Win More Clients by Working With Your Competitors with Dana Lindahl

  • Post category:Podcast
  • Reading time:1 mins read

It can be difficult to reach out and connect with new people on LinkedIn without coming across like a spammer. In this episode, Dana Lindahl and Alastair McDermott discuss how to use LinkedIn to win more clients through outbound and inbound lead generation. They also discuss how working with your competitors can be a positive, and how…

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Partnering to Reduce Risk & Do More Exciting Work with Frank Hannigan

  • Post category:Podcast
  • Reading time:1 mins read

Winning large projects as a solo consultant can be difficult. Partnering up with trusted peers allows you to pitch for bigger projects, smooth out the “feast or famine” rollercoaster, and allows you to brainstorm ideas. In this episode, Frank Hannigan and Alastair McDermott discuss how to get clients, do successful inbound marketing and have fun in business.

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Why Selling Consulting Services Is Harder

  • Post category:Marketing
  • Reading time:3 mins read

It's not just your imagination - selling consulting services is more difficult than selling other products and services. Here's why that's the case - and some suggestions for what you can do about it. You are selling the invisible. You aren't selling a physical product that your clients can touch. They can't pick it up to feel…

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Bringing Joy Into Your Marketing with M. Shannon Hernandez

  • Post category:Podcast
  • Reading time:1 mins read

Marketing isn't often thought of as a joyful activity - in fact, it's usually quite the opposite, being thought of as stressful,  ineffective, or even worse in the minds of some consultants. In this episode, M. Shannon Hernandez and Alastair McDermott discuss how to approach marketing in a joyful way that makes it less of a chore.…

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Growing an Advisory Business to Six Figures in Just Two Years with Paddy Delaney

  • Post category:Podcast
  • Reading time:1 mins read

The world of financial advice is dominated by large financial institutions in Ireland. Yet one independent financial advisor stands out as a trusted source of information. In this episode of Marketing for Consultants you’ll hear Paddy Delaney tell me how he used his podcast to grow his financial advisory business to six figures in 2 years..

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How to Stand the F*ck Out with Louis Grenier

  • Post category:Podcast
  • Reading time:1 mins read

[Explicit Language Warning] How can you stand out from the crowd when you are offering the same services as a thousand other consultants? Radical differentiation is the answer. In this episode of Marketing for Consultants you’ll hear Louis Grenier describe the steps you need to follow to Stand The F*ck Out.

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Three Keys to Building Your Authority with Rochelle Moulton

  • Post category:Podcast
  • Reading time:1 mins read

Building your authority as an independent consultant is key to your success, getting inbound clients, and being able to charge higher fees. In this episode of Marketing for Consultants you’ll hear Rochelle Moulton share a framework to build your authority.

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How to Be a Seven Figure Consultant with Douglas Squirrel

  • Post category:Podcast
  • Reading time:1 mins read

People use the word "remarkable" quite often in conversation, but I think we don’t give much thought to the literal meaning. Douglas Squirrel has done just that, and made it a deliberate part of growing his solo consulting business to over $1MM in revenue. In this episode we talk about how he built a reputation in a…

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How to Find Your Strategic Beachhead with Philip Morgan

  • Post category:Podcast
  • Reading time:1 mins read

Deciding how to specialize your business, and then actually implementing that decision are the two phases of specialization. In this episode, Philip Morgan and Alastair McDermott discuss the transition from generalist to specialized, and when specialization is less important. They also discuss when to use brand marketing rather than direct response marketing techniques. Explicit Language Warning: note…

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How Vertical Specialization Allows You to Punch Above Your Weight with Wolfram Moritz

  • Post category:Podcast
  • Reading time:1 mins read

You sometimes hear David vs Goliath stories in business, so when Wolfram Moritz told me how his 6-person firm beat a competitor with over 200,000 employees I wasn’t shocked but I had to know more about how they differentiated their firm. In this episode, Wolfram and Alastair discuss vertical specialization and how to become the authority in…

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How to Specialize: from Web Generalist to Industry Specialist with Sara Dunn

  • Post category:Podcast
  • Reading time:1 mins read

Sometimes it takes a shock to the system to realize you need to change something about your business. In this episode, Sara Dunn tells us about experiencing that shock and how it motivated her to find her niche. She speaks with Alastair about the importance of specialization.

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How to Build a Successful Consulting Business with Richard Newton

  • Post category:Podcast
  • Reading time:1 mins read

It can be difficult to figure out how to find your first clients and sell to them at the right price. In this episode of Marketing for Consultants you’ll hear Richard Newton share his insights on how to run a successful consulting business, how to find clients, and why he has published 13 books and counting.

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Time Management for Superheroes with Heather Steele

  • Post category:Podcast
  • Reading time:1 mins read

As a business owner, simply getting things done can be difficult, but getting things done successfully while also care-giving is remarkable. In this episode, you'll hear from Heather and Alastair as they discuss how “superheroes” manage their time.

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How to Become The Recognized Authority with Jonathan Stark

  • Post category:Podcast
  • Reading time:1 mins read

Becoming an expert in your field takes a lot of work and effort. But if you want to be recognized as an authority, you need to do more. In this episode, you'll hear from Jonathan and Alastair as they discuss how to become that recognized authority.

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Niching Down Your Consulting Business with Alastair McDermott

  • Post category:Podcast
  • Reading time:1 mins read

This is episode one of the Marketing for Consultants podcast. It contains two segments: A brief introduction to the podcast (first 3-4 minutes) An interview of Alastair McDermott by our guest host, Alistair McBride The Marketing for Consultants podcast is for consultants of all types - typically independent consultants or very small firms. It's for you if…

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Marketing for Consultants Podcast Trailer

  • Post category:Podcast
  • Reading time:1 mins read

How to Make $1 Million per Year as a Solo Consultant: Marketing for Consultants - "Episode 0". This is a trailer for the upcoming "Marketing for Consultants" podcast, coming in 2021. In this trailer I play some clips from the show, including one guest describing how he has grown his solo consulting business to $1MM in annual…

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Trust and Lead Generation for Consultants

The main reason that consultants rely so heavily on referrals for business development is because there is a requirement for trust. The client needs to trust the consultant because the project will often be expensive and high-risk. Referrals do a great job of passing trust because it's a personal recommendation. Reputation is on the line. But there…

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When Referrals Don’t Work

  "I would be terrified if my sales depended on referrals" - Philip Morgan In the consulting and professional services space, the vast, vast majority of business is generated through referrals - that is word of mouth recommendations. In my research project, referrals and networking were the number one source of leads for independent consultants, as well…

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Content First?

  • Post category:Business
  • Reading time:6 mins read

TL;DR summary: Every weekday for November I'll be doing a live stream at 3pm Dublin/London, 10am Eastern, 7am Pacific  Topics related to B2B marketing, lead generation, websites and inbound marketing for consultants. You can vote for topics. See bottom for links. Yes, this terrifies me. But I need to do it. I've been looking at a post-it…

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Lead Generation Strategies for Consultants

One thing I wanted to achieve with my research project was to identify the best way to do lead generation for consultants. I looked at the different lead generation strategies and channels that could be used to acquire new business. Selling in the professional services space is very different from the consumer market - much of that…

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