Do you constantly find yourself in a frustrating ‘feast and famine’ cycle—busy one month then hunting for revenue the next? Well, you’re not alone. Month in, month out many management consulting firms just like yours go through the same tiresome process.
But, as new technologies emerge, so too do new growth opportunities. The way in which you generate new leads no longer has to be so inconsistent and unreliable.
In this blog we highlight 3 marketing strategies that will help you to meet your growth objectives, not just this time but every time.
1. Specialize according to the market
If you take a look at market research reports, you’ll notice that certain areas of consultancy services are growing.
Do the services your firm provides match any of these areas?
If the answer is no, you should consider updating your service portfolio with the skills and services that the market currently requires.
Failing to adapt to the changing needs of your clients is one of the fastest ways to ensure that your clients or prospects choose your competition over you the next time they’re in the market for a management consultant.
2. Implement a self-managing client attraction process
Self-selection: The act of educating oneself through online research with the aim of learning about a potential provider/service in order to eliminate those that don’t fit your criteria.
In this digital day and age, almost all of your prospects will use self-selection to filter out any service provider that doesn’t fit their own, predefined criteria.
This makes your online presence one of your most important assets. An asset which, when utilized correctly, becomes a self-managing client attraction tool.
What do I mean by this?
Well, by putting a process in place that means you’re ready to engage with anyone researching your firm, you’re never missing out on an opportunity to connect with the people who show an interest in your firm in the self-selection phase.
For example, here at JTN our 3-step client attraction process involves the following:
- Promoting quality content that will ATTRACT a specific target audience.
- An automated follow-up process, which RESPONDS with instant and ongoing personalized content, whenever a prospect indicates interest in our business.
- A pre-qualification process to help us CONVERT the leads that meet our criteria and have been pre-sold on our services.
This is a proven process that delivers results. We use it, not only for our own business, but for our clients’ businesses as well.
3. Build credibility
Building credibility is an essential aspect of marketing. Prospects are looking for EXPERTISE to help them solve a business problem, which means you need to convince them that your firm is an expert in its field.
High visibility of your brand increases credibility and customers will be more willing to retain your product/services. (Source: Huffpost)
There are many ways that you can demonstrate your experience and knowledge; publishing case studies, featuring testimonials on your marketing materials/website, writing articles/blogs, presenting papers and speaking at events will all help to boost your firm’s credibility.
A term you may have heard a lot in recent years is ‘thought leader’. All of the aforementioned activities will contribute towards positioning you as a thought leader in your industry, which is one of the highest forms of credibility you can achieve. Read our blog on thought leadership if you’d like to learn more about the value of these efforts.
The team and I here at JTN specialize in creating and implementing marketing strategies that focus on business growth.
We’re firm believers in utilizing the most up-to-date technologies so that you no longer have to GUESS where your next client is coming from. Instead you KNOW that (behind the scenes) your digital activity is engaging with anyone who shows an interest in your firm.
Which means… you can fall asleep at night safe in the knowledge that your next client is already pre-warming his or herself to you and your business offering.
If you’d like to chat about how we can deliver results for your firm, get in touch.
If you’d like to know a little more about our Self-Managing Client Attraction Process, download it here.