Is your marketing consultancy struggling to attract new clients? Are your accounts creating too much work for your to handle? These are all normal problems that any marketing consultancy will encounter as it grows and develops as a business.
Luckily, they’re easy problems to fix. From building a client acquisition system to outsourcing repetitive, time-consuming tasks, many of the difficulties of running a marketing consultancy can be overcome through smart management and strategy.
In this guide, you’ll learn five tactics that you can use to make your consultancy far more productive, profitable and efficient. You’ll also learn how you can increase the average amount of monthly revenue produced by each of your clients.
Ready to start? If you’re completely new to the world of marketing consulting, you’ll need to learn the basics before you start learning advanced tactics. Join our Become a Consultant in 5 Steps course to learn the basics of running your own consultancy.
Build a proven system for acquiring new clients
Even the most talented consultant will fail to attract new clients without a focus on growth. The first step in your marketing consultancy success plan should be putting together a proven system for acquiring profitable, dependable clients.
Like any other aspect of running a business, client acquisition can be systematized with ease. Look at your existing client base and ask yourself where and how you can find more people – or more companies – that match your ideal client profile.
There are hundreds of ways to acquire new clients for your consultancy. Online ad platforms like Google Adwords and Facebook Ads can be used to generate leads for you to follow up on. You can even cold call target clients to earn their business.
As a consultant, your goal should be to build a ‘base’ of five to ten clients that bring in enough revenue for your business – and your life – to run smoothly. Before you use any of the other tactics in this guide, focus on building this client base.
Don’t know where to start? Building a client acquisition system is tough, especially if you’re new to the consulting world. Use the strategies and techniques in our course, Get Tons of Ideal Clients Now, to find and acquire the clients you’ve always wanted.
After you’ve built your client base, the focus of your business should change from acquiring clients to retaining them. One of the most important aspects of keeping your clients onboard is understanding their goals, needs and objectives.
As a marketing consultant, your clients’ success is your success. The most effective your marketing strategies are for your clients, the more likely they are to keep on working with you – and in some cases, increase their monthly spending.
Before you start crafting a marketing strategy for each of your clients, carry out an in-depth interview with each of them so that you can better understand their major priorities and key marketing goals.
This interview doesn’t have to be complex – in fact, often a short online form is all it takes to better determine what your clients need help with. Using Google Forms, you can create a simple but effective client interview form in minutes.
Are you ready to interview your clients and learn more about their needs? Enroll in our course, How To Interview Your Customers and Get Valuable Feedback, to learn more about what to ask your clients to strengthen your business relationship.
Focus on the value each consulting client provides
Over time, every marketing consultancy reaches a point where growth is the biggest priority. As this point, you need to ask yourself a question: Is it better to fuel growth by acquiring more clients, or increasing the value of my existing client base?
While acquiring new clients is a great way to increase your revenue, it’s often easier to encourage your existing clients to spend more with you. This is especially true if your existing clients have experienced great results from your marketing services.
By monitoring your client accounts, you can easily determine the lifetime value of each of your clients. Perform a full audit of your client accounts to see which clients are spending the most and which clients fall below your average monthly spend.
From here, you can focus on growing your biggest accounts by providing additional services. Alternatively, you can reach out to your smallest clients to ask how you can help them grow their businesses and increase their involvement with you.
Persuading a client to increase their monthly spend is often just as difficult as your first sales experience. Learn how to present your ideas in a persuasive fashion with our Sales and Persuasion Skills for Startups and increase your sales success rate.
Where are you really spending your time? If you bill your clients on an hourly basis, you could be squandering huge amounts of billable time on repetitive, non-billable tasks like checking emails, adding data to spreadsheets or basic research.
The key to running an efficient marketing consultancy is outsourcing tasks that cost you time without providing a good return on investment. Using online outsourcing marketplaces, finding staff to handle repetitive, simple tasks couldn’t be easier.
From data entry to basic market research, a lot of the simpler aspects of marketing can be carried out by virtual assistants. Outsourcing simple tasks lets you focus on spending your time on more important tasks like growing your consultancy firm.
Have you never outsourced before? Learn the basics of outsourcing, including how to avoid common outsourcing scams and only hire qualified applicants, with Work Less to Live More Outsourcing.
Use Gmail and online other apps to stay organized
Do you struggle to stay productive? When you’re your own boss, keeping focused on the task at hand can be difficult. With YouTube and Facebook just a click away, it can be unbelievably difficult to spend your time on crucial, business-related tasks.
One of the best ways to stay productive in a distraction-filled digital environment is by using Gmail and other productivity tools to stay on top of your business. With the right approach, Google Apps can make you a productivity superhero.
Do you want to stop wasting time catching up on endless emails, watching YouTube videos or browsing Facebook? Join our Ultimate Gmail Productivity System course to learn how to conquer your inbox and become a digital productivity expert.
Learn more about becoming a marketing consultant
With 22% of all advertising dollars spent online, the marketing skills you possess are becoming more valuable every day. Learn more about operating a marketing consultancy in our blog post on Internet marketing consultant skills.