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What is the most cost effective way for a Management Consultant of getting new clients?

I am a Management Consultant in the Business & Professional Sector in NW England. How do I or what is the best/cheapest/most cost effective way of getting new clients for my business.

 
Asked by Sven Pole, April 2010   -  Contact this person

4 Answers

  1. Consulting is more difficult to market and sale than a physical product.



    • Referrals are important, VERY important.

    • You have to demonstrate expertise and previous success and, more importantly, how previous clients have prospered from your guidance.

    • It is very personable form of marketing, because your clients are buying YOU.



    My Advice:



    1. Go to networking events - and invest in building your networks both offline and online.

    2. Even better try to speak at an event - it will elevate you to 'guru' level

    3. Even better run an event - it gives you an opportunity connect with fellow gurus. You'll be amazed how respected you'll become just for organising a good event with some great speakers and getting people together, even if (at the outset) you know little about the subject.

    4. Start a blog and put down your analysis on your industry happenings - this demonstrates your expertise.

    5. Be prepared to invest time to educate people about how much you know and can help them - warning: this may mean free consulting - in order to build a portfolio of cracking case studies or stories that you can use and reuse in the future.



    Here are some resources on VentureNavigator that will help:




    Just as I was about to post this answer, I found this article Powerful Ways to Find New Clients from Business Consulting Buzz. Looks like a good blog to follow!!

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    Answered by Arthur Meadows, April 2010   -  Contact this person

  2. I agree with the answer above.


    1 - Networking


    2 - Referrals


    By being good at 1 you will get more of 2. If you are NW based then I would recommend the Darebury Innovation park meetings that take place monthly.

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    Answered by Jon Powell, April 2010   -  Contact this person

  3. Agree with Arthur and Jon - network like crazy! And try to get testimonials from satisfied clients to include on your website, presuming you have one of course.

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    Answered by Lee Longstaff, April 2010   -  Contact this person

  4. Firstly i would drill down to define your target market. Management Consultant can apply to almost any business size or sector. Once you define this very clearly, word all your marketing around it so it is very clear who you are talking to. For example it may be Owners of Small Accountancy practices in Surrey who want to grow their business.


    Then, on your web site make sure you workout your "most wanted response" - ie do you want a sale, enquiry or a subscription. I assume you want an enquiry. I would write a Report that is relevant to your target market e.g 12 tips every accountant must know to maximise client revenues - and offer it as a free download in exchange for your prospects giving their name and email address. Then use something like InfusionSoft in your web site to set up a series of AutoResponder emails. Don't sell to your prospects but give useful information in 2-3 paragraph emails - this starts the relationship building process. Then use as many channels online and offline to drive more traffic to your site, cherry pick the best names and contact them all!!

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    Answered by Stefan Boyle, May 2010   -  Contact this person

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