4 Tactics B2B Consultants Use to Fill Their Pipeline (Instead of Cold Email and Networking Events)

Thereโ€™s no shortage of marketing tactics to land new clients. But hereโ€™s what Iโ€™ve seen working really well lately. ๐Ÿ‘‡

๐Ÿ”ฅ ๐Ÿญ. ๐—ฅ๐—˜๐—™๐—˜๐—ฅ๐—ฅ๐—”๐—Ÿ๐—ฆ & ๐—ช๐—”๐—ฅ๐—  ๐—œ๐—ก๐—ง๐—ฅ๐—ข๐—ฆ: The oldest tactic in the book. Very successful consulting businesses have been built using this tactic and it still holds good today. Word of mouth is as powerful as ever. Tap into the networks of your former clients, current clients, peers, colleagues, referral-based clubs or other sources to land new conversations with serious decision-makers.

โญ ๐—ฃ๐—ฟ๐—ผ ๐˜๐—ถ๐—ฝ: Use Sales Navigator to find paths to your ideal clients via your referral network. To learn how, let me know below and Iโ€™ll send you detailed training.

๐Ÿ”ฅ ๐Ÿฎ. ๐—ง๐—›๐—ข๐—จ๐—š๐—›๐—ง-๐—ฃ๐—ฅ๐—ข๐—ฉ๐—ข๐—ž๐—œ๐—ก๐—š ๐—–๐—ข๐—ก๐—ง๐—˜๐—ก๐—ง: Content alone is simply table stakes. Everyone does it. What works is having a distinct point of view, taking on established industry norms and proposing new solutions that are relevant to your audience today. People who come knocking on your door as a result of your content (social posts, podcasts, newsletter, etc.) are the best leads you can get.

โญ ๐—ฃ๐—ฟ๐—ผ ๐˜๐—ถ๐—ฝ: Focus on teaching, consulting frameworks, mindset and social proof to get the biggest bang for your buck when it comes to content. For more training on this, drop a comment below and Iโ€™ll send it to you.

๐Ÿ”ฅ ๐Ÿฏ. ๐—–๐—ข๐— ๐— ๐—จ๐—ก๐—œ๐—ง๐—ฌ-๐—•๐—จ๐—œ๐—Ÿ๐——๐—œ๐—ก๐—š: Content will have your audience to stop and pay attention, but the community will have them coming back to you. The quality of your sales opportunities are directly proportional to how helpful you are and the trust you build with your community.

โญ ๐—ฃ๐—ฟ๐—ผ ๐˜๐—ถ๐—ฝ: In the early days, communities are built one person at a time. Donโ€™t hesitate to reach out to people in your network and invite them personally to join your group or community.

Interested in learning how to build a community for your B2B consulting business? Let me know below – if thereโ€™s enough interest Iโ€™ll put together a new training.

๐Ÿ”ฅ ๐Ÿฐ. ๐—ฆ๐—›๐—ข๐—ฅ๐—ง-๐—™๐—ข๐—ฅ๐— ๐—”๐—ง ๐—Ÿ๐—˜๐—”๐—ฅ๐—ก๐—œ๐—ก๐—š ๐—˜๐—ฉ๐—˜๐—ก๐—ง๐—ฆ: Short workshops or 2 or 3-day events with a focused outcome are great to bring a group of executives together for learning and bonding. In the process, you get to deliver a result so they get a taste of what you can do for their organizations. Itโ€™s a great way to position yourself for bigger engagements.

โญ ๐—ฃ๐—ฟ๐—ผ ๐˜๐—ถ๐—ฝ: Design your events so they become the first part of a larger transformation. You can then pick up the conversation with interested participants on taking the next steps to complete the transformation.

Interested in learning how to create short events for your B2B consulting business? Let me know below – if thereโ€™s enough interest Iโ€™ll put together a new training.


Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.

Image credit: openai Dall-e