As a leading social media speaker and consultant, I often get asked about how to start a social media consulting business and develop initial clients. I am happy to mentor a new generation of social media-savvy business consultants, and I plan to be blogging about this more in the future, as I believe the subject can aid not only social media consultants, but also educate any consultant, entrepreneur, or small business owner on how to better utilize social media to launch and develop new business. Social media truly levels the playing field for any business owner or entrepreneur.
Starting any new business is a risk, and while I find many people might have the expertise in any given field, they might not have the sales skills nor even the social media marketing skills to develop a social media consulting business and build up a company. Yes, I have met social media consultants who they themselves are not good social media marketing practitioners. I will not comment on what types of social media consulting projects these individuals might be appropriate for, as every professional brings a unique skill set and plethora of experiences to the table, but I will say that going forward if you cannot display your own social media marketing expertise with your own brand, it will be very difficult to establish the credibility that is necessary to develop business. This is because, although I have done social media consulting on customer service-related projects in the past, the majority of inquiries I get are related to social media marketing consulting.
Assuming that you are qualified for the job and are committing enough time and resources to make your social media consulting business a success, here are the 6 most important steps in how to start social media consulting:
1) Credibility
This is a no brainer. Without credibility, no one will hire you. How to establish credibility as a social media consultant is a whole separate conversation, but you need to think hard and imagine, if you were on the other side of the table, why they would trust you with their business. Assuming you don’t have any previous experience consulting with clients, a given here is that you have your own robust social media presence and at least can showcase your own online brand to gain some credibility with potential clients. Writing your own ebooks are another way of establishing credibility through showcasing your knowledge.
2) Experience in Starting a Social Media Consulting Business
Combined with credibility, you need to show the experience that you have which equates to why you can make money off of others. If you don’t have any social media experience you can’t expect to get any business. Start with your own brand, and then lend a helping hand by offering pro bono work to others in your family and/or network that you can assist and build a track record from. There are also a lot of non-profit organizations who would appreciate your social media contributions.
3) Online Branding
Social media marketing is all about getting found online, so you obviously need to have proper online branding that permeates your own website as well as your social media properties so that there is a sense of trust in your company. If you recommend clients should be on Snapchat, yet you don’t have an account there yet, your online branding is incomplete!
4) Contribute Your Own Content
Anybody can go onto Twitter and ReTweet everyone else’s content. But what is your opinion on utilizing social media for business? If you aren’t contributing your own unique and insightful content, why would someone who finds you in social media want to visit your website and find out more about you? How would they be confident that you can apply your expertise to their particular situation? This content can be displayed as a blog post, an ebook, or a regular newsletter you send out to prospective clients.
5) Make Connections, Both Online AND Offline
People buy from people they know as well as recommendations from trusted friends via word-of-mouth. While social media is relatively new, the same old rules of business apply. You need to work hard to engage with others on social media channels to build out the reach of your network, but don’t forget to take those relationships offline and expand upon them. Chances are your first deals are going to come locally, so I would concentrate on local networking before being too ambitious and thinking nationally or even globally.
6) Learn from Your Customer on How to Start a Social Media Consulting Business
Pretty soon, assuming that you have followed the above steps, you will undoubtedly meet someone who might be interested in your services. Well, what exactly are your services? It’s time not to spy on the sites of other social media strategy consultants for ideas, but to take a tally of what you have done pro bono for those in your network. It’s also time to learn from your customer and understand their pain and needs and provide solutions that solves their problems. If you haven’t read it yet, it’s time to pick up a copy of the classic book Solution Selling for an education that most sales professionals go through early in their career.
My background is in business-to-business (B2B) sales and business development, so developing business is natural for me, but I realize that many consultants are not experienced sales people themselves. I have personally been able to successfully develop business through a combination of the above things, and I believe it can be a successful formula for you as well. I am also not trying to make my answer seem “zen-like” or abstract, but I do believe that it requires a lot of hard work of combining the above, not to mention creativity with some additional luck regarding the timing of conversations and opportunities. There are a lot more specific things that I can point out, but I will leave them for future blog posts and webinars on the subject.
