Table of Contents
Preface xiii
Stories of Starting Out xv
What Are Your Goals? xvii
What to Expect In This Book xviii
How to Get the Most Out of This Experience xix
Introduction Is Consulting Right for You? xxi
Why Do You Want to Do This? xxii
Are You Truly an Expert? xxii
Do You Have Enough Grit to Push Through Challenging Times? xxiii
Do You Have a Support System in Place? xxiv
Do You Truly Enjoy Helping People? xxiv
Can You Effectively Pitch and Sell Your Services? xxv
Can You Leverage Technology and Learn New Skills? xxvi
Have You Considered Your Self-Care Routine? xxvii
Chapter 1 Understanding Your Audience and the Problems You'll Solve 1
Determining What You Do and Who You Do It For 2
Determining Your Zone of Genius 4
Defining Your Target Audience 5
Determining Your Target Audience 6
Use an Empathy Map 8
Build the Empathy Map 10
Attend Workshops Related to Your Area of Expertise 11
Attend Meetups Aligned with Your Target Audience 11
Attend Relevant Conferences and Events That Charge a Fee 12
Perform Social Listening on Reddit and Similar Channels 13
Interview People Who Are in Your Target Audience 15
Determining the Problems You'll Solve 16
Why This Is Important 17
Action Items 19
Chapter 2 Business Models, Pricing, and Goal Setting 21
Choose a Business Model 22
Time-Based Model 22
Project-Based Model 23
Retainer-Based Model 24
Results-Based Model 25
Consulting Firm Model 26
Subcontractor Model 26
Determining Your Pricing 27
Look at the Competitive Landscape 30
Ask People Who Have Hired Similar Consultants 31
Ask Competitors or Individuals Who Offer a Similar Service 31
Ask Potential Prospects 31
Finalizing Your Price 32
Setting Your Goals 34
Why This Is Important 35
Action Items 36
Chapter 3 Setting Up Your Consulting Service 37
Name Your Business 38
Secure Your Name 39
Apply for Appropriate Licenses 40
Create Your Legal Business Structure 40
Determine Your Work Environment 42
Working from Home 42
Joining a Coworking Space 44
Why This Is Important 46
Action Items 46
Chapter 4 Tools of the Trade 47
Customer Relationship Management (CRM) System 48
Project Management 50
Appointment Scheduling 51
Video Conferencing 54
Email Service Provider 55
Why This Is Important 56
Action Items 56
Chapter 5 Establishing Your Credibility 57
Credentials and Certifications 59
Local Business Organizations 60
Industry-Specific Organizations 61
Online Groups 62
Conferences and Industry Events 63
Why This Is Important 63
Action Items 64
Chapter 6 Positioning and Packages 65
Your Positioning Statement 66
Process and Packaging 69
Why This Is Important 74
Action Items 74
Chapter 7 Launching Your Website and Social Channels 77
Create Your Website 78
The Homepage 79
Your About Page 83
Services Page 84
Contact Page 86
Blog 86
Additional Thoughts on Your Website 88
Launching Social Channels 88
Setting Up Your Accounts 91
Posting Content 91
Using Direct Messaging 92
Don't Talk About Yourself 92
Give a Genuine Compliment 93
Ask a Genuine Question 93
LinkedIn 94
Twitter 95
Instagram 96
Facebook 98
Additional Thoughts on Social Channels 99
Why This Is Important 99
Action Items 100
Chapter 8 Activating and Growing Your Network 101
The Reintroduction Letter 104
Action items 107
Chapter 9 Getting in Front of Your Target Audience (Passive Prospecting) 109
Signature Speaking Topics 110
Local Places to Speak 111
Coworking Spaces 111
Chambers of Commerce 113
Speaking at Meetups 113
Local Colleges or Other Educational Institutions 114
Local Conferences 116
Best Practices for Presentations 116
Why This Is Important 120
Action Items 120
Chapter 10 Sales and Marketing 121
Video Content 123
YouTube 123
LinkedIn 124
Explainer Videos 125
Free Webinars 125
Appearing on Podcasts 128
Identify the Podcasts You Want to Be On 128
Listen to the Podcast 129
Say Something Impactful 129
Follow the Host on Social Media and Reach Out 129
Email Marketing 131
Personalized Emails 131
The Outreach 132
Your Newsletter 134
Know When to Send, and How Often 136
Cold Calling 137
Snail Mail 138
Why This Is Important 138
Action Items 138
Chapter 11 Pitching and Proposals 141
Pitching 142
Question 1 What's Going On, and How Is It Affecting Your Life? 143
Question 2 What Have You Already Tried to Address This Problem? 145
Question 3 What Are Some Approaches or Resources You Haven't Explored? 146
Question 4 What Would Need to Happen for You to Feel Good About Our Results? 146
Question 5 Would You Like My Help? 147
Proposals 148
Next Steps 150
Why This Is Important 151
Action Items 151
Chapter 12 Your First Clients and Commitment to Excellence 153
Onboarding 154
Developing a Road Map 155
Tracking Progress 155
Seek Ongoing Feedback 156
Setting Boundaries 157
Maintain a Commitment to Excellence 158
Why This Is Important 160
Action Items 160
Chapter 13 Scaling Success and Managing Employees 161
Remember: Focus on Your Zone of Genius 162
Hiring a Virtual Assistant 163
Leveraging Your VA 164
Getting Links to Your Website 165
Working with Freelancers 166
Hiring a Full-Time Employee 166
Why This Is Important 167
Action Items 168
Chapter 14 Additional Revenue Streams 169
Group Coaching 170
Weekly Team Meetings 171
Online Courses 172
Launch Your Course 173
Paid Speaking Gigs 176
Be Specific 177
Start Researching Opportunities 177
Contact Event Coordinators 177
Seal the Deal 179
Affiliate Marketing 179
You Find a Product You Like 180
Referrals 181
Why This Is Important 183
Action Items 183
Chapter 15 The Game Within the Game 185
Get in the Zone 186
Be Patient and Strategic 187
Positive Self-Talk 187
About the Author 189
Acknowledgments 190
Index 191
