Responsible people within the computer consulting industry need to find a niche to get the best clients.  The size of your specialty can’t be too large or you risk making it nearly impossible to focus and find prospects.

The following tips can help you narrow down computer consulting leads and turn them into viable prospects.

Number One is to find your industry focus.  You need to get to the heart of your target market and stand out amidst the slue of computer consulting professionals going after the same services and advertising.

Computer Consulting:  What Size is Your Audience?

Micro small businesses with just a few PCs are not usually looking for high-end IT computer consulting services.  You probably do not want to go after these leads simply because they are least likely to become long-term clients. 

The sweet spot is the next step up in computer consulting and where you will do the best.  This type of business typically has 10 to 50 PCs.  Many studies show that the two-to-one ration holds across all industries, so if you find that you’re maxing out around a 50-seat LAN, this will equal a 90- to 100- employee company.  This size is perfect for high-end computer consulting because down-time will become expensive.  To calculate how expensive downtime will be, simply divide the company’s annual revenue by 250.  If you can tap into these numbers and use them as part of your sales pitch, you can show these sweet spot companies how much they need your computer consulting services.

When you get more than 100 PCs, you are at the borderline of medium-sized businesses.  At this level, companies often have a full-time IT manager and will not really need you as a computer consulting generalist.     

Research your computer consulting leads to see which might fall into the sweet spot and increase your chances of finding takers for your important solutions. 

Blogged By:  Joshua Feinberg