Building Your Consulting Pipeline

Often, I get the question “Hey, what should I do to build my business and get more clients?” Friend, you’re asking the right questions. Here is my recommended reading list — and action items — for you to follow to focus on growing your consulting business. Start with the Independent Consulting Manual, a book I co-wrote with 13 of my closest consulting friends on how to run a successful independent consulting business. It will give you a broad overview of the steps, strategies, and systems. Okay, now the key question. Do you want to: Get more clients? Charge more? Understand why your customers buy (and why they don’t)? Get More Clients Read “The Positioning Manual” by Philip Morgan Read “Book Yourself Solid” by Michael Port Read “Million Dollar Consulting” by Alan Weiss Charge More Read “Value Based Fees” by Alan Weiss Understand Your Customers Read “Ultimate Sales Machine” by Chet Holmes Read “The Brain Audit” by Sean D’Souza And while you do that... Focus on answering these 7 questions for your business: Who is my target market? Who do I serve? What is my positioning statement? (Be as specific *with this as possible) What problems is your target market experiencing? (Reach out to actual humans for 5-10 conversations to learn about their business needs) What offerings can I make available to solve the problems my target market is experiencing? How can I refine my messaging to speak directly to people in my target market and the problems they’re experiencing? What tasks am I repeating every day, week, or month in my business — and what tools will automate those processes for me? Where do my customers spend their time online — and how can I reach them there? What content can I create for my audience that *educates them about the problems they’re experiencing and demonstrates my authority and expertise? There, that’s your game plan for building your pipeline. :-)