If you are running a consultancy or a consulting agency, you need to understand the marketing and sales process is going to be a little bit longer than simply selling traditional products or services – especially if you are in a niche or industry that is a bit resistant to this kind of service in the first place.
Understanding that you are going down the long road for converting prospects into clients is the first step in improving your website and your sales process, and by leveraging all of the tips and tricks we include below you’re going to be able to not only compress the time from initial contact with a prospect to signing them as a client but also improve your conversion rate as well.
Let’s dive right in.
How do you get a single client?
The first thing that you have to focus on as a consultant is figuring out exactly what it takes to get a single client – your first client – and backwards engineering that process to find a way to really scale up.
You’re going to need to be able to show potential clients that you know what you’re talking, that you provide assistance and services that can their profits and their operation, and that you have done so in the past – and that’s just a baseline proof you’ll need to provide.
You’re also going to have to have a look around your industry to find out what other consultants to improve their operations and to find new clients. You need to know what the competition is doing so that you can come up with a unique approach that allows you to stand out from the rest of the pack, but you also need to know what the competition is doing so that you can create similar marketing approaches that give you the same kind of results.
Share what you know
Content marketing is incredibly important today for consultants, as it allows you to provide information about your insight, your skills, your knowledge, and your expertise while demonstrating your abilities to potential prospects and clients at the exact same time.
A lot of consultants are going to try and hold back “their best stuff”, but that’s a huge mistake. Your best stuff – your tricks, your tips, your tactics, and your strategies that produce the biggest results – are always going to be your best ammunition for getting new clients, and you’ll want to share this kind of information as freely as you can.
It also helps that when your best stuff is available free of charge and your prospective clients try it out they’ll be excited about the kind of consultancy that you charge for, expecting it to be even better!
People today are understandably very skeptical about any promises made on the internet, especially from consultants that are known to be a very cutthroat and competitive industry and willing to say almost anything to close a deal.
By making an effort to prove literally EVERYTHING that you promise – with testimonials, case studies, industry research, etc. – you’ll be able to improve your credibility and boost your conversion rates online at the exact same time.