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BuzzSumo Experts Series With John Jantsch

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How to Scale Your Consulting Practice Without Adding Overhead

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BuzzSumo Experts Series With John Jantsch

  1. 1. How to Scale Your Consulting Practice Without Adding Overhead
  2. 2. Partnering with Duct Tape Marketing
  3. 3. 3 benefits of today’s approach
  4. 4. Increase size and scope of engagements
  5. 5. Move to consistent retainer billing
  6. 6. Dramatically improve client retention
  7. 7. 7 Steps to Scale Your Consulting Practice Without Adding Overhead
  8. 8. 1. Unique point of view
  9. 9. Marketing is a system
  10. 10. • Change the context of how the world views what you offer (your industry) • Make the competition irrelevant (incomparable) Two primary objectives
  11. 11. OurFoundation
  12. 12. 2. Repeatable product & process
  13. 13. Sell them what they want
  14. 14. What they want, but . . .
  15. 15. If you don’t get invited to the dance you can’t sell them what they need.
  16. 16. 3. Consistent methodology
  17. 17. What you do and How you do it
  18. 18. Smarter, faster, more expensive
  19. 19. 4. Lead generation flow
  20. 20. Epic Content SEO Referrals Social Sharing Advertising SpeakingEmail Sales PR Partners
  21. 21. Content becomes an asset over time
  22. 22. Total Content System • Monthly Themes • Content Delivery Platform • Editorial Calendar
  23. 23. Sample theme list • Jan – Referral Marketing • Feb – Coaching and Consulting • Mar – Sales and Lead and Conversion • Apr – Online Integration • May – Writing • Jun – Strategic Partners • Jul – Customer Experience • Aug – Content Marketing • Sep – High Tech, High Touch • Oct – Growth Strategies • Nov – Analytics and Conversion • Dec – Personal Growth
  24. 24. Content upgrades are the new free
  25. 25. 5. Paid lead conversion
  26. 26. Most consulting firms go from surviving to thriving with the acquisition of 6-8 more clients. So, in fact, what you need is a Client generation system
  27. 27. What if your #1 goal was to generate a set number of appointments each week rather than collect a set number of emails?
  28. 28. Let’s do some math If you had a goal of - $250,000 in revenue in 12 months and you sold a $500 or $3000 or $5000 per month engagement – how many clients would you need? $500 $3000 $5000 X 42 clients X 7 clients X 4 clients X 12 months X 12 month X 12 months
  29. 29. Qualify optins with research
  30. 30. Set consulting appointment
  31. 31. Deliver value and plan
  32. 32. Benefits of Paid Conversion • Mentality of investing in marketing • Research that needs to be done • Tailor the proposal to reality
  33. 33. Does this alter your view of lead generation and conversion for your practice?
  34. 34. 6. Partner network
  35. 35. 1. Strategic 2. Implementation 3. Co-marketing
  36. 36. Client Consultant Project Manager Contract Signed Discovery & Intake Initial Researc h Strat. & Content Website Setup Local Setup Social Setup Email Setup Reporting Setup & Delivery Status Meeting Client Meeting Keyword Researc h and Themes Producer model
  37. 37. 7. Documented processes
  38. 38. Hate Can’t Shouldn’t
  39. 39. 1. Generate leads 2. Convert leads 3. Fulfill your services
  40. 40. 1 Page Quarterly Action Plan
  41. 41. 3 Quarterly Focus Priorities • Measure of success • Action Steps/Tasks • Who • When
  42. 42. And you get your life back!
  43. 43. 3 Questions! Signed copy of Duct Tape Marketing
  44. 44. Partnering with Duct Tape Marketing
  45. 45. ducttape.me/nooverhead Free Webinar Learn about the Benefits of Partnering with Duct Tape Marketing

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