Does your small business IT company offer IT support contracts?
Some small business IT professionals question the power of IT support contracts and whether they will really help them build a solid business. The truth is, as a small firm, you can’t afford to just rely on unpredictable pay-as-you-go customers that will only call you once in a blue moon. You need some sort of recurring service revenue and a guarantee that you will have a very specific amount of money coming in each and every month.
Otherwise, you will find yourself treading water and potentially hitting a dead end while trying to build your business before you really even get started. You need to build solid relationships with on-going, steady, high-paying small business clients that have signed IT support contracts and made a promise to work with you long term.
The following 3 tips can help you understand why on-going agreements are essential to building a solid IT consulting business and having fulfilling, mutually-beneficial relationships with your clients.
1. IT Support Contracts Are Mandatory for Building a Strong Business. Support contract agreements are an essential part of small business IT consulting. These agreements formalize the consultant/client working arrangement and provide your consulting firm with very highly-profitable recurring revenue that can keep you in business for many years.
2. Don’t Rewrite Your Offerings for High-Maintenance Prospects, Customers and Clients. You can’t be at the mercy of your clients’ every whim if you want to be perceived as a real, professional, necessary part of their business and IT plans. If you’ve followed a steady sales process and let your relationships with prospects, customers and clients evolve, you will use a very calculated sequence that will help build faith and goodwill between the key people in your company and the key people at your clients’ companies. If a client asks you to completely revise your support contract agreement the client probably sees a weakness or is trying to take advantage of the situation. Imagine if a client of an IT giant like Microsoft or Apple asked one of these companies to rewrite its standard contract just to accommodate him/her. You should see the essential details and terms of your IT support contracts as standard and non-negotiable, just like the details of the contracts of companies much larger than yours. If you are following the same sales sequence with each client and letting relationships evolve, a scenario where a qualified, lucrative client asks for significant changes in your basic contract will not usually arise.
3. Don’t Neglect Your Proving Ground Project. Your proving ground project is an essential part of the sales cycle, and you can’t forget about it as you build relationships with your prospects, customers and clients. You will have a very difficult time selling IT support contracts to small business owners that have never done any work with your company. You need to turn prospects into paying customers by getting them to agree to pay you for an initial small project to make sure you will work well together long term. This way, you and your new customers get to take your relationship out for a test-drive with a very nominal project commitment before you commit to each other for the long haul. Your proving ground project is an opportunity to find out whether or not you and a customer will be a good match for on-going work.
In this article, we went over 3 tips to help you understand the power of building your business around on-going IT support contracts. Learn more about designing IT support contracts that will get you great, steady, high-paying clients now at the attached link.
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