{
  "$type": "site.standard.document",
  "description": "A curated reading list and seven essential questions to answer if you want to build your consulting pipeline, get more clients, and charge higher rates.",
  "path": "/articles/consulting-pipeline/",
  "publishedAt": "2016-11-28T07:46:51.000Z",
  "site": "at://did:plc:jznynyzgerlqmdbbj33o7wfs/site.standard.publication/3mnll3icujb2z",
  "tags": [
    "Getting Clients"
  ],
  "textContent": "Often, I get the question “Hey, what should I do to build my business and get more clients?”\n\nFriend, 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.\n\n \n\nStart 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.\n\nOkay, now the key question. Do you want to:\n\nGet more clients?\nCharge more?\nUnderstand why your customers buy (and why they don’t)?\n\nGet More Clients\n\nRead “The Positioning Manual” by Philip Morgan\nRead “Book Yourself Solid” by Michael Port\nRead “Million Dollar Consulting” by Alan Weiss\n\nCharge More\n\nRead “Value Based Fees” by Alan Weiss\n\nUnderstand Your Customers\n\nRead “Ultimate Sales Machine” by Chet Holmes\nRead “The Brain Audit” by Sean D’Souza\n\nAnd while you do that...\n\nFocus on answering these 7 questions for your business:\n\nWho is my target market? Who do I serve? What is my positioning statement? (Be as specific *with this as possible)\nWhat problems is your target market experiencing? (Reach out to actual humans for 5-10 conversations to learn about their business needs)\nWhat offerings can I make available to solve the problems my target market is experiencing?\nHow can I refine my messaging to speak directly to people in my target market and the problems they’re experiencing?\nWhat tasks am I repeating every day, week, or month in my business — and what tools will automate those processes for me?\nWhere do my customers spend their time online — and how can I reach them there?\nWhat content can I create for my audience that *educates them about the problems they’re experiencing and demonstrates my authority and expertise?\n\nThere, that’s your game plan for building your pipeline. :-)",
  "title": "Building Your Consulting Pipeline"
}