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Monday, August 07, 2006

Computer Consulting: Finding Your Prospects Among Your Leads

Finding your prospects basically means finding the sweet spot clients, but as a beginning computer consultant weeding out time wasters from among your leads can be difficult, even painful. You’re probably thinking, “Why turn down a paying client?”

Well, in order to grow your business, you need to be able to recognize the sweet spot clients. Some industries are simply more likely to need IT services than others; additionally, you’ll learn to determine within minutes whether a company will be willing to spend $1,000 or $2,000 on IT services. If a company is working with someone but dissatisfied, that’s a great sign. They’re looking for someone new, and all you need to do is fix the problem areas. On the other hand, if they’ve been getting free service, they’re not likely to want to begin spending more on IT services.

Remember though that once you find one or two sweet spot clients, you’ll probably find several – they tend to run in packs. When you create a great relationship and start receiving referrals, the dividends will certainly pay off your time in the beginning.

Learn more about finding prospects among your leads in the full article (link above).

Posted by Computer Consulting 101