7 practical marketing strategies for environmental consultants
- Lisa Elliott
- Mar 29
- 4 min read
Let’s be honest, most environmental consultants didn’t go into business dreaming about writing LinkedIn posts or building SEO strategies. Just the other day, one of my clients said, “Lisa, I hate marketing, especially posting on social media.” And honestly, they’re not alone.
You started your consultancy to make an impact. To protect the planet. To solve real, technical problems with real-world consequences, not to spend hours figuring out the right hashtags or writing blogs.
But here’s the reality: if people don’t know you exist—or understand the value you offer—you’re not going to attract the clients you deserve. And word-of-mouth alone won’t get you the consistent, high-quality leads you need to build a stable, thriving business.
1. Build a sustainable marketing strategy (not just random tactics)
Marketing isn’t about shouting the loudest. It’s about being intentional.
I’ve worked with many talented consultants who’d built strong reputations—but found themselves waiting for the phone to ring. It worked for a long time, until it didn’t. And when things go quiet, the stress starts to build.
Start by defining your marketing system—a repeatable process that helps you show up consistently, communicate clearly, and measure what’s working. This includes:
Who you're targeting (e.g. local authorities, developers, NGOs)
What problems you solve (think: compliance, conservation, BNG)
Where those people look for help (LinkedIn? Industry forums? Industry publications?)
From there, you can build a strategy that fits your resources—without burning you out.
Think of it like your own environmental impact statement: deliberate, transparent, and aligned with your values.
2. Get clear on your value—and say it plainly
Most consultants overcomplicate their messaging. Or worse, they bury the lead entirely.
Clients don’t care how many acronyms you can list or whether your site says “synergistic methodologies.” They care whether you can solve their problem and whether you understand the world they work in.
I’ve seen first-hand how technical language can either build trust, or leave people scratching their heads. I was often the laywoman in the room, quietly thinking, “Okay… but what does that actually mean?” These days, I encourage my clients to keep it human. You don’t need to dumb it down—just don’t send your readers off needing a dictionary and a strong cup of tea.
Ditch the jargon. Get to the point. Say it with confidence.
3. Leverage LinkedIn—without feeling like a show-off
I don’t know about you, but lately my LinkedIn feed feels more like I’ve wandered into Facebook—pets, politics, and personal rants. Still, despite the noise, I genuinely believe LinkedIn remains one of the best platforms for consultants.
But many environmental professionals avoid it because it feels too “salesy”—and we both know how allergic consultants can be to the word ‘sales’. The good news? Done right, marketing doesn’t have to feel like selling at all.
Here’s the trick: don’t sell. Share. Educate. Inspire.
Post short, story-driven case studies with real outcomes
Break down a confusing regulation in plain English
Reflect on a challenge you faced—and how you solved it
Share insights from the field (photos and all)
Remember, you’re not selling. You’re positioning yourself as the go-to expert.
4. Use storytelling to build trust (even with technical topics)
Your clients are smart. But they’re also human. And humans connect with stories.
Use storytelling in your content—blogs, presentations, even proposals—to build credibility and emotional resonance.
For example:
“In 2023, we helped a coastal infrastructure project navigate complex conservation laws while protecting a rare seagrass bed. The solution? A phased mitigation strategy that not only satisfied regulators but earned the project team a sustainability award.”
Stories like that communicate competence and character. And that builds trust faster than a 20-page proposal ever could.
5. Optimise your website (yes, it still matters)
Your website is more than a digital brochure. It’s your online CV, your pitch deck, and your client onboarding portal—all rolled into one.
If your website was last updated during lockdown, don’t panic. Start with the essentials:
What you do
Who you help
Why it matters
What to do next
A clear, focused site helps potential clients self-qualify. And if you can add a few educational blogs that answer common client questions? Even better. You become a resource before they ever get in touch.
6. Don’t underestimate email—it’s the quiet powerhouse
Email often gets overlooked because it’s not the shiny new thing. But it works. One of the best bits of advice I’ve taken from Steven Lewis at Taleist is this: your email list is yours. It’s the one marketing asset no one else can touch. Social platforms change. Algorithms shift. But your list? That’s a direct line to the people who already know, like, and trust you.
Start with a simple email list of past clients, collaborators, and peers. Then send the occasional update:
“Here’s a recent project we wrapped up...”
“Noticed this regulatory shift—thought it might be relevant...”
“Here’s what we’re seeing on the ground right now...”
It’s not about blasting inboxes. It’s about staying present, staying useful, and making it easy for people to refer or re-engage with you when the time’s right.
7. Measure what matters—without drowning in data
I’ve worked with a lot of engineers and scientists. They do love a dashboard. But when it comes to marketing, the data can get... noisy.
Instead of tracking everything, focus on a few high-value indicators:
Are more of the right people visiting your website?
Is your LinkedIn engagement growing with the right audience?
Are you getting more enquiries or requests to talk?
Marketing doesn’t need to be perfect. It just needs to be deliberate. And you’re more than capable of that—especially with a little backup from someone who speaks fluent consultant (and actually enjoys this stuff).
Final thoughts: You don’t need to be loud—just consistent, clear, and credible
Marketing can feel awkward, especially when you’re someone who’s used to letting your results do the talking.
But in this climate, silence isn’t humble. It’s invisible.
You don’t need to dance on TikTok. You don’t need to morph into someone you’re not.
You just need a strategy that plays to your strengths—your technical expertise, your practical insights, your values. And that’s where LJE Marketing comes in.
Ready to grow your consultancy without losing your soul?
Let’s create a marketing strategy that reflects your work and works for your lifestyle. Book a free 20-minute consult and let’s map out your next chapter.