Many of you may have contemplated the idea of becoming a consultant at one time or another. Before you quit your job and leap into the world of consulting, take some time to get Very Clear on the ideas mentioned in this post. I have been a business consultant since 2006, an online business consultant since 2008, and I’ve even worked in house to manage and totally redesign companies. I’ve learned a lot along the way. If you want to Be a Consultant – read on!
You Want to Be a Consultant – OK, What Kind of Consultant?
So you want to be a consultant, that is great. But, there are many different kinds of consultants. All of these types of consultants have a niche, and all of the niche based businesses have a particular outcome for their client.
Ask yourself this: What outcome do I want my client to have?
Think of the result that your consulting or coaching will give to another person or organization, and come up with a concrete answer.
For example, when I first started my business, I used my outcome as my slogan, “Have more time and more money to do what you love… guaranteed!”
Guarantee?
Why the guarantee? Because most people are untrusting. They have been over-advertised to, seen loads of marketing mumbo-jumbo, and have been around the block a couple times already. Having a guarantee helps your future clients to trust that they will reach this outcome, or at the very least not have wasted their money. If you aren’t ready to guarantee your services, try to outline what they will achieve, what results to expect, or at the very least, the outcome they will get from working together with you.
Competitive Analysis
Not sure where to start with your Prices?? Take some time to research similar industry standards, and come up with a competitive analysis that shows you the following:
- who your competition is
- what they are offering
- what they charge
- how they are advertising
By knowing these key factors, you are leaps ahead and on your way to starting your consulting practice sooner!
Services
Also, by seeing what services other people provide, you can add or subtract from that list to customize your own practice. For me, this was easier to think about what I wanted my clients to learn. Try to approach this as a list of items you want your clients to either improve upon, or skills that you want them to master. Then, write it down!! Make a Package for Your Services, and get paid before you begin.
Test Cases & Testimonials
Sure you might have industry experience, but has anyone written you a testimonial? People want to see that you have helped other people reach their goals, too. This might mean that you take on a couple of pro-bono clients at first, until you get your bearings. By having these ‘test-cases’ you can gather up experience and references. Check out My Testimonials Here.
This will also help you to define your ‘style’ and any systems that you want to put in place to ensure that you are prepared for your real paying clients once they arrive.
Paperwork
We live in a very litigious world and legal documents and paperwork is Crucial! Take the time to ready the following documents and it is most recommended to give them to a lawyer to review:
Client Contract: Identify roles and expectations for services, terms: length of services, payment, cancellation, and of course you will want to address how to handle confidential materials or information.
Non Disclosure Agreement: If you or your client will be discussing industry secrets or ‘tricks of the trade’, or any information that should be held in the strictest of confidence, an NDA is advised.
Non-Compete: If you feel that your material could be subject to reproduction, theft, or used by someone else in a way that jeopardises your business or market share, have the client sign a non-compete. For example, if I am a coach teaching another coach, I may want to think seriously about this person and if they are going to re-use my materials. Always best to have things on paper!
Client Commitments: This is not a legal form, but rather, one I like to use as a reference. I have a list of commitments that I expect my clients to uphold in order to maximize their personal and professional growth, and reach their goals faster. I use this document for any new clients, because I feel it gives them a firm understanding of my expectations, and what I expect from them as a client.
In addition, if a client is not producing, I can easily pull out this list and go through the items where they are slipping. It is much easier to have a difficult discussion by saying, “Do you feel like you are still staying committed to number five?” then it is to say “You haven’t done what I asked for repeatedly, and I am annoyed.” Also, if you decide to fire your client, it is easy to do based on the fact that they are not keeping their originally agreed commitments with you.
Payment
One item that I stand firmly on is that you should be paid up front for your services. If you are charging hourly, set a retainer, or monthly rate package, and expect to be paid up front.
I can go on and on about how many people in business get screwed over by billing post-services; but just believe me and save yourself the headaches by determining in advance how much you charge per month and bill accordingly. No pay, no service. Simple as that.
How to Get Clients
Of course once you have all this in place, it is time to go out and get yourself some warm blood!! Bringing in people can be done in a variety of ways, but most simply, it boils down to this:
- Marketing
Recommended: free Blog articles, free giveaways, free hour or consultation, table at events, good web content, you get where this is going… Read more here
- Networking
You need to know people and have people be clear on what it is you do and how you can help them with their problems. You get this one straight, and networking will be a breeze.
- Referrals
Link up with other professionals to recommend and to recommend you. This can be done on the internet through social media or sites, or in person by creating networks of complementary services. You want your colleagues to say, “I know just the girl / guy that can help you with that!” (And insert your name).
Dealing with Bad Clients
Have a not-so-nice client you are dealing with? Feel free to fire them. In the consulting world, what keeps you going is progress. If you feel you are stuck with a client where everything becomes an argument, or your next headache, recommend taking a break, or terminating your services completely.
I have had this happen only once, but in this case (and in my contract) I have an out that allows me to work an additional 30 days with the client to create an action plan for them. This helps me to feel that they have a plan, and that I have done my best.
Niche?
After consulting for awhile, you might really enjoy a particular part of your work, or a particular type of client. This is GOOD NEWS!! It means that you are refining yourself, who you are, and who you want your clients to be.
Here is what I have to say about niche-ing… If you decide to niche, you have to expand your reach. For example maybe I am in a small town, doing business consulting. If I want a particular niche, I need to expand my reach through online marketing and getting in front of larger audiences. This will help you keep your focus, and keep your clients.
YAY FOR CONSULTANTS!
I hope this has helped all of you that are considering becoming a consultant! I have found no greater joy than watching my clients experience success, push their personal boundaries, and achieve the lifestyle of their dreams.
Need Help?? Fill out my contact form, and I will be in touch!
