How to Pivot from in-person to online consulting: Same Coffee, Different Pay

I would drive to a client's house and dread my day before it began. I was offering 1:1 services and I just could not see a way to make it 1:Many. But my goodness, I was determined to find the answer of how to get out of this fixed income life. 

As you probably already know, offering 1:1 work is limited by how much time is available in a day. I could only help two clients a day so my income was capped. I just knew there had to be a better way. 

One afternoon, I took a deep breath, opened my laptop, and committed to finding a way to help others, but at scale. That decision changed everything.

• If you're reading this, you may be in that same moment of decision. 
• Maybe your schedule has thinned. 
• Maybe you've realized your time is better spent creating something with long-term freedom. 
• Or perhaps you're just curious about what life could look like if you didn't have to drive to an office or rely on local clients.

To be clear: if you have a full-time job right now, keep it. 

Your online business will grow, but growth is rarely instant. Use the security of your current position to support your transition. Build your business in the margins of your day in early mornings, lunch breaks, and evenings. This methodical approach will help you create something sustainable without the pressure of needing instant results.

The steps below are a roadmap that I, and many others, have followed to create online consulting businesses from the ground up. No matter your expertise, this is how you begin building your online business from where you are right now.

Roadmap to Pivot into Online Coaching & Consulting

Step 1: Define your online service

Start by translating your in-person offer into something that can be delivered virtually. Think through what people consistently come to you for help with. What outcomes do they achieve because they work with you? Structure your service around the result they’re looking for, not the time they spend with you.

If you’ve been offering hourly sessions, consider switching to a result-based package. For example, instead of one-off sessions, you might create a three-session bundle that helps clients reach a specific goal. This gives your offer structure and value, even in a digital format.

Clarity is everything. If you can describe what you help people achieve in one sentence, you’re on the right path.

Step 2: Select the business model that matches your time and energy

The three most common models are private coaching, group consulting, and digital programs. Each has its own rhythm.

Private coaching gives you the deepest connection with clients and is ideal if you’re starting with a small audience. It’s also the easiest to begin because it doesn’t require content creation up front, just your presence and expertise.

Group consulting allows you to leverage your time while still offering personal support. Clients get the benefit of learning from others while you serve multiple people at once. This can be delivered over video calls, with supporting resources to guide their progress.

Digital programs are pre-recorded or pre-written lessons that clients can move through on their own. These take more time to build but allow you to serve clients at scale. They’re especially useful for topics that are repeatable or structured.

Start with the one you feel most confident about. You can evolve into the others later.

Step 3: Create your first offer

Once you know your model, build a simple offer. It doesn’t need to be fancy or filled with extras. Your goal is to help someone solve a specific problem.

Give your offer a name. Write out what’s included. Be honest about the outcomes. Keep your price straightforward. A low-to-mid-tier offer is usually best in the beginning because it builds trust while you learn what your audience needs.

Don’t wait for it to be perfect. It will improve as you gain experience and client feedback.

Step 4: Set up a simple system to deliver your service

This is where you need to become a little more organized. Set up a way for people to schedule a session with you. Use a calendar tool that links to your availability. Make sure clients receive confirmation emails and know how to connect with you, whether that’s Zoom or another platform.

If you’re creating digital materials, organize them into folders or an online course layout. Label everything clearly. Clients should never feel lost or confused.

The easier you make the experience, the more likely people are to refer others and return themselves.

Step 5: Build your online presence one piece at a time

You don’t need a full website right away. You need one page that communicates who you help and how. Add your photo, your bio, and a call to action to schedule or apply. Link your calendar and you’re ready to start sharing your offer.

Start talking about your work on the platform where your people already spend time. Share stories, tips, and behind-the-scenes moments. Speak directly to the problem your offer solves. Don’t be afraid to repeat yourself. Consistency builds trust.

Think of every post, email, or video as a doorway into your world. You’re building a relationship, not just selling a service.

Step 6: Focus on connection, not perfection

The online world moves fast, but trust is still earned slowly. Instead of chasing trends or obsessing over likes, focus on connecting with the people who genuinely need your help. Reply to messages. Thank people for their interest. Ask questions that lead to meaningful conversations.

Referrals, testimonials, and repeat clients all grow out of genuine relationships. Stay present with your audience. Show them that you care and that you’re paying attention.

Your first few clients may come from your existing network. Let them know what you’re offering. Ask them to share with anyone who might benefit. Momentum often starts close to home.

Step 7: Reinforce your systems and reflect often

As your business begins to grow, you’ll notice where things feel clunky or confusing. Take time to fix those friction points. Streamline your intake process. Improve your client onboarding. Refine your communication templates.

Start keeping track of your wins (client results, positive feedback, and income milestones). These notes will help you stay encouraged and make better decisions as you grow.

Also, give yourself permission to pause and reassess every few weeks. Look at what’s working. Double down on that. Let go of anything that feels forced or unsustainable.

You’re building something that supports your lifestyle, not the other way around.

The journey from in-person to online consulting isn’t solely moving your business to virtual. It’s reclaiming your time, expanding your reach, and building something resilient. You already have what it takes. Now, you have a map to follow.

Take the first step today. Your future self will thank you. 😉