Computer Consultant Prospecting Tips

Are Computer Consultant Prospects Lying to You? Here’s how to tell…

Have you ever had small business prospects tell you that they don’t need service contracts... because THEIR computers only break down once in a while?!?

Since this always sounds a little fishy to me, let’s break this down and figure out what’s REALLY going on.

Possibility (A): These small businesses have AWESOME in-house IT departments or fabulous, gold-medal-quality computer consultants.

Possibility (B): These small businesses are either too small to afford professional IT help, or just frankly don’t care very much about IT or having a relationship with a computer consultant business.

Possibility (C): These small businesses are “bluffing” or “lying” to you. (Remember, don’t burn your bridges though. Because these days even the Pinocchio’s of the World consume a LOT of IT services.)

Now that you understand what’s really going on here, with possibilities, (A), (B), and (C), you’ll be better prepared to handle this “I don't need a computer consultant service contract” objection.

But it gets better….

There’s a way for you to not even hear this service contract objection most of the time.
(No, we haven’t started including ear plugs with the Computer Consulting 101 Professional Kit .)

But, better targeting (with your marketing) and better qualifying of leads early on in the sale cycle, will almost always flush this crap out of your sales funnel, BEFORE the wannabe’s and liars start clogging things up.

Oh... and one more thing to be aware of...

Have you asked how this small business gets their IT support today? Or how it’s gotten IT support in the past?

Was support provided by ... ?

(a) a “freebie” source (son, daughter, spouse, cousin, etc.)... essentially a “volunteer”

(b) an internal guru (whose hourly cost for IT problems can also be remarkably low)

(c) a moonlighter with ridiculously cheap billing rates(because the moonlighter doesn’t understand his/her true expenses)

(d) professional services firm (VAR, integrator, computer consultant business, etc.)

Now if this particular small company is used to turning to IT support sources like (d)... probably a direct competitor... that’s actually GOOD, sometimes even GREAT news, as far as service contracts are concerned.

Why you ask?

Because someone else already did the “heavy lifting” with training this small business to expect to pay REAL money for professional services.

Now the other extreme...

If your prospect is used to bartering pizza or donuts for computer consultant support [option (a)], you’re going to have a MUCH more difficult time selling that all-so important computer consultant service contract.

Either way, if you need to build a more stable client base, you need to get your hands on the Computer Consulting 101 Professional Kit now at http://www.computerconsultingkit.com

So you can start working on improving your targeted marketing, lead qualifying, and service contract sales process today.

Best wishes,

Joshua Feinberg
Computer Consulting 101 Professional Kit
http://www.computerconsultingkit.com