Have you ever wasted a whole bunch of time (and money) because of computer consulting moochers? You know those small business owners who are professional leaches, cheapskates, time vampires and moochers?
Over the past few weeks, many computer consulting business owners have written in to ask for advice on how to handle prospects that have unrealistic expectations of what professional computer consulting services should cost.
What it boils down to is...
You need to be able to convince prospects that hiring your firm is an INVESTMENT (not an expense) in their business.
In other words...
The tangible benefits of what your firm delivers must FAR outweigh the costs.
Think about it.
Would you make an investment in YOUR company if you didn't see how the benefits were greater than the costs?!?
Now because you're selling a highly specialized professional computer consulting service (i.e. "You, Incorporated"), your value proposition will be different than your computer consulting business competitor down the street.
However, you can DRAMATICALLY tip the scales in YOUR favor by paying attention to one REALLY universal way to avoid the computer consulting moochers.
Simply, look for small businesses that are used to paying for other professional B2B services... such as accounting services, legal services, PR services, marketing consulting, etc.
That means this kind of small business is already used to INVESTING in highly skilled $100+/hour professional services. The notion of having a professional services firm on a retainer arrangement, say $1,000/month or more, is NOT a foreign concept.
Remember, it's MUCH, MUCH easier to go after QUALIFIED leads and prospects than it is to try to talk an UN-QUALIFIED lead or prospect into needing something that the lead or prospect doesn't perceive to need.
And don't forget, that right in your local area, there are already TONS of leads and prospects for you that have REAL IT needs, are used to paying for professional services, and have at least semi-realistic expectations about the price-tag on professional computer consulting services.
So don't waste your time on those suffering from sticker shock. Don't waste your time on professional computer consulting moochers and tightwads.
Focus on those small businesses that are accustomed to paying for other professional B2B services.
To learn how you can develop an effective plan for reaching these small businesses, how to take them through the sales cycle, and how to move these small businesses from one-time-customer to long-term steady, high-paying client, be sure to take advantage of the free one hour computer consulting business training at
http://www.computerconsultingkit.com
...so you can concentrate your resources on those small businesses that DO have realistic expectations and desperately need your computer consulting services.
Best wishes,
Joshua Feinberg, author
http://www.computerconsultingkit.com
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