How can you find the prospective clients that will most benefit from your services long-term?

Look for companies that are big enough to need your services on a regular basis. So these potential clients are candidates for signing on-going service contracts, that bring you the steady revenue that will be the foundation of your business. Doing this successfully, as you are becoming an IT consultant, means you absolutely need to know the major qualifying questions inside out and backwards, like the back of your hand.

1. Geographically Desirable? Because most small business clients need a lot of hand-holding, potential clients need to be located nearby to you. Look for prospects located within a 30 – 60-minute drive from your location. If you live in a large urban area, for example, your service area may shrink considerably, as there will be a high concentration of viable prospects very nearby. Also think about proximity as you attend networking events and develop your marketing campaigns.
2. Big Enough, But Not Too Big? Think Goldilocks: not too big, not too small. As you are becoming an IT consultant, target clients that have 10-75 workstations. At this size, the prospect is big enough to need a real, dedicated server … but not so big that the prospect needs a full-time, in-house IT department. Another way to think about this is that the prospect will likely have $1 million – $10 million in annual sales, or your local currency equivalent. Know this type of information about your potential clients, so you can develop much more powerful, affordable, and cost-effective marketing strategies.
3. A Platform You Can Support? Before you get too far into the sales process, be sure to properly qualify prospective clients based on their installed platform of OS’s and NOS’s. For example, if your specialty is Windows-family OS’s/NOS’s and a prospect is 100% standardized on Mac’s, you should refer that prospect elsewhere.
4. Serious About IT? If you come across a small business prospect for your IT consulting business that doesn’t have a dedicated server, because they’re messing around with peer-to-peer ad-hoc networking, you probably want to run the other way. Before you spend too much time on a potential client, make sure the prospective client is really ready for your solutions.

In this short article, we talked about 4 simple, but very powerful qualifying criteria for prospective clients. By consistently asking these questions, you can more proactively manage the selling process and utilize your limited time more effectively. Learn more about becoming an IT consultant and attracting steady, high-paying clients now at http://www.BecomingAnITConsultant.com

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   1. Running a Computer Business Requires a Lot of Time. Whether you buy an existing computer business for sale, or start your own company, you will have to invest significant time and energy into building it up. You will have to go to a lot of meetings and shake a lot of hands in networking situations. You will have to make follow-up phone calls. You will have to plan display ads, direct mailings and targeted marketing campaigns. But more importantly, you need to be prepared to call on potential clients and establish real relationships. Because of the amount of time required to start any computer business, you need to be realistic about what it will take to get yours going.

   2. Buying a Computer Business for Sale Requires a Lot of Start-Up Capital. Buying an existing business can be very capital intensive. To buy even a small, thriving computer business, you could spend anywhere from a few hundred thousand dollars to a few million dollars. Expect to invest some multiple of past annual sales. The capital investment of buying a computer business for sale is one of the biggest reasons you need to be very careful and take your time before jumping into it.

   3. There Are No Guarantees with Buying a Computer Business for Sale. Just because you are buying an existing computer business that already has clients does not mean you don’t have to do any work on networking, marketing and building relationships. You will need to maintain trust among existing clients and build your own relationships with them as the new owner. You will also have to continue to keep your sales funnel full with targeted marketing campaigns, valuable networking opportunities and other relationship-building efforts.

   4. Know What it Costs to Start Your Own Computer Business. Before you buy a computer business for sale, you should know the start-up costs involved in starting your own computer business from scratch. You can start your own computer business for generally as little as a few thousand dollars. What will you need? You need a business phone number, voice mail, a cell phone, business cards, legal licensing registrations, and insurance. And you will want to meet with an attorney and an accountant, so you be prepared to invest in professional services to get your company started. A major benefit of starting your own computer business is that in most cases, you can get started working out of your home office. While the time investment will be similar,  you will have far fewer start-up costs when building a computer business from scratch, than if you buy a computer business for sale.
 
In this short article, we discussed 4 tips to help you decide whether or not to buy a computer business for sale, so you know your options and exactly what is in store for you. Learn more about how you can get great, steady, high-paying clients for your computer business now at the attached link. 
 
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The two main choices most consultants face is whether to buy into an IT franchise or become an independent IT consultant.
 
Which choice is right for you depends on whether you want to build your business completely by yourself or take a few shortcuts. But just because you have some shortcuts doesn’t mean everything is done for you. So if you’re buying into an IT franchise, you need to be prepared to up the ante in a lot of ways.

The following 3 tips can help you think clearly when you are choosing which type of IT business is right for you.

   1. Think about Your Personality Traits… Not Just Your Technical Skills. You certainly need some technical skills and a general love of computers to be successful in an IT services business. But you also need to be able to work well with people and be able to build strong relationships. Gauge your abilities in the following two areas of personality: being assertive; thinking with a head for business. You need to be assertive, but not overly obnoxious if you want to start any type of business. You also need to be able to stick up for yourself without being too aggressive with prospects, customers, clients and potential partners. When it comes to thinking in business terms, you need to put your business goals ahead of being perceived as nice. Most likely, you will not be able to always be the nice guy or gal, whether you start an IT franchise or some other type of IT business. Always think about what is important to succeeding long term and put your business financial needs over your desire to work with cutting-edge technology. Your clients pay the bills. So you have to work well with them and sometimes even put your need for technical skills career gratification aside to build relationships for the long-term.

   2. Starting an IT Franchise is a Business of Sweat Equity. No matter which type of business you start, you will have several months during the start-up phase of really hard work with little to perhaps modest financial gain. An IT franchise doesn’t come with a guaranteed client list. You need to be out pounding the pavement, shaking hands and getting your name out there. You also need to be diligent about following up on all of your leads, sales calls, and pending proposals. This will all be happening before anyone pays you a dime. Just because you are buying an IT franchise with some set rules, and best practices, does not mean your problems will go away overnight. Be realistic about pros and cons and what will work best for you before you decide which type of IT business to start.

