196. Land More Consulting Clients by Avoiding This Common Sales Mistake (Hint: It's Not An Interview)

Are you struggling to find time for lead generation? What if you could fill your pipeline in just 7 minutes a day?In this episode, host Melisa Liberman shows you how to do just that. Melisa breaks down the common obstacles independent consultants face when it comes to lead generation and shares a game-changing strategy to overcome them. You’ll learn how dedicating just 7 minutes to one focused lead-generation action per day can rapidly fill your pipeline with ideal clients. Plus, she’ll walk you through actionable success strategies to ensure you maximize your results, stay organized, and keep your momentum high.Are you ready to take control of your consulting business and start generating leads in just minutes a day? Tune in and discover how Melisa’s 7-minute lead generation routine can completely transform your business. Resources & Links Mentioned: Standard Operating Procedure: Fill Your Consulting Pipeline in 26 Minutes https://www.rammethod.comRelated Podcast Episode: Episode 190 – How to Create Excess Demand for Your Consulting Business, https://shownotes.melisaliberman.com/episode-190/Work with Melisa: Apply for a Coaching Exploratory call at consultmelisa.comTimestamps for Key Moments:​[01:20] – Inspiration for episode[04:28] – Common lead generation blocks[10:21] – 7-minute lead generation routine​[13:15] – Success strategies for optimization[18:54] – How to put this into actionWant More?Get Melisa’s Book: https://www.melisaliberman.com/bookVisit with Melisa’s Website: melisaliberman.com/ Follow on LinkedIn: linkedin.com/in/melisa-liberman Full Show Notes: https://shownotes.melisaliberman.com/episode-209/CRM Affiliate: https://www.onepagecrm.com/crm-solution/consulting/?via=5d1ff0Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

Are you an independent consultant or a fractional executive aiming to grow your business?Have you ever thought about how much easier it would be to land consulting clients if you could understand exactly what buyers are looking for?Don’t miss episode 208, where I, Melisa Liberman, talk with John Healy, Chief Executive of Whrrr.work. John brings a comprehensive 360-degree perspective to consulting, leveraging his current roles as a fractional executive and strategy consultant, along with his past experience as a staffing company executive and a buyer of consulting services in corporate staffing. John’s unique blend of experiences enables him to understand and address the multifaceted needs of both his fellow consultants and their clients.This episode is packed with specialized strategies that cater directly to the unique challenges of independent and fractional consultants.In This Episode, You Will Learn:Certainly, here’s the expanded list including a new bullet point about John’s perspective on not knowing it all:Surprising Approach to Not “Knowing It All” as an Expert: Discover the surprising advantage John finds in admitting he doesn’t have all the answers, which builds trust and stimulates impactful discussions for better outcomes.The Key to Deepening Prospect and Client Relationships: Uncover how leading with transparency and curiosity in client interactions fosters relationships rich in mutual value and collaborative growth.Why It’s Important to Be a “Client Sherpa”: Delve into John’s innovative strategy for client acquisition that hinges on intrigue and genuine engagement, establishing you as an indispensable strategic partner.What Makes a Consultant Stand Out: The difference between consultants who land strategic, interesting work and those that fall into work that’s less fulfillingEcosystems and Partnerships: Learn how crafting win-win scenarios can significantly elevate your consultancy from a mere service provider to a valued ally.Why This Episode Is a Must-Listen:If you want to grow your consulting practice, move into advisory and fractional work, and build stronger professional relationships, this episode is packed with practical insights. Learn from John Healy’s effective strategies to not only grow your client list but also become a trusted advisor in the consulting industry. Get a behind-the-scenes look at how a successful fractional consultant operates, offering you a real-world perspective that can inform your own consulting approach. Listen to Episode 208: Equip yourself with the knowledge to improve your consulting skills and drive significant growth in your business.Full show notes: https://shownotes.melisaliberman.com/episode-208/FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —Companion Resource: Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality. Download the first three chapters at https://www.melisaliberman.com/bookWork with Melisa: Apply for a Coaching Exploratory call at consultmelisa.comLinkedIn: linkedin.com/in/melisa-liberman Website:  melisaliberman.com/ Connect with John at [email protected] help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

