12 Streams of Revenue for Professionals and Consultants

Do you realize how much you can make if you decided to get serious about growing your practice?

Do you have a burning desire to grow your practice while making a six-figure income and having fun doing it?

Do you want to develop multiple streams of income that can create passive income and an incredible cash flow?

Do you want more visibility and promotion to achieve that financial reward that so many other professionals and consultants have achieved?

The first challenge for professionals and consultants is creating new clients. There is a proven process for marketing with integrity and getting a 400% to 2000% return on your marketing investment. To attract new clients, the best approach is the Educating Expert Model that demonstrates your expertise by selling valuable information through writing and speaking. In a matter of months you can have a system that positions you as an easily recognized and respected expert. This will most likely require two days of your time per week and very little of your cash.

This is not for everyone. Only professionals and consultants who want a six-figure income should consider this. In my articles and lectures about how to dramatically increase revenues, these are the 12 streams I concentrate on. How many are you using and which should you be adding?

1. Long-term retainers (easy to know about, tricky to get clients to agree to)
2. Increased hourly fees (you probably are undervaluing your services)
3. Traditionally published books (great for lead conversion, limited revenue)
4. Self published books (you can be a published author in 90 days)
5. Audio books (you can have these recorded for under $100)
6. Profit-participation (what could you logically and ethically recommend?)
7. Electronic books (you can be an e-book author in 30 days)
8. Industry specific training workshops (how to grow rich in your niche)
9. Teleseminars (telephone seminars you charge for)
10. Webinars (online seminars you charge for)
11. Keynote speaking presentations (how to graduate from the $1,000 to $2,500 range to the $10,000 to $15,000 range)
12. Membership Web site access (info so valuable clients pay a fee to see it)

What is it that you hate about marketing? You can fill your practice with desirable clients, without expensive brochures and humiliating cold calls.

If you are like many independent professionals and consultants, trying to find new clients can be frustrating. Maybe you are struggling with your marketing message. Or maybe referrals aren’t paying off like they used to. Maybe you are concerned about wasting time and money on unproductive efforts. If marketing seems like a lot of hard work with little or sporadic payoffs, you are not alone.

How would you like to attract more clients than you can possibly handle, without breaking the bank? The good news is the American Dream of creating a professional service or consulting business that provides a high six figure income is alive and doing well. That is, if you take the time to get the knowledge how to do it. Best of all, these techniques require a minimal investment.

Face facts. Other successful professionals and consultants have found the way. How can you model their success? To attract new clients, the best approach is the Educating Expert Model that demonstrates your expertise by giving away valuable information through writing and speaking. In addition, you can increase closing rates up to 50% to 100% by discovering and rehearsing the right questions to ask prospective clients.

Here are the five ways prospects judge you (Aaker, 1995, Strategic Market Management) and my views of how the Educating Expert Model is the perfect fit:
1. Competence. Knowledge and skill of the professional or consultant and their ability to convey trust and confidence (you demonstrate and prove your expert knowledge by speaking and writing)
2. Tangibles. Appearance of physical facilities, communication materials, equipment and personnel (you do this by the appearance of your Web site and how-to handouts)
3. Empathy. Caring, individualized attention that a firm provides its clients (educating people to solve problems before they hire you proves you care)
4. Responsiveness. Willingness to help customers and provide prompt service (when you promise to give people things like special reports and white papers, do it promptly)
5. Reliability. Ability to perform the promised service dependably and accurately (prospective clients will judge you on how organized your seminars, speeches and Web site are)


Here’s how to determine if this is a good fit for you. Do you specialize in performing professional, scientific, and technical activities for others? If you are like most of our clients, your activities require a high degree of expertise and training. Do you provide any of the following? Legal advice and representation; accounting, bookkeeping, and payroll services; architectural, engineering, and specialized design services; IT and computer services; consulting and mentoring services; research services; public relations and advertising services; HR and recruiting services; translation and interpretation services; and other professional, scientific, and technical services.

If you fit this profile and have struggled with marketing, it is no wonder. Maybe you tried to emulate the marketing of big companies, a common problem for professionals and consultants. According to one Harvard Business School researcher, typical marketing not only doesn’t work for professionals and consultants it is actually harmful. Instead become an educator and attract all the clients you need.