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Nick Jervis

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Finding Your Ideal Consulting Clients

February 24, 2020 By Nick Jervis

This section is designed to make you think about your ideal type of consulting client.

The purpose of running a consultancy is to run a business that you enjoy and to work with people that you enjoy working with. At first, you do not necessarily have the luxury of being able to pick and choose your clients, but I would strongly suggest that you give some serious thought to the type of people that you have worked with best in the past.

This is best explained by giving my example. My niche when I started my consultancy in 2003 was working in the legal sector, working predominantly with solicitors running their own businesses.

Most solicitors’ businesses are run on a partnership basis, with anything from one partner to hundreds in the larger firms. As a marketing consultant, I always knew that my likely clients were going to be solicitors practices with no more than, say, ten partners in the firm. Any firm with ten or more partners was likely to have their own marketing department and should not have the need for my services. Therefore, initially I established the size of law firm I was most likely to work with. However, when working in the sector it soon became apparent that I could narrow this size of my ideal client down even further, much, much further.

I soon found that I worked best with solicitors that had no more than three partners, but after many more years I narrowed this down to solicitors or any businesses with only one main decision maker.

Any business where decisions are made by committee misses opportunities to grow their business quickly. Every decision takes weeks or in some cases months to make, while their smaller competitors, or bigger competitors with a decision making team of just one, make a decision, act on it and then improve it from that moment forwards.

I am totally driven by action and results. My enjoyment and my clients success is based on results, so working with a decision maker for me is absolutely vital. They may still run a business employing dozens or hundreds of people and turning over anything from £100,000 to £10,000,000, but they make the decisions.

I know my ideal clients for a consultancy client or a mastermind group member and this makes it much easier to speak to these people in my communications.

So it is my strong advice that you carefully consider your ideal consulting clients based on the size of their business and their decision making process.

Your Client Values.

Whilst I am not a ‘Hippy’ or ‘New Age’ business person, I do believe that I run a holistic business. I believe that if I always do my best for my consulting clients, they will always do their best by me in terms of paying bills and supporting my business as I do theirs.

I have certain values that I apply to my consultancy and other businesses which are important to me. These values can also be described as ‘brand values’ and whenever I am presented with an opportunity I will always do a mental check to ensure that it fits my business model.

I have worked with people who state that they are conscientious and will do the right thing, but actions always speak louder than words. Several clients have promised me performance bonuses based on results, which when delivered have never materialised, and those clients do not stay with me any longer.

I am fortunate that I can pick and choose my clients, so I choose to work with people who are more like me – honest, reliable and straightforward.

Who Is Your Ideal Consulting Client?

In running your consultancy I believe it is important that you run a business that you are proud of, that allows you to go to sleep every night knowing that you have done the best thing and made the right decisions for yourself and for your clients. It is important that you understand what your values are so that when you are seeing potential clients you can assess whether you will be able to work with them on a regular basis. There are many clients that I have met that I knew I would never be able to work with. This can only be achieved by understanding and knowing what your own values are, so do take some time to consider these.

Your 6 Figure Consultancy

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  • Easy ways to keep in touch with your clients
  • Automating your business so that you can enjoy more time with your family or to enjoy your hobbies, ensuring you always stay fresh and focused for your clients
  • The one mistake that could derail your consultancy (if you do not know about it)

CLICK HERE to Download My 6 Figure Consultancy Guide :>>

Filed Under: Marketing For Consultants

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Why Me?

  • I focus on marketing that brings clients to you when they are ready to buy your services (easy life marketing I like to call it).
  • I ensure that every penny you spend on marketing creates a return on investment for you. Vanity marketing does not pay your bills, so I won’t let you do it.
  • I have been marketing service businesses since 1991.

Best Selling Amazon Author

Two best selling marketing books on Amazon:

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“Before we started working with Nick, we had no clear idea of our paid traffic strategy.

We knew there were people looking for what we offer, but we just weren’t getting them landing on our website, and when they did, they weren’t converting in the way we wanted them to.

That’s when we enlisted Nick’s help, and it’s made a profound difference both to the number of leads coming into the business, but the quality too.

He’s helped us bring in several very high-quality leads, which will be worth many hundreds of thousands of pounds, as well as helping our website become better and more conversion-focused too.

I couldn’t recommend Nick more highly – if you’re looking for more leads and more sales, it’s a no-brainer to have a conversation.

Elliott Myatt, Play Area Hygiene Services, Kingsbridge.

“I run an HR business dealing with the nasty bits of HR (disciplinaries, grievances, terminations, etc). I have been working with Nick for 12 months now and it has really changed the quality of leads I am getting. My website is now attracting the right type of clients and brings in a lot more quality, and easy to convert, leads. Nick is clear in what the marketing priorities are to get me the results I want. Very easy to work with and cuts to the heart of the matter – no excuses!”

Carolyne Wahlen, GAP HR Services, Goring

“After working with Nick on our Google My Business strategy we are now ranking in the “Google 3 pack” and generating leads purely from our ranking!Nick also carried out a fee review resulting in a fee increase of 40% and no detrimental effect to volume. Double whammy with increased leads and increased income. Well worth taking the time to talk to Nick and definitely worth working with him going forward, it’s a no brainer!”

David Aggiss, Three Sixty Mortgages, Plymouth.

“Nick’s advice and guidance has been excellent. He cuts through all the noise and brings clarity. His focus is on what is effective and what will achieve the objective. He knows what works and what doesn’t and shows you the best way to approach a strategy.

One particular aspect of marketing was hard to get my head around but Nick made everything so clear and easy to understand. When you speak to him you will see, he knows his stuff!

Thanks Nick.”

Shan Phoenix, Geneva Wealth, Harpenden

Before meeting Nick, I was wasting money with Google, I had a high price per click and a trickle of leads. Now, having worked with Nick for 3 months my Google business page is optimised, my price per click is greatly reduced, customers are finding me and quality leads are flowing! Which means, my Google Ads spend is now profitable with a 3:1 return!

That is why I would strongly recommend working with Nick if you want consistent leads and a greater return on your investment – thanks Nick”.

Richard Linden, The Rent Guarantee Company, Harlow.

“Through Nick’s advice and on going encouragement I have almost doubled my client base and am now looking to take on members of staff to deal with the increase in demand for my services. My success has been in no small way facilitated by my business coaching with Nick. I would, and I do, recommend him to anyone who wants to grow their business.”

Ben Winter, Bristol Wellness Personal Training, Bristol.

“I’m new to google Ads, Nick is managing my ad campaigns and doing a great job, I’m receiving a steady flow of leads with a low cost per click meaning my marketing is paying for itself. Would recommend.”

Wendy Clarke

“Nick’s professional advice, expert knowledge and constant encouragement have proved invaluable this past year. He has helped my business from the outset, offering me support and guidance every step of the way. His services come highly recommended.”

Charlotte Laken – Copywriter

“Nick is an excellent marketing consultant. His knowledge of Google PPC is unparalled. Well worth a chat.Every time I use him my results improve and I make money. Do the sensible thing and pick up the phone to him as you won’t regret it.”

Phil O’Connor, Whitewell Financial Planning, Bolton.

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