one single path to growing your consulting business, but there are guidelines and clues left behind by those who've done it before. Join me as I explore the typical growth stages of a consulting firm and the nuances of each stage. Learn the mistakes you...

There are hundreds of digital marketing options for small businesses. How do you know what to choose for your consulting business? You've always landed clients through referrals and the strength of your relationships. Is there value in digital marketing at all for a high-fee consulting business? If yes, what works best? Join me as I explore key options and discuss their pros and cons. SEO, SEM...

September's almost like the second start to the year. Summer is over, the kids are back in school and buyers have a lot more bandwidth to think about their organization's future (and you in it). This time of the year is a golden opportunity to be seen and heard by your ideal clients and win new business. But you must make the right moves NOW or you'll miss the opportunity. So join me f...

What if you could land more consulting clients and increase your fees without burning out? It won't happen overnight, but if you learn the skills every consulting business owner must have, you'll make progress. Join me for this edition of Consulting Growth Hour where I'll reveal 5 essential skills to increase demand for your services. More demand is the gateway to higher fees and new c...

Consulting business owners make serious mistakes when it comes to lead generation. When you're leading client engagements AND prospecting at the same time, things can get tricky. Consultants typically try various approaches to land clients: - Referrals - Cold calls/email - Partnerships - Hire salespeople - Hire content writers and marketing assistants But nothing works consistently. Your leads...

Business consultant, Are any of these familiar? - You're too busy delivering client engagements with no time to find new clients - You post content on LinkedIn with limited results - You fed up with being ignored or ghosted when you send messages or InMails to your connection? - You think LinkedIn doesn't work for "your industry" because your audience doesn't hang out here? I...

Over the past 11 sessions of the bi-monthly event series and community, Consulting Growth Hour, we've discussed:  - Consulting business models  - High-value market selection - Marketing strategy - Creating repeatable & scalable offerings - How to increase fees - Nailing your consulting message - Creating demand - How to structure and win $100k deals - Landing clients during times of uncert...

I started my consulting business in the middle of the Great Recession in 2009. I'm sharing lessons learned. Come join, I talked about: ✅ Mindset ✅ Practical strategies to deal with market changes ✅ Proven tactics to land new conversations ✅ How to execute your plans and win new deals To follow along with visuals, check out the episode on YouTube: https://youtu.be/M11njwFIWQs To join us LIV...

Structuring large, $100k+ consulting deals for your small firm or independent practice? Does any of these sound familiar? ❓ You have a discovery session with a potential client, know you should charge high fees but the number scares you. So you end up under-charging. ❓ You send in a proposal with a big number but get ghosted. Never hear back. ❓ The project is unique, and potentially big but you...

Demand creation doesn't mean you shout from the rooftops about how great you are and what you offer. On the other hand, demand creation is subtle yet deliberate. Your audience - not your business - must the focus of your demand creation efforts. To create demand, you need to articulate that you understand their world. If creating demand for your consulting services sounds relevant to you, join me...

In this session, I will show you how to nail your consulting message and how to attract the right clients. You’re a consulting business owner with significant expertise, knowledge and much to contribute. So much that you find it hard to pin down what exactly you do and how you help your clients. You cringe at the idea of using elevator pitches when you meet potential clients. You want your message...

You may think hiring a team to prospect and/or sell for you will solve your problem, but if you don't do it right it will only delay the inevitable (more time lost, more frustration). So that begs the question... What do top-performing consulting business owners do to manage their dual roles as consulting project leads AND drivers of their own business growth? For me, it all starts with the right...

In this session, I will show you five ways to increase your consulting fees. There's nothing more frustrating (or frightening) in a consulting business than the topic of fees. Ever asked yourself these questions? ❓ Do I charge hourly, fixed fees, or value-based? ❓ How do I increase my fees without facing resistance from clients? ❓ How do I demonstrate value so I can charge higher fees? ❓ How i...

What's your consulting business' most pressing issue today? What stops you from moving forward on your terms? Over the past four sessions of the bi-monthly series and community, Consulting Growth Hour, we've discussed: - Consulting Business Models - High-value Market Selection - Marketing strategy - Creating Repeatable & Scalable Offerings For our next session in the series, bring your hardest...