Seven Inbound Marketing Tactics To Reach Cream Of The Crop Consulting Clients

The time was 1898, and the very first urban planning meeting took place in New York City.
The topic was horse shit pile-ups in big cities.
By the end of the third day of the 10-day conference, the experts concluded that horse shit won't be a problem because, in 100 years, all big cities would be gone forever with their buildings, bridges and horse shit.
All destroyed by horse shit.
This is exactly where traditional consultancy marketing was a few years ago.
Consulting firms were busy doing their normal marketing activities, like cold calling and responding to RFPs.
No, they didn't advertise because they thought it was beneath them as professionals.
They had the self-delusional idea that the more RFPs they respond to, the more clients they can land.
And it worked.
It also backfired.
They landed lots of non-ideal clients at high cost of sales and low margins. Lots of over-scoped projects with tremendous labour intensity.
The way the world has changed with the Internet means that buyers can look up an army of consultants on the Internet and then, equipped with all sorts of information on them, they would contact their top choice consultants when they're ready to engage them.
Today, people make pretty expensive purchases without talking to salespeople. Even in consulting, buyers don't talk to consultants until a pretty late stage (57-73%) in the buying cycle.
And consulting firm that make their first contacts in that 57-73% window will end up being price-shopped.
So, in this article, we look at some aspects of inbound marketing that consulting firms can use to acquire ideal clients with ideal engagements.
But what is inbound marketing anyhow?
And this is what we discuss in this pretentiously pompous episode of Commando Consulting, expertly entitled, Seven Inbound Marketing Tactics To Reach Cream Of The Crop Consulting Clients
Enjoy!