More and more consultants are going independent. Standing out from the consultant crowd and winning consulting jobs is getting harder and harder. So, how can you secure more clients, strengthen your own business, and leave your competition in the dust?
We put forward 7 tips for winning more consulting jobs despite the heavy competition.
1. Identify and target your ideal clients
If you want to win more consulting gigs, you have to first figure out who your perfect customers are.
Instead of pursuing every potential job opportunity, focusing on your ideal client saves you time and resources.
You can concentrate on the prospects most likely to convert into successful projects, improving your overall efficiency.
Questions to ask
When you want to define your ideal client, ask yourself these simple questions:
- What industries or sectors do you know best?
- Which types of projects do you enjoy working on the most?
- What specific problems can your skills and services solve effectively?
- What size of businesses do you prefer working with (small, medium, or large)?
- Which geographical regions or markets do you want to focus on?
- What budget range do your services typically fall into?
- What are the common traits of your happiest and most satisfied clients?
- What makes you stand out from other consultants in your field?
- Do your personal values and beliefs align with potential clients?
- Which types of clients are most likely to benefit significantly from your consulting services?
As you answer these questions, you’ll gain a clear understanding of your target audience. This will help you tailor your marketing efforts, get clients that fit your strengths, and increase your chances of winning more consulting gigs that are mutually beneficial.
2. Make the most of happy clients and referrals
Your happy clients can be your secret weapon for getting more business.
Make sure to ask them to leave positive reviews online and recommend your services to others. People trust word-of-mouth recommendations a lot, especially in the IT world. When potential clients hear good things about you from past clients, they’re more likely to trust you too.
So, take care of your existing clients and build strong relationships with them. They can become your biggest fans and help bring in new clients for your business.
3. Boost your online presence
In today’s digital age, building an online presence is a must.
You can start by building a professional website that showcases your skills, past projects, and testimonials. Use search engine optimization (SEO) tricks to make it easier for prospective clients to find you. You may want to invest in web development services and digital marketing professionals to help with this (if you don’t have experience in those areas.)
Or, if you’re not looking to build a website yet, engage with your audience on social media platforms like LinkedIn and Facebook groups. Replying to comments, participating in discussions, and leaving comments on relevant posts can get you noticed.
4. Network and build strong relationships
Networking is like the heart of a successful consulting business.
Try attending industry events, conferences, and webinars to find new business. Talking to your peers in your field can lead to people recommending you to others and opportunities to work together.
And don’t forget about online networking — it can open up opportunities worldwide.
5. Show off your wins
When you’re trying to win over potential clients, don’t be shy about showcasing your achievements. Share examples of your past work and successes with them.
You can do this through a portfolio or by posting on social media platforms like LinkedIn, Facebook, or Twitter. Tell them about the problem at hand, your strategy for solving it, and the results achieved.
When it comes to being credible, success stories are far more valuable than a list of qualifications or past responsibilities.
6. Look for marketplaces in your specific industry
Check out marketplaces or job boards that are focused on your particular industry, like Onsiter. These are the places where potential clients are actively searching for IT consultants with the expertise they need. It’s a great way to find clients who are specifically looking for the services you offer.
Conclusion
In the competitive world of independent consulting, getting more clients requires a smart approach. Start by figuring out your ideal clients as a business owner and focusing on them. Use happy customers and referrals to build trust. Be active online and network to reach more people. Show off your successes to attract potential clients. And don’t forget to check out industry-specific job boards for relevant opportunities.
