Start Your Own Consulting Business , livre ebook

START YOUR OWN
CONSULTING BUSINESS
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Fifth Edition
YOUR STEP-BY-STEP GUIDE TO SUCCESS
The Staff of Entrepreneur Media, Inc. Terry Rice
Entrepreneur Press
Publisher: Entrepreneur Press
Cover Design: Andrew Welyczko
Production and Composition: Eliot House Productions
2021 by Entrepreneur Media, Inc.
All rights reserved.
Reproduction or translation of any part of this work beyond that permitted by Section 107 or 108 of the 1976 United States Copyright Act without permission of the copyright owner is unlawful. Requests for permission or further information should be addressed Entrepreneur Media Inc. Attn: Legal Department, 18061 Fitch, Irvine, CA 92614.
This publication is designed to provide accurate and authoritative information in regard to the subject matter covered. It is sold with the understanding that the publisher is not engaged in rendering legal, accounting, or other professional services. If legal advice or other expert assistance is required, the services of a competent professional person should be sought.
Entrepreneur Press is a registered trademark of Entrepreneur Media, Inc.
ISBN 978-1-61308-422-9 (ebook)
Contents
Preface
Stories of Starting Out
What Are Your Goals?
What to Expect In This Book
How to Get the Most Out of This Experience
Introduction
Is Consulting Right for You?
Why Do You Want to Do This?
Are You Truly an Expert?
Do You Have Enough Grit to Push Through Challenging Times?
Do You Have a Support System in Place?
Do You Truly Enjoy Helping People?
Can You Effectively Pitch and Sell Your Services?
Can You Leverage Technology and Learn New Skills?
Have You Considered Your Self-Care Routine?
Chapter 1
Understanding Your Audience and the Problems You ll Solve
Determining What You Do and Who You Do It For
Determining Your Zone of Genius
Defining Your Target Audience
Determining Your Target Audience
Use an Empathy Map
Build the Empathy Map
Attend Workshops Related to Your Area of Expertise
Attend Meetups Aligned with Your Target Audience
Attend Relevant Conferences and Events That Charge a Fee
Perform Social Listening on Reddit and Similar Channels
Interview People Who Are in Your Target Audience
Determining the Problems You ll Solve
Why This Is Important
Action Items
Chapter 2
Business Models, Pricing, and Goal Setting
Choose a Business Model
Time-Based Model
Project-Based Model
Retainer-Based Model
Results-Based Model
Consulting Firm Model
Subcontractor Model
Determining Your Pricing
Look at the Competitive Landscape
Ask People Who Have Hired Similar Consultants
Ask Competitors or Individuals Who Offer a Similar Service
Ask Potential Prospects
Finalizing Your Price
Setting Your Goals
Why This Is Important
Action Items
Chapter 3
Setting Up Your Consulting Service
Name Your Business
Secure Your Name
Apply for Appropriate Licenses
Create Your Legal Business Structure
Determine Your Work Environment
Working from Home
Joining a Coworking Space
Why This Is Important
Action Items
Chapter 4
Tools of the Trade
Customer Relationship Management (CRM) System
Project Management
Appointment Scheduling
Video Conferencing
Email Service Provider
Why This Is Important
Action Items
Chapter 5
Establishing Your Credibility
Credentials and Certifications
Local Business Organizations
Industry-Specific Organizations
Online Groups
Conferences and Industry Events
Why This Is Important
Action Items
Chapter 6
Positioning and Packages
Your Positioning Statement
Process and Packaging
Why This Is Important
Action Items
Chapter 7
Launching Your Website and Social Channels
Create Your Website
The Homepage
Your About Page
Services Page
Contact Page
Blog
Additional Thoughts on Your Website
Launching Social Channels
Setting Up Your Accounts
Posting Content
Using Direct Messaging
Don t Talk About Yourself
Give a Genuine Compliment
Ask a Genuine Question
LinkedIn
Twitter
Instagram
Facebook
Additional Thoughts on Social Channels
Why This Is Important
Action Items
Chapter 8
Activating and Growing Your Network
The Reintroduction Letter
Action Items
Chapter 9
Getting in Front of Your Target Audience (Passive Prospecting)
Signature Speaking Topics
Local Places to Speak
Coworking Spaces
Chambers of Commerce
Speaking at Meetups
Local Colleges or Other Educational Institutions
Local Conferences
Best Practices for Presentations
Why This Is Important
Action Items
Chapter 10
Sales and Marketing
Video Content
YouTube
LinkedIn
Explainer Videos
Free Webinars
Appearing on Podcasts
Identify the Podcasts You Want to Be On
Listen to the Podcast
Say Something Impactful
Follow the Host on Social Media and Reach Out
Email Marketing
Personalized Emails
The Outreach
Your Newsletter
Know When to Send, and How Often
Cold Calling
Snail Mail
Why This Is Important
Action Items
Chapter 11
Pitching and Proposals
Pitching
Question 1: What s Going On, and How Is It Affecting Your Life?
Question 2: What Have You Already Tried to Address This Problem?
Question 3: What Are Some Approaches or Resources You Haven t Explored?
Question 4: What Would Need to Happen for You to Feel Good About Our Results?
Question 5: Would You Like My Help?
Proposals
Next Steps
Why This Is Important
Action Items
Chapter 12
Your First Clients and Commitment to Excellence
Onboarding
Developing a Road Map
Tracking Progress
Seek Ongoing Feedback
Setting Boundaries
Maintain a Commitment to Excellence
Why This Is Important
Action Items
Chapter 13
Scaling Success and Managing Employees
Remember: Focus on Your Zone of Genius
Hiring a Virtual Assistant
Leveraging Your VA
Getting Links to Your Website
Working with Freelancers
Hiring a Full-Time Employee
Why This Is Important
Action Items
Chapter 14
Additional Revenue Streams
Group Coaching
Weekly Team Meetings
Online Courses
Launch Your Course
Paid Speaking Gigs
Be Specific
Start Researching Opportunities
Contact Event Coordinators
Seal the Deal
Affiliate Marketing
You Find a Product You Like
Referrals
Why This Is Important
Action Items
Chapter 15
The Game Within the Game
Get in the Zone
Be Patient and Strategic
Positive Self-Talk
About the Author
Acknowledgments
Index
Preface
B eing a consultant is in your bones. Why? Because you already have something I can t teach you in this book. You have knowledge that people are waiting for you to share, ambition to get that process started, and the opportunity to live life on your own terms while still being able to support yourself. In fact, everything you need to be successful-however you define it-is already within y