Now I don’t actually know that these are real “secrets” but when you look around at some of the dumb things that people call small business consulting marketing, you have to think that they are genuine secrets. What makes this whole thing more of a mystery is knowing that these apply to marketing for any kind of consultant, big or small, business or otherwise.

First, Don’t Expect to Get the Role without a Great Audition

If you have any right to call yourself a consultant, then you sure as hell better be a genuine expert. And if you are a genuine expert, you better have something impressive to say when you show up on the scene. Some questions that bring revelations are a good start. Some statements that cut through the fog, and bring palpable value to your prospective client. Then you should be quick and insightful enough to leave them gasping for more.

Second, Don’t Expect to Keep the Job without Making a Great Deal of Sense

And when we are talking small business consulting marketing, we are not looking for just common sense; we are looking for profound knowledge and so much more than common sense. Remember if you actually are a small business consultant, you are not “another body that we can rent but we don’t have the headcount to hire – sure wish we did!”Frankly a little of you should go a long way – great ideas and guidance on a plan that will take months to implement – with your guiding inputs along the way.

Third, Don’t Expect to Stay in Business without Making Great
References the Cornerstone of Your Small Business Consulting Marketing

If a choir of great references – a veritable throng of happy clients – is not the cornerstone of your small business consulting marketing and you have been in business for more than a couple of years, then you really need to ask yourself if you are in the right line of work. Please have the integrity to know if the answer is “NO” and, if it is, go get a job and do a few more years as a “small business consultant in training”. You future clients will thank you for it!

Dave Iuppa
JTS Advisors Strategy and Accountability Coach