Here are three steps to successful small business consulting marketing. You probably won’t be surprised when you read them, but as with so much in life, it is not about knowing it is about doing. So if you are a small business consultant, or if you want to expand your coaching into that market: resolve, read on, and begin this very day to carry out this plan for success.

Step One – Be an Expert and Be Able to Prove It!

Consultants are not contractors who are hired on a temporary basis to do work that current client staff just doesn’t have time for. They also aren’t people who are hired to come in and do work because they have skills that the regular staff doesn’t, like implementing a website. These are contractors, too. Consultants are experts in an area who can analyze the client’s situation and give them advice, train them and coach them so the client can solve a problem or otherwise improve their situation.

Also realize that while small business owners are in need of a lot of what true consultants have to offer, they are generally skeptical of the value that consultants actually deliver. As a result, it is critical that the consultant grows their expertise, be able to demonstrate it, and also develop a track record of successful engagements and a following of raving fans. To get started, a consultant can to work gratis or at relatively low rates, with the understanding that if the client is satisfied, they will provide testimonials and referral leads for the consultant.

Step Two – Let the World Know

Once you begin to develop real expertise and a few successes in your area, the key to small business consulting marketing is letting the world know! I need to emphasize the importance of this. Without this step, you will die undiscovered. Also realize that this takes a lot of effort. First, identify the small businesses and their owners that can best take advantage of your consulting. Segment this group and identify a group most in need, open to paying for help, and how they can be contacted. Create a compelling presentation that addresses their greatest and most emotionally charged fears and aspirations. Then start writing blog posts and articles, and speaking to them at local professional events. Create a high content whitepapers and videos you can trade for their email addresses. Just remember that delivering real value is essential.

Step 3 – Stack the Deck for Your Small Business Consulting Marketing

As you begin to take on more and more clients, your small business consulting marketing must transition from talking to delivering. It is very important that each and every engagement be as successful as possible. Under promise and over deliver. Make certain that the scope is well defined and understood by all. Over communicate and avoid negative surprises. Remember that at this point the references that you develop are a lot more important than the money you make.

If you work very hard, do all these things and do them well, you will become a very successful small business consultant.

Give this strategy a try and see for yourself that it works. If you liked this coaching tip, leave a comment or use the handy bookmark buttons below to share it with others on Facebook, Twitter, Digg, etc. Thanks!

Dave Iuppa
JTS Advisors Strategy and Accountability Coach