If you stick around in the small business computer consulting industry for long enough, you’ll find freeloaders.  Regardless of what you choose to call them, these freeloaders can bring you financial and emotional turmoil that can destroy any small business computer consulting firm.  How can you protect yourself?

The Source of the Problem

Figuring out how to handle unrealistic expectations of professional consulting services starts with figuring out the source of the freeloader issue.  

Your job as a small business computer consulting professional is convincing prospects that hiring your firm is an investment rather than an expense.  You need to stress the tangible, measurable and unquestionable benefits of the solutions your small business computer consulting firm will bring and how they outweigh the costs of your services.

The Easy Prediction Tool for Small Business Computer Consulting

Because you are selling specialized services, your sales pitch is going to be different from sales pitches your competitors deliver.  A good way to avoid computer consulting freeloaders is to look for small business decision makers used to paying for other professional services, such as accounting services, legal services, PR services and others.  This kind of small business will already be willing to invest in $100 + per hour services, and your propositions will not be new.  

Work Smart

Your sales staff will use time more efficiently if it goes after qualified leads and prospects.  An unqualified lead will need to be talked into buying your services and will most likely not even understand why he/she needs them in the first place.  In your area, there will probably be hundreds, if not thousands of prospects and leads that will have real small business computer consulting needs and are used to paying for professional services.

The Bottom Line About Freeloaders

You shouldn’t waste time on those that don’t understand the concept of paying top dollar for professional services.  Focus on small businesses that are used to paying for professional services and increase your chance at small business computer consulting success.

Blogged By:  Computer Consulting Kit