If you want to run a real business online and make money, coaching or consulting is one of the best business models there is. I should know. 
That’s what I do here. But if you’re just getting started, you have a dilemma: how do you get clients when you’ve never had clients before? You have no social proof in the form of testimonials, like this one:
“Before hiring Michael Martine, my plan for increasing revenue with my blog was going no-where. Reading several of the most recommended blog business reports helped very little, simply because I didn’t have the internet marketing experience needed to apply this knowledge in a way that fit the unique challenges of my business. After the consulting call with Michael, I can now see why my subscribers weren’t buying. Additionally, I now have a specific plan of action to patch things up so that my blog starts bringing in more cash. We have now monthly consulting calls.”
John Haydon
CorporateDollar.org
It’s All in Trade
If you can get testimonials like that, you will have no trouble getting consulting clients. How to get them when you’re new to the game? Simple: you trade. Here’s how it works:
- Use search or social media to find someone in your target market. Take a look at their situation by reading their blog or their social media posts. Make sure you know you can help them acheive success with your consulting.
- Interact with them a little and get to know them, so that you’re sure they’re not some weirdo (unless you want weirdos) and so they get to know you, too. A few days’ time should suffice.
- Make them an offer: you’ll help them in exchange for their permission to allow their case to be used to promote your business.
That’s the rough outline. What I do is collect testimonials, but even better, I record my phone coaching sessions with the client and use them as promotions for my business.
When I first switched my business model over from “design technician” style consulting to blog strategy coaching by phone, I needed a way to show people what it was like to have this kind of help. I found a couple people who were willing to help me promote my services in exchange for reduced rates.
A Little Secret
Now I’ll tell you a little secret: even though I now have clients regularly, I still do this from time to time, because I want the business to remain steady. You have to continuously promote, not just in a down period. If you want to get clients with your blog, you have to show people what it’s like to be your client. The easier it is for someone to imagine the success of your client as their own success, the easier it is for them to do business with you. Tell their stories, not yours. Better yet, let them tell their own stories to your readers for you, via testimonials.
Putting it all Together
Here’s how it breaks down: create promotional materials from clients via pre-arrangement, then use those promotional materials on your blog by:
- Creating a testimonials page
- Using the promotional materials (such as audio) on your blog in posts or as incentives to join an email list
If you need help “putting it all together”, like how I helped Vicki and many others, I’m here.
6 Comments
Hi Michael,
There are some good advices here. The only thing is to be able to expose the testimonials you get. If you have no traffic on your blog the word spreads slower.
Even if that is the case, when I posted my last testimonial from a client on my blog I’ve instantly got 5 followers on Twitter (of course after sending the link on Twitter
)but no proposals. You really have to go after your client but you don’t have to be pushy. You need to craft you movements so the client will have the impression that he is the one making the moves.
Client reviews and testimonials are great and indeed can help you get more clients and to earn the trust of your readers.
I have a question thou :
“What do you think it’s a more appropriate term : client review or client testimonial ?”
I’d be very interested in discussing this with potential coaches. I am currently in the early stages of setting-up an online business and feel an on-going coaching relationship could be mutuallly beneficial.
Please visit http://rusdensupdates.tumblr.com/ and leave a comment if you’re interested
Yes, coaching and consulting businesses are among the best, but that doesn’t mean everybody on the bandwagon will be successful in it if they are doing it just for making money. A sincere desire and passion to help people should be present.
@Toma - People may have different opinions about this, but to me a review is longer and thorough, like an article or a blog post of 500 words or more. A testimonial is usually only a few hundred characters. A review may be negative, while a testimonial is always seen as an endorsement or recommendation.
@Nigel - Good luck in finding the people you need!
@Sam - I think you’re speaking to a point that wasn’t made in the post.
I’m not making any assumptions or judgments about why someone would begin a consulting or coaching business. And I never said that people would be successful if they do it just for the money.
What I’m interested in helping people with on this post is convincing others that their help is valuable. Of course, when something is valuable, it’s worth paying a fair price for.
Hi Michael - this is spot on advice. A few years ago, I used to wonder how everyone managed to get great testimonials and I didn’t.
Then a friend told me I was supposed to ask for them. So I contacted six recent customers and got what I wanted straight away. It was so easy - but it’s not, until you realise you’ve got to ask.
Hi,
This is very interesting blog . I just wanted to say thanks you for writing and giving your knowledge to such an informative helpful blog.
So thanks!