Steps to Take Before You Start a Consulting Business - Maarten leyts
If you want to start a consulting business,
it's best to start planning a year or two ahead if you can. Build
relationships with your current work environment with colleagues,
suppliers, competitors—anyone who will be a good contact for you when
you head out on your own. Below are six steps to take before starting a consulting business of your own.
Build up Your Rolodex
Use professional networking websites like LinkedIn to connect with others in your industry. It can be a great way to stay in touch with key people and seek introductions. The best rule is—if you meet—connect. You never know who you may want to reach out to later, and online tools make it easy to find people from many years prior.
Don't try to offer something to everyone. You will be a far more successful consultant by applying your expertise to a niche market that needs what you have to offer. In this way, you can tailor your services, so they add value to a specific group of people or businesses. Once you define what you do and who you do it for in a succinct way, you'll find it also makes it far easier for other people to refer your services.
These talking points should highlight the reasons you are different than other consultants in your field. The first thing you should talk about is the value you bring to your clients. How can you help them? What will they experience after using your services? What will they gain from you?
You will want to practice saying these points out loud and be sure to time yourself. Enlist family and friends to listen and offer constructive criticism so you can refine your message.
And remember, a good consultant spends more time listening than talking, so build questions into your presentation so you can spend plenty of time listening.
Build up Your Rolodex
Use professional networking websites like LinkedIn to connect with others in your industry. It can be a great way to stay in touch with key people and seek introductions. The best rule is—if you meet—connect. You never know who you may want to reach out to later, and online tools make it easy to find people from many years prior.
Find Your Niche
What service needs are missing in your industry? Where do people struggle the most? It is where your biggest opportunities can be found. List your strengths and areas of specialty. Who can benefit the most from this knowledge? It is your ideal client.Don't try to offer something to everyone. You will be a far more successful consultant by applying your expertise to a niche market that needs what you have to offer. In this way, you can tailor your services, so they add value to a specific group of people or businesses. Once you define what you do and who you do it for in a succinct way, you'll find it also makes it far easier for other people to refer your services.
Practice a Set of Talking Points
Think of talking points like 30 second sound bites; short, concise descriptions of what you do and how you do it. Getting these down is key to the success of your consulting business.These talking points should highlight the reasons you are different than other consultants in your field. The first thing you should talk about is the value you bring to your clients. How can you help them? What will they experience after using your services? What will they gain from you?
You will want to practice saying these points out loud and be sure to time yourself. Enlist family and friends to listen and offer constructive criticism so you can refine your message.
And remember, a good consultant spends more time listening than talking, so build questions into your presentation so you can spend plenty of time listening.
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