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Ideas to Market Consulting

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ideas for marketing yourself as a consultant

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Ideas to Market Consulting

  1. 1. Marketing Consulting What Really Works?
  2. 2. Triumvirate <ul><li>Speaker </li></ul><ul><li>Author </li></ul><ul><li>Consultant </li></ul><ul><li>You need all 3. </li></ul>
  3. 3. Web Work <ul><li>Website </li></ul><ul><li>Blog (preferably on own domain) </li></ul><ul><li>Podcast </li></ul><ul><li>Articles </li></ul><ul><li>Comments </li></ul><ul><li>Cross-links </li></ul><ul><li>Newsletter </li></ul><ul><li>Email List </li></ul>
  4. 4. VALUE <ul><li>As Jeffrey Gitomer proclaims: </li></ul><ul><li>GIVE VALUE FIRST! </li></ul>
  5. 5. Give Value <ul><li>In my writing and my interacting with my marketplace, people have an idea of what I know and who I know. </li></ul><ul><li>Build Relationships. </li></ul><ul><li>Help Others First.* </li></ul><ul><li>Be known as a Problem Solver. </li></ul>
  6. 6. * Help Others First <ul><li>This was the whole premise of “The Secret” – The Universal Law. </li></ul><ul><li>You get what you give. </li></ul><ul><li>My mom said that if your sales are in a slump, write a check to charity and see how fast that changes. </li></ul><ul><li>Don’t Focus on the $$. </li></ul>
  7. 7. Why I Blog <ul><li>I blog for a trade journal to stay in front of one side of the Industry. </li></ul><ul><ul><li>It also contributes to my Personal Brand. </li></ul></ul><ul><li>I blog for a trade association to stay in front of potential customers. </li></ul><ul><ul><li>I am an active Committee member. </li></ul></ul><ul><li>I blog on my site for my clients. </li></ul><ul><ul><li>use Nourish to convert blog to weekly newsletter; use Feedburner too. </li></ul></ul>
  8. 8. Why I Blog <ul><li>To Stay </li></ul><ul><li>In Front </li></ul><ul><li>of My </li></ul><ul><li>Marketplace! </li></ul>
  9. 9. Blog for SEO <ul><li>Blogs are current content, which the search engines like. </li></ul><ul><ul><li>Blog at least monthly. </li></ul></ul><ul><li>Commenting on other blogs is like cross-linking. </li></ul><ul><ul><li>Adds to your network, too. </li></ul></ul><ul><li>I answer LinkedIn Questions. </li></ul><ul><li>I write letters to the Editor, too. </li></ul>
  10. 10. Be an Expert <ul><li>My Niche is small. </li></ul><ul><li>But in my Niche, </li></ul><ul><li>I am the Expert. </li></ul><ul><li>What are you an expert at? </li></ul><ul><li>(I hope it isn’t in watching TV) </li></ul>
  11. 11. Collateral <ul><li>White Papers </li></ul><ul><li>Case studies (niche oriented) </li></ul><ul><li>e-book </li></ul><ul><li>PowerPoint (slideshare) </li></ul><ul><li>Video </li></ul><ul><li>Tutorials </li></ul><ul><li>Webinar </li></ul><ul><li>Tele-seminars </li></ul><ul><li>Podcast </li></ul>
  12. 12. Networking <ul><li>Online like at LinkedIn </li></ul><ul><li>Offline like at the Chamber </li></ul><ul><li>2 Approaches: </li></ul><ul><li>Connect with Everyone (grab as many biz cards as you can). </li></ul><ul><li>Connect with select few who can lead to sale, contact, knowledge, or referral. </li></ul>
  13. 13. Have a Plan <ul><li>Know who you are targeting </li></ul><ul><li>and WHY! (USP) </li></ul><ul><li>How will you Target them? </li></ul><ul><li>What Action do you want the Target to take? </li></ul><ul><li>Follow Up … and follow through. </li></ul>
  14. 14. Goals <ul><li>Have a goal for every contact: </li></ul><ul><li>Networking event </li></ul><ul><li>Phone call </li></ul><ul><li>Meeting </li></ul><ul><li>What would be the desired outcome? </li></ul><ul><li>What outcome would you settle for? </li></ul>
  15. 15. Enrollment Process <ul><li>Do you have an Enrollment Process for your Consulting Prospects? </li></ul><ul><li>Do you have a set of questions to get to the Pain? </li></ul><ul><li>Sales is a process. </li></ul><ul><li>Enrolling Consulting Clients is a Sale. </li></ul>
  16. 16. Referrals <ul><li>Get a Referral or at least a </li></ul><ul><li>Testimonial. </li></ul><ul><li>Give a Referral to get one! </li></ul><ul><li>Help others get business. </li></ul><ul><li>Make a video Testimonial from your best customers in front of their logo. It’s a commercial for both of you. (Gitomer) </li></ul>
  17. 17. Key Words <ul><li>I picked a Niche that was small. </li></ul><ul><li>I blog and write around key words. </li></ul><ul><li>Very specific key words. </li></ul><ul><li>I tag everything with these key words. </li></ul><ul><li>People searching on these key words find me. </li></ul><ul><li>Flickr, YouTube, Blog, etc. – all tagged with key words. </li></ul>
  18. 18. Finally… <ul><li>Love What You Do! </li></ul>
  19. 19. Me <ul><li>Peter Radizeski </li></ul><ul><li>813.963.5884 </li></ul><ul><li>[email_address] </li></ul><ul><li>www.rad-info.net </li></ul><ul><li>www.sellecom.net </li></ul>

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