Step 1: Choose Your Consulting Business Model

First, let’s define the term consulting. Consulting is “the business of giving expert advice to people working in a professional or technical field.” For example, I’ve spent over 21 years being a consultant. I’ve spent 10,000+ hours on marketing, sales, fees, proposals — and everything else that consultants do. So, I’ve accrued experience that enables me to give expert advice to people in the consulting field. If you can provide advice that helps business-to-business (B2B) or non-profit organizations based on your past experience, you can consult. People and organizations will pay you for your advice to help them get results. Results like more sales, a lower employee turnover rate, a risk-free software project, help with executive decision making — the list goes on. But before you start consulting, it’s important that you choose your consulting business model first. Why should you do this first? At Consulting Success®, we believe that your consulting business should support your lifestyle — and not the other way around. That means that you should build the type of business that helps you live the lifestyle you want to live. I’ve seen too many people end up building consulting businesses that trap them into a lifestyle that’s just like their 9-5 job…or worse.

Step 2: Get Clear On Your Ideal Client

Who will your consulting business serve? This is one of the most important questions you’ll answer to start a consulting business. And it’s one that many people skip over. As a result, it’s very hard for them to attract clients, price their services, and win consulting projects. Pay particular attention to this step and take the time to get it right. Watch the video below to learn why being crystal clear on your ideal client is critical to your consulting business: Here’s how to think about choosing your ideal client.

The “Big Fish In A Small Pond” Mindset

Imagine that you’re dealing with severe back pain. You’re looking for a physiotherapist who can help get rid of your back pain — so you can get back to living a healthy, active lifestyle. So, you begin searching for physiotherapists to help solve your problem. You find one clinic called “ActiveFit Physiotherapy.” They’re a generalist physiotherapy clinic that helps people with all types of pain. After that, you find a clinic called “SpineExperts Back Pain Specialists.” They’re a clinic that specializes in helping people with their back pain. Given your specific problem — your back pain — which clinic draws your attention? Which one are you most likely to attend? You’re more likely to go with SpineExperts because they speak to your exact problem. It feels like they are talking directly to you — your pain, your problem, and the results that you want.

Step 3: Write Messaging That Attracts Clients

I once had a friend who was looking into joining a weekly yoga class to work on his flexibility. He worked a desk job, and outside of some running, he didn’t do a lot of stretching. However, he was intimidated by most yoga studios. They looked as though they were all for experienced yoga practitioners. On their website and their advertisements, they showed off impossible-looking poses, ridiculously fit instructors, and all kinds of spiritual mumbo-jumbo. He almost gave up his search. But then, he came across one Yoga studio that spoke to him: “Yoga For Stiff Guys — Get More Fit & Flexible With Our Relaxed Classes For Beginners” This message attracted him like a magnet. It spoke to what he wanted — yoga for beginners — but also who he was: a stiff guy. That’s what good messaging does. It makes your ideal client feel as though your marketing is speaking specifically to them. It makes them take interest in your business and want to learn more.

Step 4: Create & Price Your Consulting Offer

By this point, you’ve chosen your consulting business model, gotten clear on who your ideal client is, and have written messaging that attracts that ideal client to you. Now, you need to create and price your strategic consulting offer. Remember: Your ideal client has a series of problems. You, the consultant, have the expertise and experience to carry out actions to solve those problems. As a result of your actions, you’re able to create your client’s desired results. Your strategic offer is those actions you take to create your client’s desired results. And your consulting fees are what your ideal clients must invest for you to work with them and achieve their desired result. Creating and pricing your offers is a very nuanced topic. There are strategies for beginners and for more advanced consultants. We’ll focus on beginner and intermediate strategies for now.

Step 5: Rev Up Your Marketing Engine

Early on in your consulting business, you can’t expect your ideal to come knocking on your door and asking to work with you. You’ll have to find and approach them. This is what marketing is for consultants: getting your ideal clients to know you, like you, and trust you. When they know you, like you, and trust you, they’ll want to have a conversation with you about how you can help them. At this point, you’ll start putting all of your work to the test. Marketing is a complex topic — but in this step, we’ll make it easy for you to start reaching out and generating conversations with your ideal clients.