Question for you...
How do you decide what kinds of consulting services to provide and what kinds of products to support?
There are a number of wrong ways to go through this process, but only a few RIGHT ways to figure this out.
If you want to avoid YEARS of painful mistakes in this area, let me show you how you can get it right the first time around.
There are two basic ways to approach this
Approach A
You find a product or platform that you enjoy working with, that sounds really cool and nifty and sounds like every business wants it and needs it. Then you
>> Read every book you can get your hands on, on this topic
>> Study every cbt & resource kit out there
>> Attend every workshop and conference being held about this product
>> Spend several hours each week reading all the newsgroup posts
>> Spend a day or two every week studying for certification exams
Then after you’ve done all this, pay some REAL bucks and join a partner program, because the vendor promises that they're going to send you all their great leads.
So 80 hours & $7,500 later, guess what you have?
Bupkas... Nada... Nothing!
Now you're first ready to go out and look for clients who need this product or platform.
So after being effectively brainwashed at a channel program event, you're programmed to spend tens of thousands of dollars trying to EDUCATE prospects and CONVINCE them that
A) they have A problem
B) it's THIS particular problem
C) you have THE solution
D) the benefits of the solution by far outweigh the cost
E) there's some urgency to get off the fence & do something
If you're starting to wonder who in their right mind would succumb to such a disastrous business development plan,you're on the right track and ready to hear about what actually DOES work!
Meet APPROACH B
Start talking to VERY specific business owners and managers that are most likely to REGULARLY NEED IT services.
To learn about
a) what to ask prospects?
b) how to ask prospects?
c) how to respond to different scenarios?
d) how to structure and control your early meetings?
e) how to move prospects to action?
f) how to turn one-time-customers into long-term, steady high-paying clients?
Whatever you do, please please please
don't be seduced by a fast-talking salesperson....
don't get brainwashed into believing a particular platform or technology is the ONLY way to go, or the best thing since sliced bread
don't try to grow your business backwards
Remember, at the end of the day, it's all about delivering what your PAYING clients need... not what you want them to need.
Best,
- Joshua
Joshua Feinberg, co-founder ComputerConsulting101.com
http://www.computerconsultingkit.com/
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