Having a sustainable IT consulting business is intricately linked to the sweet spot of small businesses. But where do you look for these small business clients, and how do you know they will actually be a source of lucrative recurring revenue?
IDENTIFYING A SWEET SPOT CLIENT
A sweet spot IT consulting client should not be located more than 30-50 minutes driving distance from your firm’s main office. This distance makes it possible for you to see them face-to-face regularly and to get there quickly in the case of an emergency. Even if travel time or related transportation expenses are additional billing items, your best and most profitable IT consulting time will be spent with your clients.
FINDING LOCAL SWEET SPOT CLIENTS
There are two major ways to find your local IT consulting sweet spot prospects, identified as those within 0-50 miles or 0-80 kilometers: rent direct mail lists; join local organizations within half an hour to an hour of your IT consulting location.
HOW LARGE ARE SWEET SPOT CONSULTING BUSINESSES?
A sweet spot IT consulting business can be defined as one that has 10-50 computers, 10-100 employees and one million to ten million annual sales. Rented direct mail lists will give you at least part of this information about prospects in the area.
You can also find a sweet spot IT consulting business because they will have connections with a local accounting firm or other types of important businesses. You want to add your IT consulting firm to their list of trusted business advisors.
SWEET SPOT MEANS CONNECTED
Sweet spot IT consulting customers will typically outsource important business items to other trusted advisors. They will have relationships with attorneys, accounting firms, consulting firms, ad agencies and graphic designers and understand how important these connections are.
If you want to be involved with other companies that are connected to sweet spot businesses you should network with local accounting firms and others that can lead you to good IT consulting customers.
Added By: Joshua Feinberg
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