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How to get clients as a HubSpot consultant

In short

HubSpot work starts when a company changes something: it moves from another CRM, its only HubSpot admin leaves, or the renewal invoice grows because seats were added without a plan. Sell a fixed first project tied to that moment, then a monthly admin retainer. Web agencies, sales trainers and the HubSpot Solutions Directory send the best leads. Posts about inbound marketing theory mostly reach other consultants, not buyers.

Where HubSpot projects come from in small companies

Most small and mid-sized companies bought HubSpot for marketing emails and forms, then added sales and service tools over time. Three years later the portal has dozens of unused properties, duplicate contacts and workflows nobody dares to switch off. Demand appears at clear moments: a migration from Pipedrive or Salesforce, a marketing operations job ad, a sales team that stopped trusting its reports, or a renewal review since HubSpot moved to seat-based pricing in March 2024.

The techniques below turn those moments into small, fixed projects: interim admin cover while a company hires, a two-day health check after a migration, a seat review before renewal, an adoption sprint for sales reps and a reference setup for one industry. Around 1 in 3 health checks becomes a retainer of 6–11 hours a month. Buyers rarely sign after one call, so plan for several meetings per signed client.

The person who needs you is usually a founder, a head of sales or a lone marketer who owns the CRM by accident. They rarely answer agency emails, but they will take a short call about one concrete problem. Meetcatcher proposes businesses whose needs match your skills, shows what you could offer each other, and lets you talk to the decision maker for ten minutes on video instead of chasing them through a sequence.

5 ways to get new clients

  1. 1

    Cover the role when a company advertises for a HubSpot admin

    A job ad for a 'HubSpot administrator' or 'marketing operations manager' means the portal is already suffering, and hiring takes 3–5 months. Offer 8 hours a week of interim admin and help them hire: draft the job description and a hands-on portal task for candidates. Many companies keep you on as the new person's backup.
  2. 2

    Sell a two-day portal health check after a CRM migration

    Companies that moved from Pipedrive, Salesforce or spreadsheets in the last year often carry duplicates, broken lifecycle stages and imported junk fields. Offer a fixed two-day check with a ranked fix list and a one-hour walkthrough call. It is easy to approve, and about 1 in 3 turns into a monthly retainer.
  3. 3

    Review seats and licences two months before renewal

    Since HubSpot moved to seat-based pricing, many portals pay for seats that people barely use. Two months before renewal, check who logs in, who needs edit rights and which paid features are used at all. A finance director understands a smaller invoice at once, and the review opens a talk about what to fix next.
  4. 4

    Run a one-week adoption sprint for the sales team

    A CRM fails when reps keep their real notes in spreadsheets. Shadow two reps for a day, remove every field they skip and build the one view and one report each rep needs. Reps adopt tools they helped shape, a point the playbook for first SaaS customers makes about sales teams and new tools.
  5. 5

    Publish a reference HubSpot setup for one industry

    Pick an industry you know, such as training companies or IT resellers. Publish an ideal pipeline, lifecycle stages and five key reports for that industry, with screenshots from a demo portal. Owners in that niche pass it around internally, and it proves you understand their sales process, not just the tool.

Channels that work best

  • Web agencies building on HubSpot CMS

    Top channel    They build the website but avoid CRM work, so they need someone reliable to hand it to.

  • Marketing operations job ads

    Strong    The company admits the portal needs care and has already set aside budget for it.

  • HubSpot Solutions Directory listing

    Strong    Buyers filter by service and region, and reviews from past clients decide who gets the call.

  • Sales trainers and RevOps communities

    Supporting    CRM questions come up daily; helpful answers lead to private messages and referrals.

  • Inbound marketing theory posts

    Limited    Mostly read by other consultants, while buyers search for their own specific problem.

Creative ways to win clients through partners

  • Web agencies on HubSpot CMS

    Agencies launch sites on HubSpot CMS but rarely want to own forms, workflows and lead scoring after launch. Offer a post-launch CRM setup as a line item in their quote, with a 15% referral fee on any retainer that follows. The agency avoids support tickets about lost leads, and you start with a client who already trusts the platform.

  • Sales trainers and sales coaches

    Sales trainers teach a new process, then watch it fade because the CRM does not match it. Agree a joint package: they train the team, you rebuild pipeline stages and dashboards around the same process in the same week. Each of you introduces the other at the end of a project, so the client gets the method and the tool together.

  • Accounting and ERP consultants

    When a company connects HubSpot to its accounting or ERP system, deals, products and invoices must match. Partner with the consultant who installs the finance software: they own the integration, you own the HubSpot side, from deal stages to quotes. Refer each other on every project where both systems change.

Numbers to aim for

Targets for a small team. Adjust them to your size.
1 in 3Health checks that become ongoing admin workIf fewer, present the results on a call, not as a PDF.
6–11 hMonthly admin time for a 15-person sales teamAbove 15 hours, the portal probably needs a rebuild first.
“You must convince the individual reps first. Many have been burned by tools that overpromised and underdelivered. They won’t risk their reputation unless they can feel the value.”
Seasoned seller
Read: How big should my sales pipeline be to hit my revenue target?

Frequently asked questions

How much does a HubSpot consultant charge?

Freelance HubSpot consultants in Europe typically charge €65–140 an hour. Fixed first projects such as a portal health check usually cost €900–2,400, and monthly admin retainers €700–1,900 for 6–11 hours. Partner agencies with a team charge more for migrations and integrations.

Do I need to be a HubSpot Solutions Partner to find clients?

No. HubSpot Academy certifications and two or three solid case studies are enough to start. The partner programme adds a Solutions Directory listing and revenue share, which helps once you have reviews from real clients. Check the current tiers on HubSpot's site, because they change.

Should a HubSpot consultant specialise in one hub?

Usually yes. Sales Hub work (pipelines, quotes, forecasts) and Marketing Hub work (emails, lead scoring, campaigns) attract different buyers. Pick the hub your past clients needed most and add one industry, so partners know exactly whom to send you.

How do HubSpot consultants find their first clients?

Through people who touch HubSpot but do not want CRM work: web agencies, sales trainers and finance software consultants. Add public signals such as admin job ads and recent migrations. When you contact a possible partner, open with one concrete problem, as in approaching a potential B2B partner for the first time.

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