While you’re growing your business, you might think the concept of turning away clients is ridiculous.  But when you are an IT specialist, you have to be selective and gear your marketing efforts towards a very targeted group of prospects.  

For example, if you know that your best clients are accounting offices, you can do a search to determine how many small accounting offices are within an hour of your location.  To find out this information, you can contact one of that industry’s top trade groups or work with a mailing list broker.  

As an IT Specialist, Market to a Niche

When you market to a niche, you will have an easier time finding prospects that are qualified because you will know precisely in which trade publications to advertise.  You shouldn’t waste time and money on generic ads in newspapers, on the radio or in the phone book.  Because you are an IT specialist, you need to narrow your focus to your niche.  

Once you have an expertise, you will be worth more to potential clients.  Your marketing message will ring true with the person picking up the phone, looking at your long copy sales letter, postcard or the person that wants to attend your seminars.  

You Can’t Speak to the Masses

You absolutely can’t find a message that will speak to everyone.  If and when you do, you end up competing on price.  You will be a commodity, and the prospects you attract will be the type to open up the phone book and call 30 companies looking for dirt-cheap prices.  

Where Will Clients See You?

If there is a newsletter or magazine that prospects all read, you can put a targeted ad in it or write an article.  You can also become active in an organization by volunteering or speaking at events for the group.  Be sure to mention that your company offers fantastic IT solutions for that very industry in order to establish yourself as a trusted IT specialist.  

What Else about Being a Specialist?

There are a lot of ways you can get into being an IT specialist, but the main way to do it is to find something you really enjoy doing that will make you enough money to be worth getting more clients within the industry.  A targeted marketing plan works well for an IT specialist working in just about any arena, but you have to find a real niche.

Added By:  Computer Consulting Kit