- Most small businesses in your area have never heard of Microsoft Small Business Server.
I know it may seem unbelievable, but most small businesses have never heard of Microsoft Small Business Server, even though they are excellent candidates for it. Never assume a business owner knows about it. In order to maximize your profits and avoid price wars, use a more general pitch – getting rid of computer viruses, stopping SPAM, or preventing computer security breaches.
- Sell your small business prospects on YOUR company first.
Your business should never be based on a product or price structure. Instead, focus on developing your RELATIONSHIP with the small businesses you work for. You should become their outsourced IT department. Business owners do lose sleep over what will happen if their computers fail. Become the solution to the problem and you won't just have their business, you'll have their loyalty as well.
- Microsoft doesn't value computer consultants as much as they sometimes say.
Little known fact: the first version of Microsoft Small Business Server, planned in 1996 and released in 1997, was code-named SAM because Microsoft's goal was for Small Business Server to completely bypass their reseller channel and be sold at Sam's Club warehouses.
However, Microsoft quickly realized that the most cost-effective way to reach small businesses with Small Business Server was through their reseller channel. But even today, you can often find 5-user versions of Microsoft Small Business Server in retail stores.
Posted by Computer Consulting 101 Professional Kit