Would love your feedback on if there is anything else that other experienced and successful social media consultants can add to help everyone out in how to start a social media consulting business. On the other hand, if you are an aspiring social media consultant, does this give you more confidence to pursue your passion?
@nealschaffer
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Paul says
July 16, 2017 at 10:51 pmThis article gives great insights!
Neal,
Having a well designed website, creating high quality content and experienced social media services can help a business increase brand awareness and succeed.
With more and more people hanging out in social media today, startup businesses and established firms are now investing in social media advertising and content management.
Therefore setting up a social media consulting firm that can searve these needs should be a welcomed idea.
These tips will help interesting individuals understand what to expect from any social media team that will grown a business.
(link edited by admin)
We hope this would help too.
Thanks for this great post Neal!
Neal Schaffer says
July 17, 2017 at 9:39 amAppreciate the comment – and sorry for deleting the link – bit that is our policy on links in comments. Thanks!
Michael Oni Chidebe says
May 5, 2017 at 9:17 amHello Sir Neal,
As an entrepreneur I really have interest on Information Technology of which Social Media Constant is also one of the Top 10 business most in this age, and these six points listed above are the major key to skyrocket me in this aspect of Information Technology.
Thanks a lot.
Jeffrey Buskey (@JeffreyBuskey) says
March 7, 2017 at 7:48 amHi Neal, I have been following you on social media. You provide great advise and insight. I have spent my entire career in sales development and very successful at it. I have my own website. I blog about Sales, Marketing, and Mobility. I would like to focus on social media consultancy. All the blogs I read, no one have created a “blueprint” to follow that would lead to XYZ. I read a lot of books but much of the information is generalized, not tactical. Do you have any suggestions?
Neal Schaffer says
March 7, 2017 at 10:40 amThat’s why I wrote this blog post Jeffrey ;-) What specific additional information were you looking for?
Jenine says
December 14, 2016 at 3:27 pmHello Neal! I am a little late reading this post, but it is very helpful. I have been a social media moderator for a huge company for three years now and I absolutely love my job. I have finally decided to create my own social media consulting business. There’s so much information to learn when starting a new business and it can be a bit overwhelming. This article has helped put my plan into perspective. I have already started managing a few local businesses’ social media platforms pro bono and did some consulting before I came to a final conclusion of wanting to start my own business. I have learned a lot about what services I want to provide specifically and how managing small businesses is different from giant corporations. Thanks for the help with starting my business. I’m even more excited now!
Neal Schaffer says
December 15, 2016 at 10:52 amThat is so awesome to hear – good luck Jenine and let us know how it goes!
John Limdimas says
August 24, 2016 at 7:47 amSo then here is my actualy question. How do you actually start your own social media marketing service? I meant, like how do you actually do it. Do you need some sort of a business license to get started with? Ihave great amount of followers on Twitter and Faceboook as well.
Neal Schaffer says
August 25, 2016 at 7:49 amIt would be best if you create an LLC to separate your company assets and protect your personal assets! Go to LegalZoom and get one done!
John Limdimas says
August 28, 2016 at 3:24 pmSo if creating a LLC through LegalZoom is the right way, then what is the next step for this one then? Are there any fees I should be worrying about it? And also, with creating a LLC through LegalZoom is that like the same thing as creating a business license? Thanks!
ignacio says
January 20, 2017 at 8:54 amHi John, were you able to figure this out? I’m creating an LLC through LegalZoom but I’m not sure about the licenses. Thanks!
A. Blake says
November 30, 2015 at 1:22 pmAfter reading this, I know I made the right decision!
Neal Schaffer says
November 30, 2015 at 3:50 pmGlad to hear!
Deckard Shaw says
July 15, 2015 at 5:32 amWell first and foremost thing is thank you so much for sharing such a wonderful post with us and really I like the post. I was too planning to start business in this field but I was confused from where to start so I dropped the plan.
