Tips to Attract Consulting Clients

Struggling with cold intros that don't convert?  My client was too, and it made her lose heart. She could get referrals, but thought she couldn't close because she disliked selling herself. Most advice focuses on perfecting the offer. Wrong place to start. You don't need the best offer to close. I've sold $50M deals at Fortune 100s,  and netted $100K in 100 days solo. These are the 11 common mistakes I learned kill referrals, and the fixes that get closes: ❌Talking data only and overloading the audience ✅Be curious. Ask questions. Let them tell you what they need. 💬”What prompted you to want to meet today?” The goal is 40-60% buyer talk-time. ❌Pitching features instead of belief ✅Check their belief in you as the solution they need. 💬”What do you think delivers the biggest unlock for you?” Winning discussions have 28% more buyer questions. ❌Positioning as a general problem solver ✅Be the 32MM drill bit for the 32MM hole they need. 💬”Here is how and where I have solved this before.” Specialists are 2.9X more likely to command $10 K-plus project fees. ❌Skipping urgency ✅Show a loss-or-gain case. 💬”Would you burn another $160K trying to figure this out on your own.” An urgency cue lifts revenue 27% in studies. ❌Not establishing a decision expectation ✅Be clear about your direction. It is fair to set the agenda. 💬”I will ask for a decision by the end of this call.” Calls with a clear expectation have a 70% higher close rate. ❌Believing what you do is easy ✅Own your expertise was hard won and unique. 💬”I delivered X by doing Y for this client.” Generic social proof drops win rates 22%. ❌Expecting your experience is sufficient ✅Show leverage, talk method. Method > Experience. 💬”I used my 5 step framework to get the same outcomes at 20 clients.” 78% of clients pay a premium when they perceive exceptional, niche expertise. ❌Not demonstrating your impact ✅Quantify and connect outcomes to their needs. 💬”The result of this was a 20% increase in X.” Value-based pricing raises revenue up to 25% over hourly billing. ❌Focusing on your objectives, not theirs ✅First, demonstrate value, then explore mutual fit. 💬”Given your problem, here is how you accelerate. This is my method.” Buyers talk 28% more in calls that close. ❌Coming across as desperate ✅You choose whether you make an offer. 💬”I'm really excited for this opportunity," not "I really need to close to pay my kid’s tuition.” Discounting too early correlates with a 27% drop in win rates. ❌Treating an ask as dirty ✅Believe in yourself and your offer. 💬”If I feel we are a fit, I will tell how I work and ask for a decision at the end of this call.” Fastest sales cycles spend 53% more time clarifying next steps in the first two calls. My client made these easy fixes. Her close rate increased by 50%. Her confidence in herself? Up 100%. Try these easy fixes in your next call. Watch your close rate soar. Which do you believe will make the biggest difference?

The best clients don't go to the smartest lawyers. They go to the smartest lawyers who know this... How to best express their service and in-depth understanding of their clients needs.  I've helped hundreds of lawyers grow their practices. After a decade+ of doing this I know it turns on who shows up, clearly communicating what sets them apart. Here are a few proven ways to generate high-quality content, and practical tips to attract prospective clients: 𝟭 / 𝙎𝙝𝙖𝙧𝙚 𝙎𝙪𝙘𝙘𝙚𝙨𝙨 𝙎𝙩𝙤𝙧𝙞𝙚𝙨 • Highlight real cases where you've helped clients achieve favorable outcomes. Emphasize the challenges faced and how you overcame them. • Use client testimonials to add credibility and show real-world impact. 𝟮 / 𝙀𝙙𝙪𝙘𝙖𝙩𝙚 𝙔𝙤𝙪𝙧 𝘼𝙪𝙙𝙞𝙚𝙣𝙘𝙚 • Write about common legal issues and how to navigate them. • Offer practical advice that potential clients can use immediately. 𝟯 / 𝙎𝙩𝙖𝙮 𝘾𝙤𝙣𝙨𝙞𝙨𝙩𝙚𝙣𝙩 • Post regularly to keep your audience engaged and informed. • Develop a content calendar to ensure a steady stream of valuable information. 𝟰 / 𝙁𝙤𝙘𝙪𝙨 𝙤𝙣 𝙔𝙤𝙪𝙧 𝙉𝙞𝙘𝙝𝙚 • Tailor your content to the specific area of law you specialize in. • Address the unique concerns and needs of your target audience. 𝟱 / 𝙐𝙨𝙚 𝙑𝙞𝙨𝙪𝙖𝙡𝙨 • Incorporate infographics, charts, and videos to make your content more engaging. • Visual content is easier to digest and share, increasing your reach. 𝟲 / 𝙇𝙚𝙫𝙚𝙧𝙖𝙜𝙚 𝙇𝙞𝙣𝙠𝙚𝙙𝙄𝙣 • Share your content on LinkedIn to reach a professional audience. • Engage with your network by commenting on and sharing relevant posts. 𝟳 / 𝙊𝙥𝙩𝙞𝙢𝙞𝙯𝙚 𝙛𝙤𝙧 𝙎𝙀𝙊 • Use keywords that your prospective clients are likely to search for. • Ensure your content is easily discoverable by search engines. 𝟴 / 𝘾𝙤𝙡𝙡𝙖𝙗𝙤𝙧𝙖𝙩𝙚 𝙬𝙞𝙩𝙝 𝙊𝙩𝙝𝙚𝙧𝙨 • Partner with other professionals to co-create content. • Guest blog on reputable sites to expand your reach and credibility. 𝟵 / 𝙈𝙚𝙖𝙨𝙪𝙧𝙚 𝙖𝙣𝙙 𝘼𝙙𝙟𝙪𝙨𝙩 • Track the performance of your content to see what resonates. • Use analytics to refine your strategy and improve future posts. 𝟭𝟬 / 𝘽𝙚 𝘼𝙪𝙩𝙝𝙚𝙣𝙩𝙞𝙘 • Show your personality and passion for the law. • Authentic content builds trust and attracts clients who value your expertise. Make 2025 the year you build meaningful relationships and attract high-quality clients! P.S. Love to hear, what is one thing you are changing, updating, or refining around your business building for 2025?

