I remember when I first started consulting. I had the skills, the experience, and a ton of motivation—but no clients. I spent weeks wondering, “How do I get people to pay for my expertise?” It’s a question every new consultant faces. Luckily, getting consulting clients doesn’t have to feel like searching for a needle in a haystack. The truth is, there’s no magic formula. But there are tried-and-tested steps that can bring clients your way if you stay consistent.
In this article, I’ll walk you through techniques of how to get consulting clients and keep your calendar full.
1. Start with Who You Know
Here’s the thing: your first clients are probably closer than you think. When you’re just starting, your existing network is your best resource.
Reach out to former colleagues, friends, or even people you went to school with. Let them know what you’re offering and how you can help. I can’t stress this enough—don’t assume they know what you do now.
- Send personal messages to people in your industry. Something like, “Hey, I just launched my consulting business to help small businesses with [specific problem]. If you know someone struggling with this, I’d love to connect!”
- Reconnect with old clients or employers if you’ve worked in the same industry before. Sometimes, they’ll have a project ready for you.
- Ask for introductions: If someone doesn’t need your help directly, they might know someone who does. A simple referral can open doors.
This approach works because trust is already there. When people know you and your work, they’re far more likely to hire or recommend you.
2. Carve Out Your Niche
If you want to know how to get consulting clients, one of the best things you can do is specialize. Think about it: would you hire a general “business consultant” or someone who specifically helps tech startups grow revenue?
Being clear about what you do makes it easier for the right clients to find you.
Start by asking yourself:
- What do I do best? Is it marketing strategy, operations, or financial planning?
- Who do I want to help? Small businesses? Corporates? Solo entrepreneurs?
- What specific results can I deliver? If you can clearly answer, “I help X achieve Y,” you’ve nailed it.
For example, saying, “I help local businesses improve their online visibility,” is far more impactful than, “I offer business advice.”
When you own your niche, you stand out as an expert, and experts attract clients.
3. Show Up Where Your Clients Are
A big mistake many consultants make is waiting for clients to come to them. The reality? You need to put yourself where your target audience spends time—both online and offline.
- Industry Events & Meetups: Go to conferences, trade shows, or local meetups where decision-makers gather. These are goldmines for building relationships. Don’t pitch right away; just connect and get to know people.
- LinkedIn: If you’re wondering how to get consulting clients online, LinkedIn is the place to be. Update your profile to reflect your expertise. Then, share valuable posts, comment on others’ content, and join industry discussions. Show people you know your stuff.
- Online Groups & Forums: Look for Facebook groups, Slack communities, or Reddit forums where your potential clients ask questions. Offer helpful insights, and naturally mention your services when the opportunity arises.
The key is to engage authentically. If people see you adding value, they’ll naturally want to know more about what you offer.
4. Offer a Taste of Your Expertise
Sometimes, clients need a little push to trust you. Offering something valuable for free—like a workshop, a helpful resource, or even a short consultation—can make all the difference.
- Host a free webinar
- Create a lead magnet
- Give free consultations
This isn’t about working for free—it’s about proving your value upfront. Once they see your expertise, hiring you feels like a no-brainer.
5. Ask for Referrals (Yes, Actually Ask)
Referrals are one of the most influential ways to grow your consulting business. Happy clients often want to recommend you, but they won’t always do it unless you ask.
Here’s what you can do:
- After wrapping up a project, say something like, “I loved working with you! If you know anyone who might need help with [specific service], I’d be thrilled if you could introduce us.”
- Make it easy: Send a short, shareable message they can forward to their network.
- Thank them: Always follow up to express gratitude when someone refers you.
Referrals work because they come with trust built in. They answer the question of how to get consulting clients without having to “sell” yourself.
6. Show Results, Not Just Services
At the end of the day, clients don’t hire consultants—they hire results. If you want more clients, showcase the impact of your work.
7. How Do You Show Clients the Results They Want?
- Write case studies
- Highlight measurable results
- Gather testimonials
When prospects see proof of what you can do, they’ll feel more confident choosing you over someone else.
Final Thoughts
If you’re serious about learning how to get consulting clients, it comes down to two things: showing up consistently and proving your value. Start with your network, get clear on your niche, and focus on helping people solve real problems.
Remember, clients won’t come knocking overnight, but every small step adds up. Stay visible, build trust, and always deliver results. Before you know it, your calendar will be full of exciting projects, and you’ll wonder why you ever doubted yourself.
So, what’s one action you can take today? Reach out to someone, post that article, or plan your first free workshop. Your next consulting client is out there—they just need to know you exist.
