How to generate online leads for your consulting business

Lead generation comes with some challenges you’ll have to overcome as a business owner. This is especially true in overcrowded niches.

Lead generation is a major problem most business owners face today. With the constantly increasing competition and abundance of information, it becomes very difficult for a company to track, reach and engage with potential clients. Hence, many businesses find it hard not only to succeed, but also to survive.

However, you shouldn’t be discouraged at first glance. You should undertake a proper examination of these lead generation challenges which will help you survive the natural selection of business nature, fill your sales pipeline and acquire potential clients faster.

 Why is getting quality leads so challenging?

Reason is that; lead generation is crucial and difficult at the same time. Several factors make the acquisition of quality leads difficult. On the other hand, the importance of this task should never be underestimated.

A business needs to continually generate quality leads because it is the only guarantee for making sales in your business. Stated below are a few reasons why lead generation can be challenging at times:

  1. It takes time and effort.

It requires quality time to conduct comprehensive research when trying to generate leads, and as well, write follow-up messages to prime your prospects. Thus, if your lead isn’t a good fit, all these efforts and time will be wasted.

  1. Could be tedious and frustrating if not done rightly…

Lead generation requires that business owner follows due process in order to convert a large amount of traffic into qualified and ready to buy leads. As a result, it requires equal time to yield maximum results. But most times, you are likely to get results or not, as the processes involved could be discouraging.

  1. Requires you to spend some bucks.

By using paid advertising to generate leads, you will spend decent money to be able to get good results. Free and inexpensive lead generation tactics will cost much more time and effort, while more expensive ones will produce faster results.

However, it’s not just speed you should consider. You want quality leads that can be converted into actual revenue.  

A poor quality lead can cost your business more time, effort, more negative feedback, and more money. That is why it’s important to solve this problem at the very beginning of your sales pipeline.

Hence, as a business owner, you should be willing to spend cash to generate quality leads and feed your sales pipeline.

Most successful business owners are continuously looking to expand their customer base and grow their businesses. Business growth can be difficult at the very beginning and could be a long-term process.

One of the foundational elements of growing a business is having access to a steady stream of sales leads.

The more leads you are able to generate, the better your chances of making much more sales.

Hence, for businesses to remain competitive, it is necessary to focus on increasing the number of leads it generates which eventually result in sales.

Of course, there is an over dependence on old methods of lead generation which may have little or no effect on their sales. It is therefore a top concern and one of the major problems which most businesses experience today. 

Most times, these businesses do not prioritize their lead generation, tracking, and customer retention processes and they give in little or no efforts in generating as many leads as possible, thereby, limiting the potential to make maximum profits. 

Hence, we can say that, one major problem limiting most businesses from generating sales boils down to one factor – LEAD GENERATION.

But, Why Do Businesses Require Leads?

One major reason businesses need leads is because they allow for you to understand who your potential customers are, what their needs and interests are, when they’re most receptive to hearing from you, and how best to reach out to them.

Lead Generation creates an avenue for you to attract the right kind of prospect who finds interest in your service.

As a consultant either for small, medium, or large scale business, it is understood that at the beginning of your sales process, you put some effort in order to generate leads. But, most times, you only end up generating a few leads and not being able to handle customer relationships in the right manner.

While you are busy working with clients who are interested in your expertise, you should also work on the marketing side of your business to make sure you’re getting a steady stream of leads to improve your sales.

Without proper lead generation, your business could suffer a great deal and you won’t be able to generate consistent revenue. One of the reasons why some consulting businesses fail is because they don’t generate enough leadst to feed their sales pipeline.   

The more you generate traffic, the bigger your network/audience grows—the easier it becomes to secure leads. But aside from networking, you can also make use of social media. Take advantage of the fact that everyone is spending time online to reach your ideal customers.

As a consultant, new, fresh leads are the lifeblood of your business. Without them, you will soon run out of services you can sell to your existing clients. You need to ensure there is always an influx of new leads pouring into your business daily.

There are a large number of ways to generate organic leads online. Remember to pre-qualify your leads according to the parameters you want to work within. You don’t have to take on each and every person who comes along. 

Many will be difficult to work with or want guarantees you simply can’t make, and while it can be hard to decline business, particularly when starting out, in the long run you’ll be better served if you do.


Leads are essential to the sustainability of your business. But why is lead generation important to your business? Below are some benefits:

  1. To expand your reach

Lead generation helps you reach more prospects and improve your clients base. 