Neal Schaffer says
July 15, 2015 at 6:41 amThanks – hope this helps!!!
osman123456 says
April 8, 2015 at 8:13 amDo you think i need to make a website before I approach local businesses ?
Neal Schaffer says
April 8, 2015 at 11:26 amI highly recommend you do so!
Corrine Ellul says
March 21, 2015 at 4:02 amThank you for your simple but informative article. I have just started researching to start a local social media consultancy business as I see a real need in this beautiful place I live (regional Australia). Unfortunately most business here still don’t see the value of online marketing and social media which will be half the battle. I would love to be mentored as I feel the rise of anxiety that one feels with starting any new business venture, and a reassuring virtual hand on my shoulder would help me to me move forward with the project.
Neal Schaffer says
March 22, 2015 at 2:32 amBest of luck to you Corrine – you might need to wait for the market to “catch up”!
sdunac1 says
May 28, 2014 at 1:09 pmLoved your article, very informative! I recently just started my consulting services and it seems that I am on the right path. Your tips also put my goals in a better perspective.
Neal Schaffer says
May 28, 2014 at 5:54 pmGlad to have helped!
tidyheidi says
September 2, 2013 at 5:39 pmI am new to social media marketing and landed my first client about three months ago. They are very satisfied but my question is now what? How can I target local business and get them to sign up for my service? What is the best way to approach them in your opinion?
Neal Schaffer says
September 3, 2013 at 12:58 pmCongratulations! While the list below is by no means comprehensive, here are five basic ways to find your next client:
1) Ask your client for referrals
2) Ask your network for referrals
3) Network in your local community
4) Create content as part of an inbound marketing strategy
5) Advertise on Google/social media
Just as there is no one-size-fits-all approach to social media marketing, there is no one singular approach that will apply to everyone! You will need to experiment and find one that works best for you and your situation.
Good luck to you!
Ray Stalnaker says
November 25, 2015 at 4:42 pmIf you are selling locally, ask your current client for a referral, then walk into the referred business and tell them that you have been helping xyz company down the road and they had mentioned that yzx company might benefit from your services. Cold call if you must but dropping a name of someone they trust sells your service for you.
Neal Schaffer says
November 25, 2015 at 5:54 pmGreat point Ray! This post was more about how to find your first customer, but once you do so, referral marketing is the way to go!
Gaurav Gurbaxani says
July 10, 2013 at 5:51 amNeil, I have been following your stuff on windmillnetworking.com
simply love your actionable approach.. This post has given me the inspiration to self publish on Kindle.. Thanks!
Neal Schaffer says
July 11, 2013 at 5:05 pmThanks Gaurav! GO FOR IT!!!
Gaurav says
May 7, 2013 at 11:23 amGreat points! If you can work on a few case studies that can really build to your credibility..
Neal Schaffer says
May 8, 2013 at 10:00 amExactly Gaurav!
Nasya says
January 7, 2013 at 7:23 amThanks for the helpful article. It’s great to be able to see it laid out like that. I got my first job with a local business last month, and am starting a pro bono job this month.
Neal Schaffer says
January 7, 2013 at 11:13 amCONGRATULATIONS NASYA! That’s awesome!!!
Andrew Ryan Profaci says
February 27, 2012 at 3:35 pmInteresting article. I can write great content and am considering marketing my blog-building and content creating services to some local businesses. Thanks for the tips!
Neal Schaffer says
March 1, 2012 at 7:20 amGood luck with it Andrew!
Brigit Law says
December 7, 2010 at 7:44 pmThanks for this useful list Neil!
For myself I follow one more step: Gain Knowledge: gain indept knowledge of the business, in this case social media – by reading relevant blogs, books and speaking to old and new generations.
nealschaffer says
December 7, 2010 at 7:47 pmThanks Brigit…of course, my blog post assumes that you already have the knowledge you need to succeed, which is why I didn’t put it in the article…but if you don’t, then, yes, you will need to acquire enough knowledge to compensate for any experience that you might lack.
nealschaffer says
December 1, 2010 at 11:47 amThanks for the comment, Shobhit, and good luck in building up your consultancy! Do stop by and let us know how things go!
