Short answer: an independent consultant often prospects in bursts: a lot before an assignment, nothing during it. The result is a saw-tooth calendar. The fix is a minimal pace that continues during the assignment, a profile that stands in for the missing brand, and messages about a precise problem the person has.
Why does a solo consultant prospect differently?
A firm has a brand, published references and a team that prospects while others deliver. The independent consultant does everything alone, and the client expects the consultant in person to deliver. Three consequences.
- The profile is the brand. It is what the person checks before replying. It must say whom you serve and on what, as our article on how to describe your business shows.
- You cannot do everything at once. An assignment takes the time a campaign would take. A campaign left unattended during that time is worse than a paused campaign.
- You sell yourself as much as your method. A message that talks about you before the client's problem fails.
These are our reading of the trade, not the result of a study.
What pace should you keep during an assignment?
A reduced, steady pace beats a spike followed by a stop. Ten to fifteen minutes a day is enough to answer conversations and check the planned follow-ups. You do not need to launch new people every day: a handful a week keeps you in touch with your market.
When an assignment takes all your time, pause the campaign rather than let it run with no replies. Replies left unanswered cost more than fewer sends. Our guide to LinkedIn limits gives pace benchmarks.
Whom should you contact?
Three audiences come up for a consultant, with three different ways in.
| Audience | Useful signal | Way in |
|---|---|---|
| Owner or director of a small company | Hiring, funding, a newly announced project | A precise fact about their company |
| Former client | Job change, new company | News, then a question |
| Former colleague turned decision-maker | New role | A short message to pick up the thread |
Former clients and colleagues are often the most profitable audience: they have seen you work. Our article on advanced LinkedIn networking details this case.
Which messages should you send?
Square brackets are for you to replace. Three messages after an invitation with no note.
1. A precise fact
Hi [First name], I read the announcement of [project or hire]. When a team changes size, [precise problem you handle] quickly becomes a topic. Is that the case for you?
2. A former client
Hi [First name], I saw you joined [company]. Congratulations! I am thinking back to our work on [assignment]. Where do you stand on [topic]?
3. A follow-up without pressure
[First name], I did not want to push. If [topic] is not a priority this year, tell me and I will come back later.
Which objections should you expect?
These objections are our own hypotheses.
- "We already work with an approved firm." Answer: "On which topics? I can step in on what they do not cover."
- "No budget this year." Ask when the budget is decided and come back on that date.
- "What guarantees you will see the assignment through?" Describe the frame: deliverables, milestones, what happens if you are unavailable. Promise nothing you cannot keep.
What does Sales Farmer do for a consultant?
Sales Farmer extracts the profiles of a LinkedIn search, chains invitation, message and follow-ups, and stops the sequence as soon as the person replies. You can pause the whole campaign during an assignment and resume it afterwards. The Watchlist follows up to 10 profiles on the Starter plan ($15 a month excluding tax) and flags the moments to write: hiring, funding, job changes.
The tool replaces neither your profile nor your judgment: a message quotes a fact, it does not make the sale. See sequences and pricing.
FAQ
How much time a day does a solo consultant need?
Ten to twenty minutes during an assignment, to reply and check follow-ups. It is a field rule of thumb, not a measurement.
Should you stop prospecting during an assignment?
No. Reduce the pace but keep a minimal flow. If you run short of time, pause the campaign rather than let it run with no replies.
Does a consultant need Sales Navigator?
Not to start. Our article on searching without Sales Navigator shows how.
Can you list your clients on your profile?
Only with their agreement. Without it, describe the type of assignments without naming the company.