Coaches & consultants
Marketing for Consultants: How to Get Clients Without Chasing
By Daniel Pope, founder of Be Known - helping businesses market since 2018
Short answer
Marketing for consultants comes down to three things: a clear position (who you help and with what), a signature offer with a defined outcome, and a steady way to start conversations. Most consultants struggle because they sell their time and skills instead of a specific result for a specific buyer.
Positioning in one sentence
Use: 'I help [specific buyer] achieve [specific result] without [main frustration].' If you can't fill it in, every other marketing step will feel hard.
Build a signature offer
- A named outcome, not a list of hours.
- Clear stages and deliverables.
- A fixed price or price range.
- A guarantee or risk-reducer you can honestly stand behind.
Start conversations every week
- 5-10 personal messages to past clients and contacts.
- One useful post or article answering a buyer question.
- One partner or podcast conversation per month.
Run better sales calls
Spend most of the call on their situation and goals. Summarise their problem back to them before you present anything. Then present your offer as the path from where they are to where they want to be.
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See plansQuestions & answers
How do consultants get their first clients?
Usually from people who already know their work: former colleagues, employers and clients. Tell them exactly who you now help.
Should consultants charge hourly?
Fixed-price or value-based offers are easier to sell and scale. Hourly pricing caps income and makes buyers focus on time instead of results.