Double or Triple Your Income as a Consultant or Coach
By: Susan Harrow
When I asked you to send in your questions about what you
most wanted to know about consulting many of you asked, *How
do I begin.* And *How do I get clients.* One way to begin is
to speak at the Learning Annex or other Adult Learning
Centers. These centers offer classes in everything from
buying real estate to becoming a screenwriter and everything
in-between. They can be a lucrative place to start a
consulting practice--if you know how to work the system.
1. Know the marketplace.
In any industry you need to know what your competitors offer
and where you fill the gaps between your products and
services and theirs. Pick up a Learning Annex catalog in
your area and see what's *hot*. In San Francisco for example
the flavor of the moment is real-estate and live p.or.n. I
doubt that po.rn plays in Minnesota.
2. Pitch your class.
Once you know the marketplace and your place in it you pitch
an idea for a class that your catalog doesn't have. Do a
search on the Internet. See how people language what they
do. Search also for articles that pertain to your industry.
Find a twist on an idea that's proven successful and send it
on to the program director. One of my client's class was
rejected at The Learning Annex, but once we changed the
title and created bullet points in the format of the catalog
it got accepted at all the Learning Annex's nationwide--the
very next day. It was the same information, just packaged
differently to suit the marketplace.
3. Teach your class.
Once you've secured your class make sure it's information
that's fascinating and fresh. Create interactive activities
and encourage participation as people learn best when
they're actually doing or speaking. Use examples from your
own experience, readings, insights, professional and family
life. The specifics are what make your subject pop. For
example, in the first Learning Annex Class I taught called,
*Get on the Fast-Track to Fame* about how to ramp up your
publicity campaign quickly, I discussed the 4 Ps--Plan,
Prepare, Practice, and Promote which are the foundation of a
good publicity plan. For each P I gave an example of how I
helped clients develop and implement a marketing plan, then
get media placements (get interviewed in print and
broadcast) that resulted in a dramatic increase in their
business--including doubling and tripling book and product
sales.
4. Promote your products and services seamlessly.
Just like when I media coach people I recommend that you
have success stories that pertain to your topic and help you
make a point interwoven with your facts and information.
Lots of times people don't really understand what it is you
do--or that you're available for consulting or coaching. By
giving examples of how you've helped your clients and
customers people automatically *get it*. At the end of the
class if no one asks about your services say, *One of the
questions people frequently ask is, how can they work with
me one on one or with their team?* Then answer it so people
know exactly how they can hire you and what their next steps
are.
5. Secure testimonials.
Have participants fill out evaluations so you'll know what
worked and what didn't. You'll quickly be able to improve
your class and understand what matters most to your
prospective clients. You'll also be able to see where you
can assist them better through your consulting and coaching.
You can also use those testimonials on your website and on
the phone to get new clients. Happy customers and referrals
are the best way to get business.
This information was adapted from Secrets to Skyrocketing
Your Speaking & Writing Career and Speak at The Learning
Annex? and Adult Learning Centers to Skyrocket Your
Consulting, Coaching and Product Sales at:
http://www.prsecrets.com/store/skyrocket-janal-cd.html
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About The Author
Copyright (c) 2006 by Susan Harrow. All rights reserved.
Susan Harrow, CEO of PRSecrets.com and BookedOnOprah.com, is
a top media coach, marketing strategist and author of *Sell
Yourself Without Selling Your Soul* (HarperCollins), *The
Ultimate Guide to Getting Booked on Oprah*, and *Get a 6-
Figure Book Advance.* Clients include Fortune 500 CEOs,
bestselling authors and entrepreneurs who have appeared on
Oprah, 60 Minutes, NPR, and in TIME, USA Today, Parade,
People, O, NY Times, WSJ, and Inc.
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