I'm seeing a lot of green "open to work" profiles popping up the last 6 weeks...and I want to help. In the past I've followed these steps to secure consulting clients on LinkedIn. I've modified to help in your career search: Step 1- ID top 20 companies you'd like to work with and fit your strengths and scan open roles Step 2- ID 10 people in each company via LI (HR, C Suite, Department Head, Peers) Step 3- Follow / connect / support Step 4- Be an expert- Study / consume information from earnings reports, press releases, background bios, anything you can get your hands on. Step 5- Contribute on social posts in an authentic way....not just commenting "great post" or simply liking.  Note- Absorb posts and leave your POV in comments to increase your exposure and background, create a voice of authority. Step 6- ID opportunity for you to provide your expertise when needed (marketing concept, a strategic partnership, a new sales channel, etc...). Step 7- FREE CONSULTING- develop your opportunity into a one page overview for the company to review. Note- Document should contain the opportunity you see, clear solution, your expertise with solution if possible and the outcome you've experienced or anticipate. Step 8- Send your document to members of the team with a simple message "Hi ____, was thinking of (insert company)'s recent (insert event/announcement/your observation) and based on my experience there is a major opportunity for _____. Be happy to discuss this further, but thought this would be helpful for you or your team" Attach document. If connected on LI, send a brief video message introducing yourself, the idea and let them know you'll be sending over their way for review.  __________________________ Also, be sure to explore fractional consulting roles as they will lead to long term employment if you are a good fit.

Copywriters, Freelancers, and Agency Owners: Want to know the #1 secret to landing high-ticket clients? It's not about sending 100 cold emails or DMs a day or having the perfect outreach method. The real key to winning over big clients is... PERSONALIZATION! I receive tons of cold emails and DMs every day, and most of them miss the mark. They aren’t targeted enough, and often, I don’t need the service at all. After nearly a decade in the trenches and landing over 1,000 clients, I’ve learned that personalization is the make-or-break factor in your outreach messages. When you take the time to: Do Deep Research: Understand your prospect’s business, industry, and specific pain points. This shows you’ve invested effort into understanding their unique needs. Create Custom Value Propositions: Highlight how your services can address their specific challenges and help achieve their goals. Use relevant examples and case studies. Build Genuine Relationships: Engage in authentic, personalized communication that fosters trust and rapport. Mention specific details about their work or recent achievements. That’s when the magic happens. Your prospects start seeing you as a valuable consultant, not just another generic freelancer. And that’s when the big deals start rolling in.

A client, talented and booked out, told me, “I keep landing clients who drain my time and question my value.” They weren’t attracting the wrong people by accident. Their habits were doing the heavy lifting, and not in a good way. We cleaned up their positioning, reworked their boundaries, and simplified how they communicated their value. The shift? Fewer red flags, more aligned leads, and smoother deals. I call it the Aligned Client Method. Because better clients aren’t found, they’re filtered in by how you show up. 🔸 Talking Like a Brochure • You’re polished, professional, and totally forgettable. • People don’t connect with buzzwords. They connect with real voices. Lesson Learned: Speaking with heart builds more trust than sounding like a script. The more real you sound, the more real conversations you’ll get. 🔸 Posting Only When You’re Selling • You disappear for weeks, then pop up with a pitch. • It makes people feel like they’re just a number, not a relationship. Lesson Learned: Showing up when you don’t need anything builds the trust you’ll need when you finally do. 🔸 Replying Late to Warm Leads • Someone reaches out and hears back days later. • By then, the spark’s gone and the window has closed. Lesson Learned: Quick replies show you’re ready. The faster you engage, the more momentum you keep. 🔸 Saying “Let Me Know” and Leaving It There • You give them the mic, but no direction. • Most people won’t follow up unless you lead the way. Lesson Learned: Clear next steps move things forward. Ambiguity makes people second-guess. 🔸 Trying to Please Everyone • You water your message down to avoid turning anyone off. • But that also means no one is truly drawn in. Lesson Learned: Being clear and specific may push some away, but it pulls the right ones closer. 🔸 Creating Without Listening • You post what you think they want, but you haven’t asked. • Content without audience awareness often misses the mark. Lesson Learned: When you listen first, your content stops guessing and starts resonating. 🔸 Overexplaining to Prove Your Value • You list every detail, process, and step to sound thorough. • But most clients just want to know you get it. Lesson Learned: Simplicity builds confidence. When you say less but mean more, people trust you faster. Sometimes it’s not your offer that’s the problem. It’s the patterns behind how you present it. From unclear messaging to saying yes too quickly, certain habits quietly shape the kind of clients you attract. ⸻ ♻️ REPOST if this resonated with you! ➡️ FOLLOW Rheanne Razo for more B2B growth strategies, client success, and real-world business insights.