Episode 158 – Leveraging Channels to Fill Your Consulting Pipeline

In this episode, Melisa Liberman discusses a vital strategy for independent consultants: leveraging channels to enhance their consulting pipeline. Melisa emphasizes the power of building intentional relationships with other businesses to attract new clients and improve the quality of leads. 

Melisa begins by explaining the fundamental concept of channel strategy, stressing the importance of partnering with organizations that serve similar audiences or offer complementary services. Through engaging case studies, she demonstrates how consultants can form fruitful partnerships to receive consistent leads and expand their reach within their areas of expertise. However, Melisa also cautions against potential pitfalls, urging listeners to avoid four common mistakes when leveraging channels for business growth. Finally, she offers six key questions to help consultants identify potential partners and establish meaningful relationships. 

Melisa leaves listeners with a clear roadmap for implementing channel strategies to enhance their consulting businesses. She demonstrates the tangible benefits of leveraging channels to foster relationships and fill a consulting pipeline strategically.

KEY POINTS IN THIS EPISODE:

• [01:45] Episode Agenda
• [03:20] Companion Resources
  • Chapter 9 in Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality
• [04:30] Basics of a channel strategy
  • [04:36] What is a channel? 
  • [06:36] Why leverage channels?
  • [09:27] Examples
• [12:33] Case Study #1: Leveraging a relationship with a software company
• [18:55] Case Study #2: Leveraging a relationship with an industry association
• [21:30] 4 Common mistakes to avoid
  • [21:45] Becoming dependent on inbound leads
  • [22:51] Wasting time formulating an agreement
  • [24:20] Overlooking opportunity costs
  • [25:20] Channel doesn’t align with goals and/or values
• [26:30] 6 Questions to identify possible channel strategies
  • Which organizations and companies work with your ideal clients?
  • Who has already amassed your ideal clients as an audience?
  • What types of providers does your ideal client already work with?
  • What organizations or associations does your ideal client belong to?
  • Who in your existing network also works with your ideal clients?
  • Who would your one or two dream channel partners be?

MENTIONED IN THIS EPISODE —

• I invite you to book a Strategy Consultation call with Melisa. On this call, we’ll dive into your business, get clear on your goals and challenges and determine an action plan for you so that you can create the business impact, income, and flexibility that you desire. To book yours, click here. 
• Episode 112 – Land Speaking Opportunities to Grow Your Consulting Business
• Episode 113 – Convert Speaking Opportunities Into Consulting Leads

FOR MORE RESOURCES SPECIFIC TO THE INDEPENDENT CONSULTANT —

1. Discuss working with me as your coach – Click here to schedule your consultation
2. Buy the book – Grow Your Consulting Business: The 14-Step Roadmap to Make Your Independent Consulting Goals a Reality
3. Watch my YouTube Podcast Channel 
4. LinkedIn 
5. Website 

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