Consultant, here’s something I didn’t do well in 2024 – and how I’m fixing it.
To me, it’s the most important word in business:
Predictability.
When you find something that works in your business, the next step is to make it predictable. But here’s the thing – I lost sight of this basic principle last year. I was so focused on experimenting with new ideas that I neglected to build predictability into my sales process like I used to before.
This year, I’m correcting that.
Here’s the question I’m starting with:
How many qualified sales conversations do I need per month to land the number of clients I want?
For me, the answer is tied to knowing where those conversations will come from. My plan? A mix of:
✅ Referrals from existing clients and connections
✅ Warm introductions through my network
✅ Cold outreach to targeted prospects
✅ Events where I can connect with my ideal clients
✅ Content that positions me as the go-to consultant in my space
I have a basic idea of how each of these channels converts for me, and this year, I’m doubling down on creating a consistent, repeatable process for each one.
How to Make Your Consulting Business Growth Predictable
If you’re looking to make your consulting business growth more predictable, here’s a simple plan to follow:
1️⃣ Set Your Targets: Start with your goal. How many clients do you want to land each month or quarter?
2️⃣ Work Backwards: Determine how many sales conversations you need to hit that goal. For example, if your close rate is 20% and you want 2 clients, you’ll need 10 qualified sales conversations.
3️⃣ Identify Your Channels: Choose 1-3 channels you’ll focus on to generate those conversations. Some options:
– Referrals and introductions
– Networking events or speaking engagements
– Cold outreach (emails, LinkedIn DMs)
– Content creation (videos, posts, white papers)
4️⃣ Track Conversion Rates: Measure how each channel performs. Which one consistently brings you the best leads?
5️⃣ Systematize: Once you see what works, create a routine around it. For example:
– Reach out to X people per week for referrals.
– Publish Y pieces of content each month.
– Attend Z events per quarter.
Predictability doesn’t come from guessing – it comes from doing the same things consistently, tracking conversions and improving them over time.
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: Dalle-3