the startups.com platform about startups.comCheck out the new Startups.com - A Comprehensive Startup University
Education
Planning
Mentors
Funding
Customers
Assistants
Clarity
Categories
Business
Sales & Marketing
Funding
Product & Design
Technology
Skills & Management
Industries
Other
Business
Career Advice
Branding
Financial Consulting
Customer Engagement
Strategy
Sectors
Getting Started
Human Resources
Business Development
Legal
Other
Sales & Marketing
Social Media Marketing
Search Engine Optimization
Public Relations
Branding
Publishing
Inbound Marketing
Email Marketing
Copywriting
Growth Strategy
Search Engine Marketing
Sales & Lead Generation
Advertising
Other
Funding
Crowdfunding
Kickstarter
Venture Capital
Finance
Bootstrapping
Nonprofit
Other
Product & Design
Identity
User Experience
Lean Startup
Product Management
Metrics & Analytics
Other
Technology
WordPress
Software Development
Mobile
Ruby
CRM
Innovation
Cloud
Other
Skills & Management
Productivity
Entrepreneurship
Public Speaking
Leadership
Coaching
Other
Industries
SaaS
E-commerce
Education
Real Estate
Restaurant & Retail
Marketplaces
Nonprofit
Other
Dashboard
Browse Search
Answers
Calls
Inbox
Sign Up Log In

Loading...

Share Answer

Menu
Startup Consulting: How did you start your consulting career? I am looking to get into consulting but not sure where to start. Any advice or ideas are welcome!
JK
JK
Jason Kanigan, Business Strategist & Conversion Expert answered:

So here's the main issue: people get started in consulting (or SaaS development, too often) as a solution in search of a problem.

The "consultant" is good with a hammer, so to them everything starts to look like a nail. They apply a "one size fits all" band-aid approach to every situation. And that's bad.

What group of people/businesses has a problem they acknowledge exists, that you can fix?

That middle part was key, BTW. They have to admit they have the problem. If they don't, no amount of you jumping up and down insisting they do will make them buy.

So Find The Problem First. What are the significant things the target market complains about that you could fix? THEN match up your problem-solving abilities that you could consult with them on to fix with.

These are called "pain points" and you can get them from information interviews. Lots of info about those and how to do them on my blog here:
http://www.salestactics.org/?s=information+interviews

You want to know the exact words and phrases the target market uses to describe their problems.

See, as a consultant, you still have to market your services. No escaping that.

So repeating the exact words and phrases your target market uses to describe their pain back at them is the most powerful marketing tool you can develop. "Hey, *I* say that!" they tell themselves when they hear your marketing message. It resonates with them. You get instant credibility, because how could you know what you just said if you hadn't worked with someone like them, and differentiation--which means you can charge higher prices.

If you want to explore this process, get a specific plan together, and figure out how to approach your target market, book a call. Otherwise it's likely you'll be fumbling around in the dark for awhile.

Talk to Jason Upvote • Share
•••
Share Report

Answer URL

Share Question

  • Share on Twitter
  • Share on LinkedIn
  • Share on Facebook
  • Share on Google+
  • Share by email
About
  • How it Works
  • Success Stories
Experts
  • Become an Expert
  • Find an Expert
Answers
  • Ask a Question
  • Recent Answers
Support
  • Help
  • Terms of Service
Follow

the startups.com platform

Startups Education
Startup Planning
Access Mentors
Secure Funding
Reach Customers
Virtual Assistants

Copyright © 2025 Startups.com. All rights reserved.