When it comes to Marketing Consulting Firms – what are the best marketing tactics to bring in new clients to your consulting business easily and consistently?
Am I Qualified To Talk About Marketing Consulting Firms?
I have been running my own consultancy firm since 2003 and it has pretty much grown year on year in terms of turnover and profitability.
I also work with consultants and marketing agenices across the UK showing them how to implement my same marketing tactics to grow their own businesses.
They also achieve similar results to my own, so I hope that you think that means I might know a thing or two about marketing consultancy businesses.
Moving on, let’s first understand the consulting business model better, because if you skip this first part about the Marketing DNA of a consulting business, you may well find that everything you try fails and you burn through your cash too quickly.
The Marketing DNA Of A Consultancy Business
There are two types of marketing DNA:
- Marketing DNA Now
- Marketing DNA Nurture
Marketing DNA Now businesses are the easier ones to market.
They can put an ad on Google Ads promoting their services, send them to their website, include as many calls to action as possible including telephone, email, online enquiry and most vitally live chat, then wait for the enquiries to come in.
This is because they provide a service that needs fixing imminenly, like a plumber to fix a leak, a conveyancing solicitor to buy a house or an accountant to file a tax return.
Their client has an instant need that they can help them with by providing their services.
Sadly for you and I, we have a Marketing DNA Nurture service.
Nobody wakes up in the morning, jumps out of bed and shouts “Yipppeeee, I am going to buy me a consultant today!”.
Sorry to be the bearer of that bad news by the way….
What they do is to go searching for a solution to the problem they have, which happens to be your area of expertise.
In my consultancy business, they might search for how to attract more clients.
This is where the nurture part, which is absolutely vital, comes in…
Why Is It Called Marketing DNA Nurture?
Because our clients do not go searching to hire a consultant but to solve a problem, our sole focus in marketing consulting firms is to obtain our prospects contact details and NURTURE our relationship with them.
Over a period of sometimes weeks, often months, many times years, we must prove our expertise so that when the time comes that they are ready to engage our services, we are the only consulting firm that they speak with.
How do we achieve this?
The Strategy For Marketing A Consulting Firm
To ensure our ideal prospects find us when they are looking for help, then provide their contact details and allow us to keep in touch with them, the best marketing strategy for a consulting form is:
- Write articles which answer your ideal prospects most pressing problems.
- Add these articles to your website, ensuring you have done some keyword research first (see my SEO Steps for more on this).
- At the end of every article add an Item Of Value which they can download to discover more in exchange for their email address.
- Email your email list at least once every week, providing more value and solutions to the problems that your prospects face.
- At the end of every email, invite your prospects to book in for a call with you to provide solutions to their challenges (Serving Not Selling).
- On those calls, provide value and at the end, if they are a good fit for you, explain how you can help them.
Some consultants tell me this looks too simple to be effective. I tell them it is the precise model that has built my business and countless other consulting businesses who follow my training inside The More Clients Academy or work with me one on one on a consulting business.
Other consultants tell me that they are too busy to do this or that it looks too difficult. To those ones I say that if you want more of your ideal clients coming to you every single month, then you must follow the system, but you do not have to do it all yourself. You can easily outsource parts of it or all of it!
There are some other crucial steps to follow, which is why I have put them into my 6 Figure Consulting Business guide. Click the button below to download that now: