The following are some valuable tips for a successful consulting business.
1. Keep in touch with your clients regularly
Contacting the clients you already have and asking how they are is the easiest way of getting new commissions. It is also important you do so regularly and not only when your backlog is getting thin.
Your call will wake up your client and remind him or her that you are still there; this will get them thinking that they actually need something from you.
2. Get into closer relationship with more than one person belonging to your clients company.
It is important you get to know more than one person that belongs to your clients company, for nowadays people move from one position to another rapidly. The person that commissioned you might not be there the next year or even month.
Therefore, make sure you expand your contact within the same company this will allow you a better chance of serving the client for years to come.
3. Start by selling smaller things
If what you are proposing your client at the initial stage of your encounter is too complex it will take longer for your potential client to make a decision.
This is why it is better to start by selling smaller services; this will make it easier to start the trust-building process before selling something more extensive.
Keep in mind that you should always charge even the smallest of services or the client may perceive it as of less value.
4. Disorders within organizations
There can be all kinds of disorders within a clients organization and these are opportunities for you to take advantage of.
Changes can be of different types such as management team change, loss of business in some area, the emergence of a new competitor; these are situations where clients will need help from you.
5. Pick up some new ideas from other industries
Consultants who specialize in a certain industry are in danger of becoming narrow-minded. Try and get in contact with innovative people from other industries.
This will help offer new, inclusive services that stand out from your more traditional competitors’ offerings.
6. Create and publish surveys on topics that are of interest
Creating a survey online is quite easy. Ask your clients or email list about something that is interesting today or will be interesting in the near future. You can tip the media off about your study and get an interview or article written by a journalist.
7. Make sure your client understand what you are offering
Sometimes your client lacks the confidence to use your services. They feel that they do not have the insight or knowledge to judge if what you are suggesting is something that is valuable for their business.
Offer a client-specific training day that educates them about the subject and shows them how they can benefit from a new solution.
10. Prove you have insight
The best strategy is to anticipate future needs before both competitors and clients. Research and collect evidence of the need and how a solution will benefit your client. Rapidly think out and implement a solution before others.