Nearly 32% of consultants struggle to get new clients for their business. To help them, we have compiled a comprehensive guide on marketing strategies for consulting firms. Before learning about and starting to implement our marketing plan for consulting companies, there are two basic things that we must consider as a business owner. Around 97% of people learn more about the company online than anywhere else.
For example, if you're a financial consultant and your younger audience (age group 18 to 30) talks about harassment and investment at a young age, then you should organize a webinar on the same topic where you can give them information and ideas about investment opportunities, how to do it, etc. As of now, there are two main platforms for consultants that are worth promoting yourself on: LinkedIn and email marketing. What differentiates one consultant from another in the eyes of a potential client? While positioning is often the root of differentiation, it's still just one aspect of what sets one company apart from the next. Differentiation consists of strategically aligning the critical aspects of the company's business with its positioning, so that something unique and valuable is created for the company's ideal customers. The culmination of this is usually based on a different point of view or point of view, essentially their fundamental belief about the best way to solve their customers' problems or take advantage of their opportunities. Nowadays, the intelligent cultivation, development and dissemination of thought leadership has become one of the most important and effective marketing and branding tools for a consulting firm. In fact, this is what gives life to your company's differentiating point of view.
If done right, thought leadership can become one of a company's most effective and valuable tools for attracting new potential customers. However, doing it right is very difficult. And, with the rapid explosion of content, eliminating noise has become more difficult than ever. While tools such as thought leadership and websites have evolved in recent years, the fundamental principles of growth-focused marketing for professional services firms remain the same. Know who you want to attract, what problems you can help them solve, and why you can solve them better than your competitors.
Then, have a solid plan to tell that story and promote your point of view. While this blog is far from being a list of “how to market a consulting firm”, I hope it will serve as a useful resource to put you on the right path as you embark on your new venture. If you need help, call us. We can delve into some or all of these foundations to ensure that your marketing works as effectively as possible. In an article for Consulting Success, Anthony Iannarino, Chris Brogan, Peter Sandeen and Ian Brodie highlighted the importance of their email marketing efforts. LinkedIn is the best way for consultants to connect with the potential target audience and, hopefully, to go from being a new contact to becoming customers by offering value at every stage of the transition. For example, many large CPA firms also offer consulting, technology and human resource management services.
Consulting Success conducted a survey among consultants and asked them about the types of marketing they do and the types that work. Robert Bly has great suggestions for selling consulting services via direct mail at the National Mail Order Association. Segments where buyers have fewer recurring needs, such as some consulting or technology services, require greater investment to capture a sufficient flow of new customers and drive growth. You want people to know that you're a consultant and that your services are available, but that you're not giving a sales presentation. If you think your consulting business is poorly managed or struggling, it's best to take advantage of the experience and skills offered by these partnerships. Assuming that you are one of the smallest players in your local consultant market and you don't have a good social media infrastructure, blogs and a marketing plan, apart from promotions, offers etc., you can also attend industry conferences, chamber of commerce meetings, training camps, speed networking events etc., any other event that you think could work for your consulting. Another Rattleback client TBM Consulting takes advantage of its diagnostic process; its patented management system; and a culture that is based on working at the point of impact to boost efficiency; eliminate waste; and generate immediate results for its clients. Once you have a set of budget benchmarks that serve as the basis for your decision-making; you're ready to develop a marketing plan and budget for your professional services company.
However; if you promote yourself as a management consultant for business-to-business (B2B) companies; you'll reduce your target market. However; with the right set of marketing strategies and implementation for consultants; you can easily reach the ears of the right audience.