Erin Halper, CEO of The Upside

1. Only speak at events where decision-makers in your exact target audience are attending. 2. Prepare your LinkedIn profile so that it's tailored to your audience and clearly communicates your expertise and positioning. 3. Have your LinkedIn QR code as your locked screen wallpaper so that it's ready for people to easily scan at the event. 4. When speaking in front of an audience, don't be afraid to weave in phrases like, "When I work with clients, I see...." to remind folks what you do for a living, without overtly promoting yourself (which can be off-putting). 5. Follow up with everyone you meet, ideally via LinkedIn vs. email. This way, they will see your headline and profile, both excellent marketing tools for your services.

There is a magical section in the proposal that delights clients and ensures that you are perfectly fitting their needs: "What's Considered a Success" In this section, list the results--in their words--that the client is looking to achieve. These can be quantitative, like "2x revenue in 12 months" as well as qualitative, like "Position company to be qualified for the Inc. 5000 list." During the discovery process, make notes along the way of what the client says they're looking to achieve so that you are equipped to weave in their own words into this magical section.

Delighting your clients within the first month of engagement is so overlooked, hardly any consultants think about it. Yet, it's the most effective way to build trust with new clients. Here's how to make a strong first impression: 1. Plan to deliver something tangible within the first month. 2. Respond swiftly to their emails within your agreed-upon boundaries and during normal business hours. 3. Follow up daily until you get what you need to move forward with the project. 4. Be as available and flexible as you can for meetings within the first month to help build trust between you and your clients. 5. Create an agenda or onboarding plan and share with the client. Show them that you know how to set up the engagement for success.

1. Plan as Best as You Can Do your research and know what you’re offering clients before putting yourself out there. This will help you start off strong, minimize mistakes and maximize resilience. 2. Prepare to be Flexible As the economy shifts, so will your consultancy. As your personal goals change, so will your business. Expect constant evolution and keep your eyes open for signs it’s time to shift gears. 3. Expect Highs and Lows You get into this business for flexibility, autonomy and new sense of purpose. But if you know from the start with 100% certainty that there will be wins and losses, excitement and also letdowns, you’ll be better prepared to handle them when they happen. And, my fellow consultants, they WILL happen.

Clients only work with consultants they trust. To stand out and build trust, tap into what impresses clients, such as: - Your pedigree, including past companies and education that support your expertise - Books or white papers you've written - Podcasts you host - Articles/podcasts that featured you as an expert - Awards you've won Next, craft your story. Why did you get into this space? When was the seed planted? What type of impact are you hoping to make with your consultancy? Why do you do what you do? Finally, weave these two building blocks into your LinkedIn profile, your website and any other touchpoint that clients may see. This approach will build that initial trust you need to open more doors and close bigger deals.

Know that no matter what a client tells you they need (newsletters, for example), they really want customer conversion and revenue growth through better content. Therefore, it's your job in the discovery stage to uncover what that's worth to the client. For example, if a client needs you for newsletters, ask: "Why is this important right now? What do you hope to gain by improving your newsletters?" This steers the client towards the VALUE you're providing vs. hours. Once the client reveals the dollar value of the deliverable, the door opens for value-based pricing. For example, if the client said they hope to grow revenue by $500,000 through better content, start at 10% (or $50,000) for the project. Then, deliver amazing work!