Learn the step-by-step process to launching or scaling your consulting business.
- Do deep research on your target audience.
- I’m sure you have a target audience in mind, but you’ll need to perform extensive research to make sure you fully understand who they are and how you can help them. This goes beyond a user persona — you’ll need to develop a deep understanding of their psychographics as well. I strongly suggest creating an Empathy Map. As per HubSpot, “Empathy maps visualize customer needs, condense customer data into a brief chat, and help you consider what customers want — not what you think they want.”
- When you do this research, it’s beneficial to focus on people who have already paid money to address the challenges or aspirations you help with. You want to take your cues from people who see the value in the services you offer. This is your audience, not just people who have a need for what you provide.
- If at all possible, you’ll want to get this information directly from these individuals through surveys and individuals. I understand this may not be an option for everyone, so I suggest performing social listening as well. As per Sprout Social: “Social listening refers to analyzing the conversations and trends happening not just around your brand, but around your industry as a whole, and using those insights to make better marketing decisions.”
- Just find the hashtags that make sense for your audience. Seekmetrics.com is a free tool that will help you discover popular hashtags based on the keywords you enter.
- Define their problems and develop a solution.
- Now that you have a better understanding of your audience, you can craft a solution that addresses their specific challenges or aspirations. This is where being an expert can actually hinder you. It’s vitally important to craft this solution from your audience’s perspective. Minor details that seem obvious to you may be a critical step on their journey. If you fail to mention it, they may not think you understand them or are capable of helping them.
- I see many consultants exhaust themselves trying to develop and reinforce a unique differentiator. Your audience doesn’t want unique, they want to be understood. Once you prove you understand their challenges, they’ll want to hear about your plan to solve them. That’s it.
- Packaging your solution in a concise and understandable way also makes it much easier to navigate sales or prospecting calls. You won’t say, “Um well, it kinda depends on, let’s see here…” You’ll simply say, “I have a process to address your situation. Now, I know every situation is unique, but this process is aligned with the outcomes you’re seeking. So long as we follow the process, we can be as creative as we’d like while still reaching the goals we’ve established.” From there, you can walk through your process and address their unique situation as you go along.