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Are your clients in the local area or in other areas away from where you are? Some questions to ask yourself: how do I market myself; who knows what I do; where do you get your exposure? What separates you from others? How clear are you on your message and knowing what value you bring a prospect?
You have to network to get people to know who you are and what you do. Once people get to know you, they are more likely to meet with you. Engage people in casual conversation first so you get to know them and they you. Worst thing in the world is to jump right into what you offer and it being all about you. Practice listening to what they say and you will hear whether there is opportunity for you so you can then schedule a meeting. Join like-minded people in groups. Post a blog, publish an article; be involved in LinkedIn, Facebook and Twitter, etc. Get really comfortable knowing where to find opportunity. Be known as the "go to person" for a specific area of expertise.
You have to network to get people to know who you are and what you do. Once people get to know you, they are more likely to meet with you. Engage people in casual conversation first so you get to know them and they you. Worst thing in the world is to jump right into what you offer and it being all about you. Practice listening to what they say and you will hear whether there is opportunity for you so you can then schedule a meeting. Join like-minded people in groups. Post a blog, publish an article; be involved in LinkedIn, Facebook and Twitter, etc. Get really comfortable knowing where to find opportunity. Be known as the "go to person" for a specific area of expertise.
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From a review of your website, it seems like you may be trying to communicate too much. This leaves prospective clients and even friends and family unable to communicate what exactly it is that you do.
On your website you talk about how you can help various types of customers: small businesses, manufacturers, etc. You also talk about how you can help with different types of problems (personnel, operations, project management, etc.) You may have experience in each of these areas, but experience alone doesn't get clients. It takes awareness first, but more importantly expertise! Let's dig into both of those.
Awareness: After looking at your website, I am unable to figure out it is what exactly it is that you do. If I can't remember what you do, then I can't refer potential clients to you. And I'm guessing that the same thing applies with the clients themselves. If they can't remember what you do, then you won't be top of mind when that issue comes up.
Expertise: Through Whinot, I have learned that clients don't want consultants. They want experts. They want people with deep expertise in an area. In my experience, generalists don't do the trick (not saying that this is a good thing).
So my recommendation is to narrow your focus to two or three (max) related areas of expertise. Focus your website and elevator pitch on those areas. Use these areas to get the initial meetings and projects with clients. Once you are "in" you can expand into the other areas from there.
On your website you talk about how you can help various types of customers: small businesses, manufacturers, etc. You also talk about how you can help with different types of problems (personnel, operations, project management, etc.) You may have experience in each of these areas, but experience alone doesn't get clients. It takes awareness first, but more importantly expertise! Let's dig into both of those.
Awareness: After looking at your website, I am unable to figure out it is what exactly it is that you do. If I can't remember what you do, then I can't refer potential clients to you. And I'm guessing that the same thing applies with the clients themselves. If they can't remember what you do, then you won't be top of mind when that issue comes up.
Expertise: Through Whinot, I have learned that clients don't want consultants. They want experts. They want people with deep expertise in an area. In my experience, generalists don't do the trick (not saying that this is a good thing).
So my recommendation is to narrow your focus to two or three (max) related areas of expertise. Focus your website and elevator pitch on those areas. Use these areas to get the initial meetings and projects with clients. Once you are "in" you can expand into the other areas from there.
Ravi Arora commented on 04 Feb 2012
Just had a 'first' look at the website. The good thing I like is you have your professional memberships on the home page. Now, when I scrolled on to the next few pages, I have to agree with Kyle; most 'Services and Resources' section lost the touch of attention of the reader.
My initial thoughts:
Get a new section of client case studies or your recent work showing the usefulness (gain & benefits achieved) of your services. At least have one or two recent work corresponds to your major memberships. Secondly,as I can see its been a while you have started this business, it also good to have your clientele and recommendations.
I hope this would be helpful!
Just had a 'first' look at the website. The good thing I like is you have your professional memberships on the home page. Now, when I scrolled on to the next few pages, I have to agree with Kyle; most 'Services and Resources' section lost the touch of attention of the reader.
My initial thoughts:
Get a new section of client case studies or your recent work showing the usefulness (gain & benefits achieved) of your services. At least have one or two recent work corresponds to your major memberships. Secondly,as I can see its been a while you have started this business, it also good to have your clientele and recommendations.
I hope this would be helpful!
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If your business can afford it you could hire a lead generation company that sets up meetings for you based on agreed criteria. This options requires that you do some upfront work such a clearly describing your target market and your value proposition to this third party for them to communicate.
Kyle Hawke commented on 03 Feb 2012
Janice, do you have any examples of these companies and what to look for when evaluating them?
Janice, do you have any examples of these companies and what to look for when evaluating them?
Most recent advice
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Janice Dacres-Jones advised 4 months ago
If your business can afford it you could hire a lead generat...
If your business can afford it you could hire a lead generat...
1
Barbara Perino, CPCC, ACC advised 4 months ago
Are your clients in the local area or in other areas away fr...
Are your clients in the local area or in other areas away fr...
p.s., I struggle with these same things in my personal consulting and with Whinot... I guarantee you are not alone.