Now, you have the opportunity to expand into new markets you otherwise wouldn’t have and reach more people equally.

  1. Increased Revenue

When properly done, lead generation can maximize your brand’s ability for reaching target prospects. By utilizing appropriate techniques such as applying the right messaging, offer, and content to generate interest from prospects, you easily generate more leads.

As a result, you convert them and close more sales. The revenue growth has a huge potential, especially when you focus on your prospect’s interests and pain points.

  1. Improved Lead Quality

With effective lead generation, you take a highly targeted approach to capturing quality leads who are interested in your services.

Every process attached to your lead generation, from your website optimization and email copy to social media and blog posts messages should cater for their interest and pain point. 

This makes it easier for your brand message to resonate with each audience. This improves the quality of your leads, which increases your conversions and sales.

  1. Much Visibility and Awareness

Maybe you’re a startup that recently launched without having much visibility, or you’re one who has an established consultation business that’s operated behind the scenes for years; Lead generation when fully maximized will help increase your visibility and get more prospects to see what you do.

Creating visibility and awareness is vital to turning the tide in your favor and can be achieved majorly with lead generation.

With online marketing growing continually, business owners face hard questions about their marketing tactics. As a business owner, it is necessary to learn how to reach potential customers online. 

Gone are the days when a well-positioned billboard or television ad would generate a lot of buzz and interest in a brand. Today’s customers are all online, and their presence should make business owners take a completely different approach to marketing.

Getting leads usually results in sales. For a business to skillfully generate the leads it needs to keep doing business, it needs to approach the problem practically and with an entirely new approach.

Below are a few methods that businesses can adopt to generate steady leads online:

Creating Authority-building Contents

One major reason why anyone will buy from you is because of trust. Creating authentic content allows people to follow you and gain that trust. The key is being authentic as everyone can smell something fishy or calculated from a mile away. Be authentic and provide all that you know. This builds trust and eventually, people with enough pain will buy from you.

Direct Engagement with prospects

Since your business sells a high-value consultation service that may be billed on monthly retainers, directly engaging with potential customers is a great approach to generating leads. You can reach out to prospects directly through social media, email, by phone, or even in person after establishing that they are qualified to do business with.

Paid Ads

Paid Ads are important to get a desired action from website or page visitors.

After the action must have been performed, users are then directed to a landing page where they are guided on what exactly needs to be done. This in turn, extracts their information, hence, generating lots of leads consistently.

Marketers often spend a ton of money on Ads and then forget to account for what happens next. Note that an Ad copy will only be useful if people actually perform a desired action.

Leveraging Lead generation Softwares

With the advent of innovative and automated softwares, lead generation has become much more cost-effective and less time-consuming.

Maximizing Content & Influencer Marketing

These are two (2) very favorable ways to attract the attention of online customers. Most times, this technique helps in attracting an organic audience base for your business. Providing value and solutions to the many problems and questions they may have will force them to identify with your brand and strongly desire it.

At last, they get to purchase any of the products or services being offered including those that will be out in subsequent periods.

Utilizing Email Marketing

With email marketing, you can offer a free report, video or webinar to get prospects interested in your freebie and sign up to your list. 

Now that you’re in contact with them, you could cultivate a relationship so you can take them from the lead stage through a sale (and eventually a repeat sale!). 

Using a Lead Funnel

A lead funnel helps you know who you are targeting and determine how best to reach them. It is a process where you generate leads by offering something of value in exchange for a prospect’s information. The first part of this process involves funneling all prospects to a squeeze page that encourages them to share their contact information, generally in return for a free gift, a coupon, a sample or some other value-driven benefits.

At this point, it is vital to have a customer relationship management (CRM) database that will help you keep track of potential customers through the process.

Social Media Marketing

Social media platforms offer a variety of options for marketers looking to guide customers to take action.

You have the choice between promoting your business through social shares and including a call-to-action in your posts,

These are just some of the features available.

Social media platforms make it easy to guide followers to take action, which is why you should promote your offerings on social.

You can create a Facebook page, Twitter profile, LinkedIn company page, Pinterest account or a YouTube channel to attract and engage your audience, then funnel them through your process to become leads.


Once you learn how to generate leads online, the sky will not just be your limit, but your starting point.

Lead generation should be thought of as a long-term and continuous process. If you get an efficient system in place using the lead generation tips above, you can streamline the process and increase your opportunities for business growth.