As someone starting your computer consulting business you may wonder what you are looking for in your sweet spot consulting clients. The general rule is to look for businesses that are reaching seven-figure annual sales numbers and have about 10 to 25 employees. But what more specific criteria are you looking for in your computer consulting business clients?
COMPUTER CONSULTING: GOOD AND BAD SIGNALS
Certain industries are more reliant on IT than others. You will figure out through exploration what industries most need your computer consulting services. There are some pretty standard good and bad signs that you will notice right away when meeting with prospects that will save you time and help you identify those wiling to spend $1,000 to $2000 on services.
One good sign is if a prospective client tells you he is working with another computer consulting firm or solution provider and is not satisfied with the results. This tells you the prospect is willing to pay for additional computer consulting services.
On the flip side, a bad sign is if the prospect is already working with a moonlighter or someone that is helping out, whether a friend or a family member, for free. If this is the case, you know the prospect probably isn’t keen on buying real computer consulting services and that any price you quote will be beaten by their current provider.
SWEET SPOT CLIENTS COME IN GROUPS
Sweet spot clients willing and able to spend $1,000 or $2,000 per month on services from your computer consulting firms will probably have established relationships with local accountants, attorneys and management consultants and may even be working with other niche technology providers. These relationships can help you when they start referring you to others in their network.
Added By: Computer Consulting 101 Professional Kit