Sales · Consulting

What are some ways to gain more quality clients as a consultant?

Nina Tomaro Content and PR Marketing Manager at eLearning Mind | Speaker | Huff Post Contributor

March 1st, 2015

I have rebranded myself and I am pretty much starting new as a content strategist and consultant. I have 5+ years in the field, and I am good at what I do, but I am not so great with generating sales leads. What are you recommendations to generate quality clients?

Zachary McClung Chief Customer Officer | Cloud Servers | Disaster Recovery | CDN | Dedicated Servers

March 1st, 2015

I think the question that needs to be asked is WHO are you targeting? That will greatly affect the HOW you reach them. Who do you want to work with? Fortune 500 companies? Freelancers? Small business owners? Arts & Craft businesses? What will make you happy and have you do the best work.

From my experience, local networking events tend to attract other sales professionals and smaller businesses. They are attempting to chase anything and everything instead of targeting their customers. 

As a content strategies you have an upper hand on many businesses, you can write your way into your demographic with a blog. 

Aleksandra Czajka Freelance Senior Software Engineer, Developer, Web Developer, Programmer - Full Stack

March 1st, 2015

Network as much as possible. Meetups. LinkedIn. Blog. Become a part of a co-working space where people will know what you do, spread the word, maybe even bring you clients.

Patrick Malone Interim President & CEO at Blairsville Union County Chamber of Commerce

March 1st, 2015

Networking is a priority. As long as it is done the right way. Rather that networking to directly acquire new clients, network to help others become more successful. Be interested instead of trying to be interesting. Secondly your existing clients are the greatest source of new clients. Make sure you are specific with your request I.e. Similar sized company with content challenges with whom you do not compete.

Andrew Madejczyk Executive Technology Advisory

March 1st, 2015

Very key question. I agree with Aleksandra regarding your networking efforts. I would also suggest thinking about how you target specific organizations that would benefit from your services. I am in IT consulting with a focus on what we're calling Business/IT Transformation. As for quality clients...well, that's always hit or miss ;-)

Michael Mapes Founder & Strategist @ Graveyard Innovation.

March 2nd, 2015

Great question. I think there has been some great advice here. I think it depends on who you are marketing to and what your goals are. Do you see yourself primarily working one-to-one, serving groups, making leveraged/passive income, running a team etc. Like...what's the multi-tiered strategy that's going to get you to where you want to go.

Here's a post of mine I wrote for LinkedIn, currently around 5,000 views, on the ten things I do every week to get a steady stream of clients. This is the formula I used to create a multiple six figure business as a consultant in about 18 months.

Hope it helps!

John Skelly Founder, CEO at GasAnywhere

March 2nd, 2015

I've found that truly getting to know people, having true interest in helping others, and letting them know that you're looking is the best start. I've always found personal introductions to be the most effective means of starting conversations that lead to action.

Vijay MD Founder Chefalytics, Co-owner Bite Catering Couture, Independent consultant (ex-McKinsey)

March 2nd, 2015

Since you're a content person, how about doing some content marketing?  Nothing like seeing a living example of the type of stuff you'd do for a client, in addition to potentially generating inbound leads.

Jivko Pentchov

March 1st, 2015

Hi Nina,

Networking is the most important. You should be out on the filed on networking events at least 1 or 2 times a week. Also attending conferences and exhibitions. It is also a good idea to do some complimentary work and then offer your service. Are you interested to write for education abroad?

Stefania Skender Socially responsible and passionately curious strategic and project development expert

March 2nd, 2015

I also rebranded myself about a year ago and the results are already visible. I started to select my projects, collaborators and clients more selectively and it's already paying back. It certainly takes a lot of years to create a strong reputation and minimize the "miss" part of the "hit and miss" process, as Andrew put it. No shortcuts there for sure but all the measures listed above can definitely speed the process up. I'll implement some myself. And Patrick is so right about networking the right way and really taking interest in other's people's visions...Glad I joined. Thank you all!

Christopher Harding Chairman/Founder - Luminary Communications

March 3rd, 2015

Hi Nina, Your discussion caught my eye because it was a question I asked when I first got started on my own. There are the obvious answers like network at industry conferences and events where your target audience will be in attendance (and that, of course, assumes your very clear and have narrowed down who your target audience is). But, having been a consultant for 15 years and someone who is great at client relationships (and once I'm in with a client, I can grow and expand my work there by focusing on what brings them value), I have found one simple truth that may also apply for you. I am not a good canvassing person. In other words, I simply do not have that as one of my strengths. My solution? I have consistently paired myself up with people who are awesome networkers, who can work a room or a territory with their eyes closed and who love it. They canvas an area and then steer the hot prospects to me (or even the warm ones). If there's truly an opportunity for us to serve them, I can close it because I begin serving them the minute we make contact. Hope that makes sense and provides some help for you. Wishing you the very best in your pursuits. Is there somewhere that I can learn more about the service you provide? Kind regards, Chris Christopher Harding Founder/Senior Consultant *Luminary Communications*