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The 3-Source System Every Consultant Needs (None of Them Are Lead Magnets)
Most consultants are scattered as hell. Especially when it comes to lead generation and business growth.
They're posting on LinkedIn 5x a day. Building lead magnets nobody downloads. Going to every networking event they can find. Trying to be everywhere at once.
And they wonder why their lead flow feels like a rollercoaster.
Here's what nobody tells you:
You don't need more channels. You need the RIGHT three channels with crystal clear clarity on who you serve and what you offer.
(And for real, if you nail ONE channel with a laser sharp strategy, your revenue will 2-3x before you do anything else)
Because without that clarity, even the smartest activity is just... activity.
Let me show you what I mean.
The $200K Lesson in Being Picky
One of my clients - I'll call them Alex to protect their privacy, but this is 100% real - went to the same industry conference in 2022 and again in 2025.
Year 1: A rough idea of who they served and what made them different. Talked to everyone. Collected a bunch of business cards. Left exhausted with a pile of scattered leads and no clear plan for follow-up.
Year 2: Crystal clear on who they served, what outcome they delivered, and what made them different. Tested their offer with 2 trusted contacts first. Got strategic about WHO they talked to. Was more selective, not more scattered.
Their retrospective after Year 2:
"By being more picky I have 2x the leads and 4x clarity on how to sell them."
Same event. Same industry. Talked to FEWER people.
But this time:
An Innovation Lead at a global tech company ended their conversation with: "Let's go make money together."
A contact at a major electronics manufacturer said: "I'm moving you from my friend list to my vendors list now that I know what you're doing."
Someone told them to "think bigger" (dream feedback for any consultant)
They found opportunities in areas they didn't even think they could play
What changed?
They got clear.
Clear on:
Who their ideal customer was and what situation made their work urgent for them
The specific outcome they delivered (the one the customer wanted, not what Alex thought they needed)
What made them uniquely positioned to deliver it better than anyone else
Their signature offer that they could articulate in 30 seconds
With that clarity, Alex knew exactly:
Who to target
What pain points to look for
How to articulate their value instantly
How to spot the right opportunities (even in unexpected places)
Without it? They were just another consultant at a conference, hoping something would stick.
The Truth About Lead Sources
Here's what I see consultants do wrong:
They post on social media and engage with content FOR THEM (other consultants, business advice accounts, marketing gurus) instead of being in the conversations their CLIENTS are having.
They go to networking events THEY find interesting instead of the unsexy ones where their actual clients hang out.
They build peer relationships instead of strategic partnerships with complementary service providers who serve their clients before/after they do.
They create lead magnets before they have any authority, so they have no means to drive traffic to it, the content is generic and nobody downloads it.
All that activity. Zero compounding.
The 3-Source System That Actually Works
Once you have that clarity locked in - who you serve, what you deliver, why you, and your signature offer - you need exactly three lead sources:
LinkedIn, Substack, Twitter/X, Instagram, YouTube - doesn't matter which one. You can build a successful lead generation strategy ANYWHERE.
But you need to follow the Essentialist CEO sweet spot strategy — finding the intersection between your authentic skills, strengths, and style with their true needs and wants.
What matters:
Your ideal client actually hangs out there (not where other consultants are)
You have natural strength/interest in that platform (the Essentialist CEO sweetspot - you'll be consistent where you actually enjoy showing up)
You're building for the long game (pick one, go deep, let it compound over years)
The nuance everyone misses: You know you need to engage with other content creators online. But too many of you only engage with the accounts YOU find interesting, instead of the accounts your CLIENTS follow, learn from, and engage with.
Curate your feed and focus your strategy on THEM, what they care about, where they hang out, who they follow.
2. Strategic Partnerships
Not peers. Not other consultants doing similar work.
Complementary service providers who serve your client before or after you do.
Examples from my world:
Paula (fractional Chief HR Officer) joined an online community for fractional executives. She targeted one person: a fractional Chief of Staff who would be perfectly positioned to bring her into organizations.
Within months, he got a full-time offer from a Private Equity firm to be their Chief of Staff. He brought her in. Now she does due diligence work for them.
My friend who does personal storytelling work for leaders building their brand refers clients to me when they need business strategy. I bring her in to clients when they need deeper story work beyond what I do.
Reuben (my business partner) builds my funnels, operations, and ads (and he’s KILLER at all of it). I refer clients to him constantly when they're ready to systematize. He incorporates my strategy so the work is aligned, and he gives me a cut. Everybody wins.
The pattern: tangential, non-competitive, mutually beneficial.
Ask yourself:
Who serves your client right before they need you? Who do they need right after working with you? Those are your strategic partners.
3. Targeted Networking
Not mingling. Not "working the room." Not collecting a stack of business cards you'll never follow up on.
Surgical. Strategic. Selective.
Alex’s approach at that 2nd visit to the conference:
Tested their offer with 2 trusted contacts before the main event
Knew exactly who they wanted to connect with
Avoided random chitchat so they could focus on ideal clients
Had crystal clear clarity, so every conversation was sharp
Result: Half the conversations, 2-3x the qualified leads, 4x the clarity on follow-up.
The key: Go where YOUR CLIENTS go. Not where you think it's cool or interesting.
If you sell to CEOs, stop going to marketing conferences. If you sell to finance leaders, stop networking with other consultants. If you sell to creative directors, stop hanging out at entrepreneur events.
Go where THEY are. Have a plan before you walk in the door.
Why This Compounds (And Scattered Activity Doesn't)
Three mastered channels with crystal clear clarity create compounding results:
Your authority platform builds an audience asset (that you own)
Strategic partners refer you again and again (because you solve a specific problem they can recognize)
Targeted networking creates relationships that turn into projects, referrals, and repeat clients
But without clarity on who you serve and what makes you different, you're just:
Posting content nobody remembers
Building relationships that go nowhere
Attending events that feel like a waste of time
Clarity is the difference between activity and assets.
Alex proved it. Same conference. Same industry. Different level of clarity.
2x the leads. 4x the follow-up clarity. Partners at global companies saying "let's make money together" by the end of the first conversation.
That's not luck. That's leverage.
Your Next Move
Before you add another channel, before you build another lead magnet, before you attend another event:
Get crystal clear on four things:
Who you serve - Your ideal customer and the specific situation that makes your work urgent and high-stakes for them
What you deliver - The outcome they actually want (not what you think they need)
Why you - What makes you uniquely positioned to deliver it differently and better than anyone else
Your signature offer - The thing you can articulate in 30 seconds that makes people lean in and say "tell me more"
Once you can answer those four questions clearly (and your ideal clients nod along when you say it), THEN pick your three sources:
One owned platform where your clients actually are
Strategic partnerships with complementary providers
Targeted networking where your clients hang out (not where you think it's interesting)
Master those three. Let them compound.
Everything else is just noise.
In love and growth,
Kasey
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