Thinking

Progression on the Journey to Authority

In previous articles I talked about why you should build authority, and I broke down the Journey to Authority into its separate stages. Here I want to talk about what it takes to move from each stage to the next. Practical Action Steps to Build Authority These are the practical action steps

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The Downside of Remaining Generalist

One thing I talk about is the huge value of niching down to a focused specialization.  Yet I know most people won’t do it, because it’s terrifying to niche down. I’ve been there. Our brains create all sorts of logical reasons why it’s not a good idea. Fight or flight:

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Authority is Not Required to be Successful

Becoming an authority in your field is not a requirement to have a successful consulting business. In fact, based on my research, I’d estimate that 90%+ of independent consultants choose not to build their authority. You can remain an “invisible expert”, unknown to all but your referral network, and have

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The Journey to Authority

In the last article, I talked about why experts like us might want to build authority, and what other options we have. Here’s what I’ve learned about the Journey to Authority over the past few years*. The Journey to Authority The Novice On the road to authority, everyone starts out

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Why Build Authority?

Have you ever looked at a leading authority and thought about how they got there? Or maybe you’ve read their best-selling book, listened to their Top 1% podcast, or watched their amazingly edited videos, and felt disheartened, because you feel a long way from being able to do that. Here’s

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What is your Owner’s Intent?

What is your Owner’s Intent? (I’ll come back to that in a moment.) Speaking of intention, there’s a funny scene in Star Trek TNG where Data walks in on Riker kissing his daughter (yep), and says to him “Commander, what is your intention toward my daughter?” Yeah, you can probably

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Video: How to Scale and Productize Your Consulting Business

I was just on Alisa Meredith‘s “Visual Marketing for All” show talking about marketing and growing an expert business. We discussed: ➡️ The difference between a freelancer and a consultant ➡️ How to find your first clients ➡️ Why everyone needs to raise their prices ➡️ How to get out of

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How to Grow a Consulting Business

Last month, I invited Brad Farris on The Recognized Authority podcast and we had a fantastic conversation about how consulting businesses grow and scale. This is not just about how to grow a business, it’s about how to grow one that is better. By better I mean that it’s more

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Why Selling Consulting Services Is Harder

It’s not just your imagination – selling consulting services is more difficult than selling other products and services. Here’s why that’s the case – and some suggestions for what you can do about it. You are selling the invisible. You aren’t selling a physical product that your clients can touch.

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Trust and Lead Generation for Consultants

The main reason that consultants rely so heavily on referrals for business development is because there is a requirement for trust. The client needs to trust the consultant because the project will often be expensive and high-risk. Referrals do a great job of passing trust because it’s a personal recommendation.

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When Referrals Don’t Work

  “I would be terrified if my sales depended on referrals” – Philip Morgan In the consulting and professional services space, the vast, vast majority of business is generated through referrals – that is word of mouth recommendations. In my research project, referrals and networking were the number one source

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Content First?

TL;DR summary: Every weekday for November I’ll be doing a live stream at 3pm Dublin/London, 10am Eastern, 7am Pacific  Topics related to B2B marketing, lead generation, websites and inbound marketing for consultants. You can vote for topics. See bottom for links. Yes, this terrifies me. But I need to do

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Lead Generation Strategies for Consultants

One thing I wanted to achieve with my research project was to identify the best way to do lead generation for consultants. I looked at the different lead generation strategies and channels that could be used to acquire new business. Selling in the professional services space is very different from

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Do you have a clear call to action?

During a time of market uncertainty, projects are being paused or cancelled everywhere – but there are many opportunities still available. Some industries are even growing right now! Whether you’re in a growing or declining industry, it’s crucial that your messaging is very clear so that you have the best

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Practical Business Ideas During Market Uncertainty

Published: 13th March 2020 Last updated: 16th March 2020 “These are strange times.” – I’ve heard this said quite a few times today, and it sure feels appropriate. I’m taking a few minutes here to share some thoughts on dealing with the business impact of this ongoing situation. I think

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[Research] Marketing Best Practices for Consulting Firms

How do consulting firms find new clients? How should they find new clients?  These are crucial questions at the best of times, and even moreso in the economic downturn that we’re likely to experience due to COVID-19. I sought to answer these questions, and more, by surveying over 1,000 consultants.

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Where Does Your Ideal Target Audience Hang Out?

Now that you’ve got some educational or thought-leadership type content planned, the next step is to get it in front of your target audience. Have a Profile Everywhere I recommend that you have a business profile on all of the major networks that looks professional and contains your positioning statement

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Positioning Yourself as an Authority

How do you position yourself as a thought leader and authority? Content Marketing One approach is to demonstrate your knowledge and expertise by creating “content”. I’m sure you’ve heard about content marketing. I love the idea, but I’m not so crazy about the name “content marketing”. It feels very generic, and

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The Problem with Building Your Own Website

In my last article, I wrote about why your website sucks and your web designer hates you: https://marketingforconsultants.com/why-your-website-sucks/ On LinkedIn, Philip asked me: If I’m my own web designer, does this still apply? 😉 Yes. Yes, it does! Why Is It so Difficult to Self-build an Effective Website? Apart from

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