Social Media in Orgs says
November 30, 2010 at 8:43 pmNeal – I agree with all your recommendations, but I feel a critical one is missing: know yourself and what you want to achieve.
“Social media consulting” can run the gamut from strategy development to policy creation to training to website changes to social networking site management. It’s important for people to understand what their strengths and unique value proposition are, as well as the kind of work they most want to do. For example, even though I manage my own social media platforms, I have no desire to do that for clients. I also recognize that even though I can provide tactical solutions, helping organizational leaders be more strategic about their approaches to social media is something for which I am better suited and addresses a need I think is more critical and less easy to fill.
Having a clear sense of what you want to offer and why will help you focus your energies on the most critical activities and help you refine your business development efforts. It’s tempting to say “yes” to everything at first, but that’s not necessarily in your long-term best interests. And having a framework for approaching Neal’s recommendations will enable you to maximize both your efficiency and your effectiveness.
Courtney Hunt
Founder, Social Media in Organizations (SMinOrgs) Community
Principal, Renaissance Strategic Solutions
nealschaffer says
December 1, 2010 at 11:46 amThanks for your thorough comment Courtney. My advice was dependent upon professionals already knowing what their strengths are and what they want to do, as you suggest. It is true that “social media” and what companies needs are can create varied demands on a social media consultant that can have them doing auxilary things that they may not have intended to do nor have the strength to do. I agree that the framework is important, and I do believe that it can only happen naturally after having some experience under your belt for most unless you can really think things through thoroughly beforehand before you embark on this professional journey.
Shobhit Patil says
November 30, 2010 at 3:02 pmNeal – I really enjoyed reading your article. I am a Social Media Enthusiast and Currently I am working for a Social Media Consultancy and intend to start my own soon. Your article was really valuable and I will be waiting to read more from you.
As for Experience – I totally agree with your comment. I am planning to build a social media strategy to develop online presence for my own family business which I assume would act as a portfolio, when I start my own small consultancy.
Justice Wordlaw IV says
November 29, 2010 at 11:40 pmneal,
I enjoyed reading your posts on the topics that you chose. They were truly detailed and specific on how you should focus on building an online business. I liked how you put “luck” in there as well because there would be times where “luck” becomes a factor in closing deals and gathering on new clients for your business.
nealschaffer says
December 1, 2010 at 11:39 amThanks for the comment, Justice…and, yes, luck is a component in many things in life that cannot be ignored!
Anonymous says
November 27, 2010 at 10:13 pmNeal
Very helpful article, got it bookmarked, not sure if my LinkedIn email was part of the reason you wrote it as you said you’d had loads of people asking about it!
I actually have started by what you suggested doing, getting pro bono work, but unforunately the two businesses I came up with a zillion ideas for weren’t keen to try any of them out, so cant actually use them to add to my portfolio.
Thanks again, RSS’d your blog and got your LinkedIn article to read still!
James Mishreki
nealschaffer says
November 27, 2010 at 10:18 pmGlad you found value in the post James. Entrepreneurs get lots of ideas…they say the secret to success is “focus.” Good luck with it all!
Saul Fleischman / KdL Group says
November 27, 2010 at 1:10 amAs for credibility, and want to add this: publish. Write a book. And while you write your book, add value to relevant blogs, as I am doing here. When you do so, don’t be shy to show peers in media what you do, such as a link to www.osakabentures.com
Also, be a supporter, and communicate. Check out what you find with a search of “osakasaul,” and I believe you will see I practice what I preach, particularly in Twitter, LinkedIn, and Facebook.
nealschaffer says
November 27, 2010 at 5:44 pmThanks for the comment Saul. Publishing a book is one way to gain credibility, but, of course, the content of the book has to be credible ;-)