MENGENAI EPISOD INI
Crystal Hincks generated more than $250,000 in consulting engagements in a single month.
But that result came after months of experimenting with lead generation strategies that worked... just not well enough.
Listening tours. White papers. Webinars.
She started getting in front of more decision makers.
But those conversations still weren’t consistently turning into paid consulting engagements.
In Episode 286, Melisa Liberman sits down with Crystal to unpack the full journey behind the $250K result: the lead generation strategies she tried, what she learned from each experiment, what was breaking down between conversations and paid work, and what finally changed.
Crystal shares what she discovered about her sales process, how she changed the way she showed up in conversations with prospective clients, and why that shift mattered.
Then she built a lead generation initiative around how her buyers already behave.
That experiment generated more than 100 applications and led to more than $250,000 in paid consulting engagements in one month.
But this episode isn’t about copying Crystal’s tactic.
It’s about the process she used to get there.
How do you know whether to keep going with a lead generation strategy, refine it, or replace it?
How do you stay with an experiment long enough to learn from it without wasting months on something that isn’t working?
And how do you recognize when the problem isn’t your lead generation tactic at all, but something else in the way you’re creating and converting consulting opportunities?
Crystal shares what she learned from the strategies that didn’t work, the ones that worked only partially, and the shifts that ultimately brought the pieces together.
If you’re working on lead generation but still wondering why your effort isn’t translating into enough consulting clients or paid opportunities, this episode will help you see what to evaluate next instead of assuming you simply need to do more.
Timestamps for Key Moments:
[00:00] Introduction to Crystal Hincks and why her story matters
[00:02] Companion resource: Lead Gen Sprint at www.ConsultantSprint.com
[00:20] Getting stuck in the friend zone and the premature proposal problem
[00:29] The mindset shift: from helpful vendor to expert and peer
[00:34] Value Made Visible: the initiative that created $250K in one month
[00:41] What the experiment taught her about lead generation
[00:45] Advice for consultants who are experimenting but not yet seeing results
Resources Mentioned:
Companion Resource: The Consultant's Lead Gen Sprint. Fall cohort starts September 22nd. Enroll at www.ConsultantSprint.com
Crystal’s website: www.uncommonevaluation.com
Crystal’s LinkedIn: https://www.linkedin.com/in/crystal-hincks-7217556b/
Full Show Notes: https://shownotes.melisaliberman.com/episode-286
Want More?
- Melisa's Books, Planners & Journals: https://linktr.ee/melisaliberman
- Get Melisa's Book: https://www.melisaliberman.com/book
- Visit Melisa's Website: https://www.melisaliberman.com/
- Follow on LinkedIn: https://www.linkedin.com/in/melisa-liberman
Want help achieving your consulting business goals? Melisa can help. Click here for more on coaching tailored to you as an independent consulting business owner.
TRANSKRIP 🔗
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Welcome to the Grow Your Independent Consulting Business Podcast.
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I'm Melissa Lieberman, a fellow IC and business coach.
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On this podcast, I teach you to become a consistently booked independent consultant without becoming a pushy salesperson or working 24-7.
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If I can do it, you can too.
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Listen on to find out how.
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