You may receive hundreds of leads, but only a few of those should be prospects. You need to target certain types of companies so that you can gain expertise in those areas and corner that section of the market.
In addition, you can decide to work with companies of specific sizes. There are three size groupings to consider:
1. Micro-small businesses – These companies only have a few PCs and does not usually look for high-tech IT services.
2. Sweet Spot Clients – These clients have from 10-50 computers with about double that number of employees. These companies lose a lot of money when their system is down, so your job here is all about planning ahead and getting things back up quickly.
3. Large Companies – Larger clients have 50-100 computers and will often need high-tech IT services. However, these companies will generally end up hiring someone full time because of the high cost of outsourcing.
Now that you know how to find real prospects among the leads, learn more about growing your business in the entire article (link above).
Posted by Joshua Feinberg