The #1 marketing tool for a consultant

People often ask me, what is the best marketing tool for a consultant who wants to attract high-paying clients?

Some assume I will say a book. Not even close.

I liked Mark LeBlanc's little book, Growing Your Business, I bought 50 copies for clients and friends.

The #1 marketing tool for a consultant is actually free. But getting it is not easy. The best tool  is a good answer to the question, what do you do?

Oh, I have that nailed, you might think. Not so fast. Most consultants answer that question with their titles, degrees, credentials and the like. Please, oh please, do not say you are a consultant.

The real answer should center around the outcomes you produce for clients.

My buddy Mark LeBlanc, author of the book Growing Your Business, calls the answer your defining statement. It should roll easily off your tongue. Simple language and thoughts.

Mark says when a prospect calls you and can repeat your defining statement, you have a good one.

Here’s Mark LeBlanc’s defining statement:

“Hi, my name is Mark LeBlanc and I run a company called Small Business Success. I work with people who want to start a business and small business owners who want to grow their business.”

Here’s mine:

“Hi, my name is Henry DeVries and I run a company called the New Client Marketing Institute.  I work with consultants who want to position themselves as an expert, grow their business and explore the possibilities of what could happen if they were the author of a book.”

What’s yours?

About Henry DeVries

Best-selling author and “marketing with a book” expert Henry DeVries is an authority on typing and talking: how to maximize revenues by writing books and making speeches. He speaks to thousands of business leaders, professionals, and consultants each year, teaching them successful tactics that shine a spotlight on their company, cause, or career. Along with his best-selling books — Self-Marketing Secrets, Client Seduction, Pain Killer Marketing, and How to Close a Deal Like Warren Buffett — the buzz-building tools of Henry DeVries have been used to dramatically increase revenues and leverage marketing budgets for two decades. He speaks to thousands of professionals and consultants each year, teaching them scientifically proven tactics that bring them new clients.

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