My Six-Figure Content Strategy: How I Generated 8-10 Quality Client Conversations Every Month

When building a consulting business, the most critical metric isn't followers, engagement, or even leads - it's quality conversations with decision-makers. Every consulting engagement in history has started with a conversation. If you're not optimizing for calls with potential clients or referral sources, you're optimizing for the wrong thing.

Today, I'm sharing the exact content strategy that consistently generated 6-10 quality conversations each month for my consulting business. This approach helped me maintain an average of $25,000-$30,000 in monthly revenue, with retainers ranging from $15,000-$25,000 per client.

The Magic Number: Two Conversations Per Week

For my business model, I discovered that two quality conversations per week - roughly eight per month - was my sweet spot. With my retainer size, I only needed 2-3 active clients to hit my revenue targets.

Of course, not every month was perfect. Some months brought in $40,000-$50,000, while others dipped to $7,000-$10,000 when projects ended unexpectedly. But the consistent flow of conversations ensured I always had opportunities in the pipeline.

Your target number will depend on your own business model. If your retainers are smaller, you might need more conversations. If they're larger, perhaps fewer. The key is identifying your ideal cadence and building a system to support it.

Diversify Your Channels, Focus Your Energy

One crucial lesson I learned: every successful business has a primary channel that drives the majority of new opportunities, but relying exclusively on one channel is risky.

For me, LinkedIn was unquestionably the most effective platform for generating client conversations. However, I supplemented this primary channel with several secondary approaches:

1. Marketplace platforms where clients sought consultants
2. Targeted outreach to companies where I believed I could add significant value
3. In-person networking events and industry gatherings
4. General relationship building through coffee meetings and lunch conversations

Each of these channels produced clients, but none matched LinkedIn's consistent results. The power of LinkedIn came from its dual benefits - reaching both my existing network and potential new clients in one place.

Why LinkedIn Worked So Well

LinkedIn's effectiveness stemmed from two key advantages:

1. Activating My Existing Network

By consistently posting about my consulting work, I kept my capabilities top-of-mind with hundreds of past colleagues and connections. This regular visibility paid off in unexpected ways.

For example, a former manager from nearly six years prior reached out "randomly" after seeing my LinkedIn activity. That conversation led to a $20,000 project. When I asked how he thought of me after so many years, his answer was telling: "I saw on LinkedIn that you were consulting."

This pattern repeated itself multiple times. People I hadn't spoken with in years would reach out saying, "I notice you're consulting now, and we could use your help with X."

Even modest LinkedIn networks of 500-1,000 connections represent hundreds of potential clients or referral sources. Regular posting ensures these connections remember you when needs arise.

2. Attracting New Decision-Makers

The second benefit came from attracting decision-makers outside my existing network. When I shared specific experiences and insights from my work, it demonstrated my ability to help companies "see around corners" in their own challenges.

For instance, I frequently posted about my experiences launching Uber Eats in different markets. A Series A startup noticed these posts and reached out about their own food delivery marketplace launch. They initially wanted to hire me as their head of operations, but I transitioned the conversation into a consulting arrangement instead.

This pattern also repeated itself: companies facing challenges similar to ones I'd previously navigated would find my content valuable and reach out for assistance.

What to Post: Content Pillars That Attract Clients

The most common question I hear is: "What should I post about?" Based on my experience, the most effective approach is creating content around 3-4 "pillars" that showcase your ability to help clients avoid mistakes and accelerate results.

My content strategy revolved around three main pillars:

Pillar 1: Uber's Go-to-Market Playbook

I shared specific experiences, lessons, and frameworks from launching Uber services in multiple markets. These posts demonstrated my expertise in rapidly scaling operations and entering new markets.

For example, I might share how we handled driver acquisition in Miami or how we structured promotions for our launch day that generated over 1,000 orders. These stories helped marketplace companies see that I understood the challenges they faced.

Pillar 2: Freight Automation and Technology

Drawing from my experience leading Uber Freight's automation team, I created content about using technology to streamline logistics operations. These posts positioned me as someone who understood both the freight industry and technical implementation challenges.

This pillar attracted two types of clients: early-stage logistics startups and traditional freight companies looking to modernize their operations.

Pillar 3: Consulting Business Insights

Initially, I shared these posts simply because I enjoyed discussing the consulting business. Unexpectedly, this pillar became a powerful source of referrals.