When you think of a "campaign," your mind might immediately go to ads. But, in today's episode, Melisa talks about campaigns as a way to center your business development and lead generation activities around a specific theme so you can more effectively fill your pipeline as an independent consultant.Melisa defines the concept of a campaign in the context of an independent consulting business and shows how it can become the driving force behind your lead generation efforts. Creating a repeatable process and leveraging theme-based outreach can attract the right clients and elevate the quality of leads in your pipeline. To help you visualize this, Melisa shares real-life examples of how campaigns have transformed her clients' businesses.Then, she breaks down the five essential elements of a winning lead gen campaign, offering a clear and actionable framework for leveraging a campaign for lead generation. If you're ready to fill your pipeline with high-quality leads from clients you're excited to work with, this episode is a must-listen. Tune in for practical insights on how to implement a business development process that delivers results!Full show notes: https://shownotes.melisaliberman.com/episode-207/Key Topics Covered:What is a Campaign? - Learn how a strategic, theme-based approach can center your lead generation efforts to be more appealing to ideal clients.Benefits of Leveraging a Campaign - Discover the benefits of leveraging something tangible to ground your lead generation conversations.5 Components of a Successful Campaign - Learn the five key components to building a successful campaign that supports effective and repeatable lead generation.5-Step Framework - Put this concept into action by following Melisa’s five-step framework for implementing a campaign in your independent consulting business.Is your goal to drive high-quality consulting leads? Make sure to listen to episode 207 to find out how.FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —Companion Resource: Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality. Download the first three chapters at https://www.melisaliberman.com/bookWork with Melisa: Apply for a Coaching Exploratory call at consultmelisa.comLinkedIn: linkedin.com/in/melisa-liberman Website:  melisaliberman.com/ Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

One of the primary focuses for consulting business owners is generating high-quality leads. What’s the secret to being effective at generating high-quality leads in a way that’s also sustainable and repeatable?The secret to effective and sustainable lead generation is based on what phase your consulting business is in.In this episode, Melisa shares how independent consultants should approach lead generation based on the phase your business is in. She explains how to choose the best strategy and warns consultants about common mistakes that could derail your lead generation efforts. Melisa gives actionable next steps through specific examples in every business phase so you can end the episode inspired and ready to tackle lead generation as an independent consultant. If lead generation feels like a challenge or your goal is to grow your independent consulting business, the practical advice shared here will give you the tools and inspiration to succeed. Tune in to learn how to build a lead generation system that works, no matter what phase of business you are in. Full show notes: https://shownotes.melisaliberman.com/episode-206/Key Topics Covered:Choosing the Best Strategy - Follow Melisa’s three steps for choosing the best lead generation strategy for your business phase.Mistakes to Avoid - Discover the three common red flags that could derail your lead generation efforts. Learn what is “enough” and the importance of leveraging data to measure success. Examples By Business Phase - Learn effective lead generation strategies for every business phase from launching a new consulting business to sustainable growth and scaling.Is your goal to master lead generation as an independent consultant?Make sure to listen to episode 206 to find out how.FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —Companion Resource: Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality. Download the first three chapters at https://www.melisaliberman.com/bookWork with Melisa: Apply for a Coaching Exploratory call at consultmelisa.comLinkedIn: linkedin.com/in/melisa-liberman Website:  melisaliberman.com/ Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

In this episode, Melisa sits down with Miles Everson, CEO of MBO Partners, a leading marketplace that connects independent consultants with enterprise and mid-sized businesses. Melisa and Miles dive into the key qualities of successful consultants, sharing insights about common mistakes to avoid and strategies for staying competitive in the fast-evolving independent market. Miles also gives listeners a sneak peek into his book, Free Birds Revolution, where he uncovers the six forces shaping the future of work and how consultants can position themselves to thrive. Adopting a Mission MindsetAs independent consultants, adopting a mission mindset can be a powerful way to stay motivated and driven. Having a clear mission keeps you focused and helps differentiate you in the marketplace. By framing your work as solving a specific problem or fulfilling a mission for your clients, you align your efforts with their goals, creating real value and impact. Mistakes Independent Consultants Should AvoidAvoid justifying why you're working as an independent consultant. Client conversations should focus on the value you're delivering and the results you're achieving, not the method you use to execute your work. Keep your attention on the success you’re creating for your clients and the impact you're making. Overview of Free Birds Revolution: The Future of Work and the Independent MindMiles shares insights from his book, including the six forces shaping the future of work and the qualities that make independent consultants successful. He connects the topics in his book to a trend highlighted in the State of Independence study by MBO Partners, showing how the independent workforce drives demand for specialized platforms and solutions that streamline business operations. Is your goal to differentiate yourself as an independent consultant with enterprise and mid-sized businesses?Make sure to listen to episode 205 to find out how.Full show notes and more information: https://shownotes.melisaliberman.com/episode-205/Check out Miles’ book, Free Birds Revolution: The Future of Work and the Independent MindReview the 2024 State of Independence study conducted by MBO Partners.Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

