Lead Generation For Consultants
Companies desperately need qualified experts (like you!) to help them improve their business.
Consultants have expertise the company isn’t able to tap internally. And they’re able to view the company’s challenges through an impartial, 3rd party lens. This makes good consultants invaluable (not to mention very cost effective).
So you’d think that lead generation for consultants would be easy!
But that’s not always the case. Consulting leads only happen when you take a prospect-centric approach to communication. Here’s what that means.
Consulting Leads That Convert
Many consultants work using a problem → solution framework.
For example, they may ask, what’s a big challenge your business is facing?’ Or, ‘what’s your #1 goal for this year?” Then they set about creating effective solutions.
Consulting leads require an opposite approach. Instead of requesting a problem, suggest a tangible outcome.
For example, “I’ll show you a simple 6-step process that’s generated over $43m in revenue to date.”
Think of 5 companies where you’ve created incredible results. Who else needs those same outcomes?
Congratulations! You’ve just built your sales targeting list.
Now all you need to do is express them in a way that’s as appealing (and realistic) as possible.
How Do Consultants Generate Leads?
We start by building a list of companies where you can create the most value. Ideally, this will be in industries where you’ve previously achieved remarkable results.
Next, we’ll build a list of decision makers within each company. The role will vary depending on your offering, and the size of the company itself. Consultants usually look for senior HR or operational roles.
There are many ways to connect with your prospects.
The most common approach is to share a tangible outcome you can provide. And then ask whether there is interest on their part. A good b2b value proposition includes some information about how the outcome is accomplished. So we’ll include a few details.
If the benefit will have a significant impact on the prospect’s business, then they probably want some more information.
Another way consultants generate leads is to do an event. Typically this will be an online webinar. But in-person seminars and networking events can work, too.
Webinars and other events have a fantastic ROI. You are simultaneously helping the prospect improve in their job function. While engaging with them at a strategic level.
Best of all, the prospect learns about your solutions in an organic way. And it’s very natural to have follow up conversations to continue to add value.
What’s Included in Lead Generation For Consultants?
Our consultant lead generation package is ‘all inclusive.’ It includes complete database development, email delivery, and copywriting. From start to launch we’ll have your message in front of decision makers in just a few weeks.
Today we received a fantastic response from a prospective client. He described our messaging as “interesting and personal“. Then he added, “the proposition you’ve succinctly outlined for SMEs is spot on“. Very excited to get more interested sales leads in the weeks ahead.
Matthew Murray is the Managing Director of Sales Higher. He knows any company can THRIVE with enough qualified sales leads. So he’s spent the last decade helping companies meet engaged prospects and win new deals.