If you’re like most consultants you are a one-man-band operating on a shoe string budget. You don’t have thousands of dollars to spend on marketing and advertisements. At the same time, the market looks a bit gloomy and you need to keep finding new clients.This article will show you a step-by-step process to launch or grow your consulting business on a strict budget. In fact, the tips in this article will not cost you a thing!
Let’s face it, sometimes its good to have limited resources. Not having money to waste on marketing efforts that generate no return helps you focus on areas that will create results. To start, let’s get down to the basics of marketing your consulting business.
Step 1: Determine Your Target Market.
I know this sounds elementary, but you must understand the importance of choosing a target market. Many consultants don’t want to focus, for fear of missing out on prospects. Don’t fool yourself into thinking you have an unlimited number of prospects. Focusing on a specific market will show your prospects that you have expertise and concentration in their area. This will make you more valuable and in return, close more deals. Remember to choose this market based off of your previous experience and education.
Step 2: Create a Strong Message and Hook.
Once you have determined your target market, you need a strong message to reach your prospects. You can’t just market that you are the best consultant in their industry. They will not believe you. Instead, you need a solid message that will show your value. This message needs to include:
- identify the problem they have
- your solution
- the benefits of your solution
- why you are unique
- proof (examples, testimonials, case studies)
Next, you need a short version of this message called a “hook”. Instead of saying “I’m a marketing consultant.” You could say: “I help local retailers market their stores using the latest technology to increase sales.”