Mastering relationship marketing can lead to significant revenue opportunities in your business. You might think it either comes naturally to you, or it doesn’t.That’s not the case.You can learn and improve your relationship marketing skills, as a path to grow your consulting business.In today's episode, Melisa is joined by Sara Macauley, principal consultant and owner of Kindred Strategic, a consultancy that works with oil, gas, renewable energy, and software companies to grow their businesses. Sara's expertise in relationship marketing goes beyond just connecting with potential clients—it's about transforming those connections into meaningful, revenue-generating relationships. In this episode, Sara shares her approach to building relationships that avoids a hard sell and, instead, focuses on truly helping others. Melisa and Sara explain how you can use these strategies to build a strong network and grow your business. If you're an independent consultant looking to take your networking and client relationships to the next level, this episode provides actionable insights and real-world examples that you can apply to your independent consulting business.Key Topics Covered:What is Relationship Marketing?Relationship Marketing StrategiesRelationship Marketing for Lead GenerationAre you ready to optimize your relationship marketing efforts to grow your independent consulting business?Make sure to listen to episode 204 to find out how.Full show notes and more information: https://shownotes.melisaliberman.com/episode-204/Companion Resource: 🔗Today’s Companion Resource is The Consultant’s 14-Point Business Health Assessment. You can take the assessment by visiting: www.icassessment.comFOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman -melisaliberman.com/bookWatch my YouTube Podcast Channel - youtube.com/channel Connect with me on LinkedIn - linkedin.com/in/melisa-liberman Check out my Website - melisaliberman.com/ Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

If you're an independent consultant, the idea of taking time off—whether it's for maternity leave, a sabbatical, or just a much-needed break—probably raises some big concerns.Is it even possible to step away? Will your business still be there when you come back?In this episode, I’m talking with Anuska Chhaya, the founder of Chhaya Consulting, who recently navigated maternity leave after the birth of her second child. She shares her firsthand experience of balancing a new baby with a growing consulting business, and how she successfully managed to take time off without derailing her business.We dive into the tough questions:How do you build resilience into your business model to ensure it survives (and thrives) while you're away? What systems do you need in place to keep things running smoothly?And most importantly—how do you take time off without wondering if your business will still be standing when you return?Whether you're planning for maternity leave, a sabbatical, or any other type of extended time off, Anuska’s advice offers valuable insights for independent consultants in any field who want to ensure their business remains strong and sustainable, no matter how long they’re away.Key takeaways include:How to create processes that can support your clients during periods of limited capacityThe challenges (and surprising benefits) of stepping away from your businessThe three essential planning phases for taking extended time offSo, what would happen to your business if you had to step away for a while? Could you truly afford to take that break—and would your business still be there when you come back?Tune in to episode 203 to hear practical advice and real-world strategies that will help you answer these questions and feel confident about taking time off when you need it.Full show notes: https://shownotes.melisaliberman.com/episode-203/Companion Resource: 🔗 Today’s Companion Resource is The Consultant’s Yearly Planning Guide. Download it at https://www.melisaliberman.com/planFOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —Anushka’s Consulting Business: https://www.chhayacpa.com/Coaching: Interested in working with Melisa? Visit consultmelisa.com to apply for a Coaching Exploratory call, Book: "Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman - melisaliberman.com/bookYouTube Podcast Channel - youtube.com/channel LinkedIn - linkedin.com/in/melisa-liberman Website - melisaliberman.com/ Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

