Microsoft Small Business Server (SBS) has become increasingly important in the business community in the past decade.  Many consultants, systems integrators and value added resellers have decided to bring this product to their clients.  The following three tips can help those working with Small Business Server.

Tip #1:  Most Small Businesses Don’t Know about Small Business Server

There might be hundreds or thousands of small businesses in your area that could benefit from Small Business Server.  However, you can’t assume that non-technical small business owners will understand what it is.  

If you want to make the most of your computer consulting profits, you need to lead off with a non-product-based offer with prospects such as elimination of viruses, anti-SPAM plans and other security issues.  

Tip #2:  Sell Small Business Prospects on Your Company

Using Small Business Server to gain revenue is not about reselling the software.  To make money, you need to sell the relationship you will make with a small business.  You need to focus on becoming a company’s outsourced IT department.  

There is no small business owner that will decide suddenly he needs Small Business Server, but there will be those that will lose sleep worrying about their computer systems.  Once you develop relationships, you will have a chance to sell software.  

Tip # 3:  Microsoft Does Not Always Think about Computer Consultants

Microsoft Small Business Server was developed in 1996 and released in 1997.  The original code name for the product was “SAM” because it was supposed to be sold at Sam’s Club warehouse clubs and entirely bypass the consultant channel.  

The original creators of the product wanted to make it so simple that small businesses would not need the help of computer consultants to get it up and running.  

However, after the first version shipped, Microsoft decided that the most cost-effective way to get to small businesses with it was to sell it through resellers.

Still, today you will find 5-user versions of Small Business Server in retail stores.  Microsoft is not betting on consultants selling the product any more than it is betting on warehouses selling it.  So you should not put all your eggs in the Microsoft basket.  You need to sell small businesses on YOUR company first.

Added By:  Computer Consulting Kit