Clever Counsel #25 - 5 Types of Consultants
When it comes to HOW consultants bring in new clients, I see the same patterns over and over.
Most seem to fit into one or more of these five categories:
1 / Needs guidance
These consultants want more clients but they don’t have great information about how to find them and convert them, or they're misguided about what actually works. They may be wasting a lot of time pursuing tactics that aren’t likely to pan out. They need detailed instructions, coaching, templates and tools. Once they find and absorb the information they need, they’re off to the races.
2 / Needs gumption
Some folks have the information, tools and resources - they know exactly what they need to do. But something internal is holding them back. It may be fear of the judgments of others, fear of failure, or fear of not being perfect. These folks need to do the deep work to build up their gumption, confidence and willingness to fail in public. (Easier said than done, I know)
3 / Needs consistency
A lot of consultants know exactly what they should be doing, and they have the confidence to go out there and do it… but they only take action intermittently. Maybe they only begin to think about business-building when they’re between clients. Maybe they’ll be gung-ho with their content campaign or their outreach for a few weeks, and then drop it completely for a month. These folks need to develop a firm system for consistency and accountability.
4 / Doing the most
A very scant few consultants are out there doing the most. They know the right tactics to build their pipelines, they have the confidence to execute them, and they follow a proven system and schedule to make it all happen. These power players typically scale up or scale down their efforts depending on what else is happening in their lives - but they're always building.
5 / Relies on network
Some people just wait on leads from their warm network. They don’t hustle, they just keep up with their existing network and allow the opportunities to roll in. This is a very special position. Sometimes it’s earned over the course of many years - the culmination of a career. Sometimes it’s rooted in privilege, or the belief that you shouldn’t have to deign to chase work. If you rely on your network and it’s working for you - that’s wonderful. If you rely on your network and no one seems to be calling - it might be time to reconsider your strategy.
Which kind are you? Has your approach changed through the years?