As independent consultants, we're all on a journey of growth and learning. It's easy to feel isolated when things don't go as planned, but the truth is, we all face setbacks in our business. In the second episode of her series on lessons learned from 200 podcast episodes and 12 years in business, Melisa shares her experiences working as an independent consultant and coach.She highlights the challenges independent consultants commonly encounter and offers practical insights for avoiding the same mistakes she made. Whether you're just starting out or running a successful consultancy, Melisa's candid reflections will help you streamline your path to building a sustainable independent consulting business.To dive deeper into building a lasting consulting business, check out episode 201, where Melisa reveals five more valuable lessons she’s learned as an independent consultant.Key Topics Covered:Why These Lessons are RelevantLessons 6-10Steps to Put Into ActionAre you ready to reach your consulting goals and build a sustainable business in 2025?Make sure to listen to episode 202 to find out how.Full show notes and more information: https://shownotes.melisaliberman.com/episode-202/Companion Resource: 🔗Today’s Companion Resource is The Consultant’s 14-Point Business Health Assessment. You can take the assessment by visiting: www.icassessment.comFOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman -melisaliberman.com/bookWatch my YouTube Podcast Channel - youtube.com/channel Connect with me on LinkedIn - linkedin.com/in/melisa-liberman Check out my Website - melisaliberman.com/ Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

Making the leap from a corporate job to becoming an independent consultant is a big step—and it can feel overwhelming. Building a thriving consultancy takes time, and like any entrepreneur, you'll face challenges, make mistakes, and experience growing pains along the way. In this first episode of a two-part series, Melisa reflects on 12 years of consulting and 200 podcast episodes, sharing five valuable lessons to help you navigate the ups and downs of building a sustainable independent consulting business.Whether you're just starting out or ready to scale your consulting business, Melisa's insights will help you overcome common challenges and avoid mistakes many consultants face. If you're serious about growing your business in 2025, this episode is packed with practical tips to boost your confidence and set you up for success.Key Topics Covered:How this Applies to You5 Lessons LearnedSteps to Put Into ActionIs your goal to build a consulting business that lasts?Make sure to listen to episode 201 to find out how.Full show notes and more information: https://shownotes.melisaliberman.com/episode-201/Companion Resource: 🔗Today’s Companion Resource is the book, Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality. Download the first three chapters at https://www.melisaliberman.com/bookFOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman -melisaliberman.com/bookWatch my YouTube Podcast Channel - youtube.com/channel Connect with me on LinkedIn - linkedin.com/in/melisa-liberman Check out my Website - melisaliberman.com/ Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.

Welcome to a special milestone episode—#200! Are you limiting your potential as an independent consultant? You might be surprised at what’s truly possible for you—whether it’s doubling your income, hitting $1M in revenue, or building a consulting business that fulfills you in ways you never imagined.In this episode, Melisa dives into why understanding what’s possible is critical for independent consultants who want to achieve more. She shares five real-life success stories from her clients, illustrating how expanding their vision unlocked incredible results—from remarkable revenue growth to creating a more balanced, meaningful business.If you’re unsure what’s possible for your business—or you’re ready to push past your current limits—this episode is your guide to shifting your mindset, embracing opportunity, and taking the next big leap.Key Topics Covered:Why knowing what’s possible is the foundation of consulting business success5 real-life consulting business models that will inspire youA framework to embrace possibility and set bold goalsDon’t let doubt or uncertainty hold you back. Tune in to episode 200 for practical insights, inspiring stories, and actionable steps to unlock your full potential as an independent consultant.Start exploring what’s possible—episode 200 is not to be missed!Full show notes and more information: https://shownotes.melisaliberman.com/episode-200/Companion Resource: 🔗 Today’s Companion Resource is The Consultant’s Yearly Planning Guide. Download it at https://www.melisaliberman.com/planMENTIONED IN THE EPISODE:Episode 186. How a Consulting Buyer Thinks About Engaging Independent Consultants with Ran Harpaz the CEO and Founder of Lettuce.co - https://shownotes.melisaliberman.com/episode-186/Episode 132 – The Path To $1M For The Independent Consultant - https://shownotes.melisaliberman.com/episode-132/FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —Interested in working with Melisa? Visit consultmelisa.com to apply for a consultation and explore coaching opportunities"Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality" by Melisa Liberman -melisaliberman.com/bookWatch my YouTube Podcast Channel - youtube.com/channel Connect with me on LinkedIn - linkedin.com/in/melisa-liberman Check out my Website - melisaliberman.com/ Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.