Getting clients is the hardest part of consulting. Not because there aren’t enough people who need help—but because most consultants are chasing the wrong ones, the wrong way.
This isn’t about tricks or tactics. It’s about having a repeatable system that keeps your pipeline full and your business growing. Here’s what actually works.
1. Know Who You’re Hunting
Before you start looking for clients, define who they are. Not in vague terms. Be specific.
What industry are they in? What size is their team? Or what are they struggling with today—not six months ago? And who actually signs the contract?
Without a clear picture, you’ll waste time chasing poor-fit leads or trying to be everything to everyone. That’s the fastest way to get ignored.
Build a profile:
The problems they talk about in meetings
The goals their leadership cares about
The tools or systems they already use
Once you know this, your outreach, your content, and your offers will all get sharper. That’s when things start to click.
Most client droughts are really clarity problems. Fix that first.
2. Work the Network You Already Have
Your next client might already know you. They just haven’t thought of you that way yet.
Instead of spending all your time cold pitching, start with your warm contacts. Reach out to past clients, collaborators, even peers. Let them know what you’re focused on now—and ask what they’re working on.
But don’t be robotic about it. Reconnect like a human:
“How’s Q2 shaping up for you?”
“Curious what’s on your radar right now—anything new?”
Most people won’t say, “Actually, I need a consultant like you.” But a few might say, “I know someone who does.”
Keep showing up, stay top of mind, and watch what happens.
Consultants often forget that relationships are a pipeline. The difference between one client and ten is usually one conversation you haven’t had yet.
3. Be Known for One Thing
You can’t be the go-to expert if no one knows what to call you for.
Consultants often think being broad makes them more hireable. It doesn’t. It makes them forgettable.
Pick one lane. Own it. Speak about it so clearly that people can describe what you do without needing your website.
When someone says, “We’re stuck on [X],” you want your name to come up in the room. That doesn’t happen by offering too much. It happens by offering one thing really well.
That doesn’t mean you’re stuck there forever. You can evolve. But clarity now builds momentum.
If you’re not getting referrals or leads, ask yourself: do people even know what I do?
If the answer is fuzzy, fix it. Everything else depends on that.
4. Give Away a Taste
Free consultations work—but only if you use them wisely.
Don’t treat them like interviews. Treat them like mini-diagnostics. Ask sharp questions. Surface real pain. Show your thought process.
Your goal is to leave them thinking, “Wow, we’ve never looked at it that way before.”
But don’t go overboard. You’re not here to solve everything. Give them one win, one shift, or one insight. Enough to trust you. Not enough to replace you.
Structure it like this:
Quick intro (5 mins)
Deep dive into their problem (15 mins)
Small recommendation or path forward (5 mins)
Next steps (if any)
Most consultants either give too much or not enough. Aim for “just right.” That’s what turns a maybe into a yes.
5. Partner Up
You’re not the only one serving your target client. That’s a good thing.
Strategic partnerships are one of the most underused growth levers in consulting. Who else works with your ideal clients—but doesn’t compete with you?
Think web designers, accountants, software vendors, copywriters, leadership coaches. These people already have trust. You can tap into that.
Start simple:
Reach out
Share what you do
Offer to swap intros when it makes sense
Better yet, collaborate. Do a webinar together. Write a joint guide. Refer each other when a client needs help outside your lane.
This kind of cross-pollination can keep your pipeline full without a single ad.
And best of all? You build real relationships that pay off over time.
6. Get in the Room
You can do a lot from behind your screen—but some of your best leads will come from showing up in person.
Industry events, roundtables, niche conferences—they’re full of people actively looking to solve problems. Your job? Be someone worth talking to.
Don’t go in trying to “sell.” Go in curious. Ask questions. Learn what people are working on. And when it fits, explain how you help.
Oh and – DON’T business cards (it isn’t 2001…). Use Canva, and make a digital one so you can also get their cell phone number when you text it to them. Have a tight one-liner ready. And follow up within 24 hours.
Most consultants go to events, collect names, and do nothing with them. Don’t be that person. Be the one who starts real conversations and follows through.
Showing up isn’t about quantity. It’s about quality. One great connection can change your year.
7. Use Digital Like a Pro
Your online presence doesn’t need to be flashy. But it does need to be clear and consistent.
Start with the basics:
A LinkedIn profile that says what you do and who you help
A simple website or landing page that shows your offer and how to contact you
A few strong client stories or testimonials
Then, pick one platform where your ideal clients actually spend time. Post consistently. Not just quotes or tips—but actual insights. Things you’ve seen. Lessons you’ve learned. Questions you’re asking.
People want to hire thinkers, not content machines.
If you’re ready, test small ad campaigns to drive interest. But don’t rely on them until your message works organically.
Digital doesn’t replace trust. It amplifies it. So show up like a pro.
8. Ask for Referrals (Yes, Really)
This one’s simple. If you’ve helped someone and they’re happy—ask them to introduce you to others who might benefit.
You don’t need a fancy system. You just need to ask.
Say this:
“If you know anyone else dealing with [problem you solved], feel free to send them my way. I’ve got room for one or two more clients right now.”
You’d be surprised how often that turns into a real intro.
Want to go further? Make it easy:
Draft a short email they can forward
Share a one-page PDF with who you help and how
Follow up a month later to see if anyone came to mind
Referrals aren’t awkward when you’ve earned them. And they’re usually your highest-converting leads.
What is the biggest takeaway?
Getting clients isn’t about pitching harder. It’s about showing up clearly, consistently, and confidently in the places that matter.
Pick three of these approaches. Work them every week for 90 days. Don’t overthink. Just move.
You don’t need a massive following. You need a system that fits you—and you need to actually use it.
And if you ever want a no-fluff place to sharpen that system, Accountability Now is built exactly for that. No hype, no fluff—just real tools for consultants who want results.