By discussing my consulting approach and experiences, I connected with other consultants who had complementary expertise. We shared knowledge, supported each other, and - most importantly - referred clients to one another when projects weren't the right fit.

This "indirect" strategy became vital for maintaining a full pipeline. Fellow consultants often became my best referral sources.

Identifying Your Own Content Pillars

To develop effective content pillars for your business, ask yourself:

1. What specific experiences have I had that help companies "see around corners"? These could be challenges you've overcome, projects you've led, or transformations you've guided.
2. Who are the ideal companies that would benefit from this expertise? Define the types of businesses that face similar challenges today.
3. What problems do these companies need solved? Identify the pain points your experience directly addresses.
4. How can I share this expertise in a way that provides immediate value? Focus on actionable insights rather than vague concepts.

Your most powerful content shares specific experiences in a way that simultaneously:

• Provides genuine value to the reader
• Demonstrates your capability to solve similar problems
• Positions you as someone who has "been there before"

The How: Practical Content Implementation

Beyond what to post, there are several practical considerations for implementing an effective LinkedIn strategy:

Posting Frequency and Timing

I found posting daily at 6am Central Time to be most effective. This timing allowed East Coast professionals to engage during their morning routine, creating initial momentum that carried through as other time zones came online.

If daily posting feels unsustainable, aim for at least 3-4 posts weekly. Consistency matters more than volume.

Don't overlook weekends, either. Saturday and Sunday can generate surprising engagement, as many professionals use weekend mornings to catch up on industry content.

Content Creation Approaches

You don't need to create entirely original content for every post. Effective approaches include:

• Repurposing successful posts from months earlier
• Sharing the same insight in different formats (text posts, carousel posts, videos)
• Answering common questions you receive from clients
• Breaking down complex approaches into simple frameworks
• Sharing lessons from both successes and failures

The key is maintaining your authentic voice. Your content should sound like you - not like generic "thought leadership."

Engagement Strategy

Perhaps the most overlooked aspect of content marketing is engagement follow-up. When someone consistently likes or comments on your posts, they're signaling interest in your expertise.

Review the profiles of people engaging with your content to identify potential clients or referral sources. Then reach out directly to suggest a conversation.

If you're targeting 8-10 calls monthly, you don't need an overwhelming number of outreach messages - just consistent, targeted follow-up with the right people.

Making Time for Content Marketing

The most common objection I hear is: "I don't have time for this." My response is direct: as a business owner, you must make time for business development.

If you're not consistently working to fill your pipeline, you're not running a sustainable business - you're simply working a temporary job. Business development isn't optional; it's essential.

You have two options:

1. Dedicate time weekly to content creation and engagement
2. Hire someone to handle this work for you

Either approach can work, but skipping business development altogether isn't viable for long-term success.

The Compounding Effect of Consistency

The most powerful aspect of this approach isn't any single post or tactic; it's the compounding effect of consistency.

Each post builds on previous ones, gradually establishing your authority. Each new connection expands your potential client pool. Each engagement deepens relationships with prospects.

After several months of consistent posting, you'll find that:

• People reach out mentioning multiple posts they've read
• Prospects come to calls already familiar with your approach
• Sales conversations become notably shorter and more effective
• Your close rate improves as clients pre-qualify themselves

This compounding effect is what transforms content from a time-consuming obligation into a powerful business asset.

Start Simple, Stay Consistent

If you're just beginning with content marketing, don't overcomplicate things. Start with:

1. One weekly post about a specific experience from your career
2. One weekly post sharing a lesson you've learned working with clients
3. One weekly engagement day where you comment on posts from potential clients

This minimal approach requires just 1-2 hours weekly but can dramatically increase your visibility and opportunities.

The most important principle is consistency. Imperfect content posted consistently will outperform brilliant content posted sporadically every time.

By sharing your expertise authentically and consistently, you'll build a content engine that delivers a steady stream of qualified opportunities for your consulting business.

Mylance

‍This value-added article was written by Mylance. Mylance takes your marketing completely off your hands. We build the marketing machine that your Fractional Business needs, but you don't have time to run. So it operates daily, growing your brand, completely done for you.Instead of dangling numbers in front of you, our approach focuses on precise and thoughtful input: targeted outreach to the right decision makers, compelling messaging that resonates, and content creation that establishes trust and legitimacy.To apply for access, submit an application and we'll evaluate your fit for the service. If you’re not ready for lead generation, we also have a free, vetted community for top fractional talent that includes workshops, a rates database, networking, and a lot of free resources to support your fractional business.