   3. Remember that No Two IT Business Owners Are the Same. Just because buying an IT franchise is the right decision for some doesn’t mean it’s the right decision for you. Think carefully about your goals and dreams you have for your IT business along with your skills, available time and financial capital. Then you can decide how you will start your IT business, with an IT franchise or something different.
 
In this article we discussed 3 IT franchise tips to help you decide which type of IT business to start. Learn more about how you can get great, steady, high-paying clients for your IT franchise at the attached link. 
 
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The fact is, you don’t need to know absolutely everything in order to start a consulting business.  And the notion that you would even be able to know everything when it comes to technology is very unrealistic.  The following 3 pieces of advice can help you learn which skills and what type of knowledge you need to have to start a consulting business the right way.

   1. Understand the Balance Between Technical Skills and People Skills.  In order to successfully start a consulting business, you need to be really well organized, friendly and someone that enjoys helping other people.  Focus on being resourceful and not just a technical genius.  When you try too hard to be a technical genius as you build your client base, you can hold yourself back.  Computer consulting is about communicating with people and building real relationships.  If you have strong technical skills but still need some help working a room, you can get better at socializing, networking, and schmoozing with practice.

   2. Find Out If You Have the Right Skills.  How do you know if you have the right technical skills and business skills to start a consulting business?  First of all, don’t let lack of certifications hold you back.  Advanced technical certifications are not important to the average non-technical small business owner or manager.  You can do very well without ever selling to companies with an IT director.  Focus on your ability to build strong relationships and solve real business problems with sophisticated IT solutions.  You will do just fine without racking up a lot of certifications that will probably be overkill when it comes to working with most small businesses.

   3. Remember that Small Business Owners Want Total Business Solutions and Complete Accountability.  Typical small business owners and managers are not looking for just credentials or technical skills.  They are buying you and your business expertise.  They are buying your comprehensive business solutions and the security of engaging with a consulting business that knows how to work with other companies like theirs.     

In this brief article we talked about 3 tips that can help you as you start a consulting business.  To learn more about how you can get great, steady, high-paying clients, sign up for free tips on how to Start a Consulting Business now at the attached link.
 
 
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1.     Small businesses are typically not using the latest technology.  Most businesses are not even going to know what your certifications mean let alone care if you have that many because they will be pretty behind – often about two years – when it comes to technology.  

2.    A lot of technology for small businesses is pretty outdated.  When you work in information technology consulting with small businesses, you’ll usually be working with a lot of things that need updating … but chances are, you won’t be able to update it all because they just don’t make small business technology that is cutting edge.  

3.    There are other skills that are much more important to information technology consulting than technology savvy.  If other people come to you for computer advice, if people ask you to help them with their gadgets and you generally are known for knowing your stuff and being a real resource, your certifications aren’t going to mean a thing.  

4.    Information technology consulting skills are very variable.  Even if you have very junior (or very senior!) skills when it comes to computer skills, there will be a place for you in small business information technology consulting.  

Added By:  Computer Consulting 101 Professional Kit

Just Say “No”

As you start your IT consulting business, you will get a lot of strange service requests.  People will waste your time with proposals that make no sense and will not have the money to pay you.  Learn to say, “No!” to these people, or you will find yourself struggling.    

Banking and Merchant Accounts

Setting up a business bank account is necessary.  If you want to resell products, a merchant account will be needed so you can take credit cards as part of your IT consulting business.  

Managing Money

You need to get paid well and fast.  You will need to know how to calculate expenses, balance a checkbook, deal with credit and collections and handle a billing and invoicing system.  

Tracking Prospects and Clients

You have to pay close attention to your IT consulting clients and prospects.  Set up databases to track them with off-the-shelf products.  

Delegation is Key

Even if you are going to run your own IT consulting business for a long time, you need to do some skill delegation.  At some point, you will probably work with some business partners, contractors and you will definitely be dealing with vendors.  Know when to pass off work to other IT consulting professionals.  

Submitted By:  Computer Consulting 101 Professional Kit

There are hundreds of people starting their own computer consulting businesses today, and all of them have decided they both need and really want to go out on their own.  You shouldn’t invest lots of time getting IT and business training and spending a lot of money on computer consulting startup unless you know you really want to get started.  

Why Computer Consulting?

People have differing reasons for getting into the computer consulting field.  Your reason for getting involved might be gaining more control over your own career, the satisfaction of creating your own business from scratch or a dissatisfaction with your current job.  

Take Action!

To get started with computer consulting, get a piece of paper and write “The Top Five Reasons Why I Have To, Need To and Want to Become a Computer Consultant.”  Listing these will help you get a handle on your passion for computer consulting.  

A Deadline is Key

Once you’ve decided to get involved in computer consulting by listing your own personal reasons, you need to outline specific steps that will help you achieve your goals.  Before you create a plan, set a deadline for getting it all done.  Get calendar out and decide to make your computer consulting business happen by writing the specific date down on your paper.  Print it out or rip it out of your notebook and put it on a bulletin board next to your desk so you look at it every day.  

Added By:  Computer Consulting Kit

Know How to Bill, Know What You Should Charge

If you don’t know how to bill and the specific rates you should be charging, you will end up losing a lot of money as a computer consultant.  If you don’t set billing and pricing up right from the beginning, prospects will not comprehend or believe in your value.  A computer consultant that sets up low rates and does not have structured billing procedures is declaring that he/she is an amateur.  If you bring low-paying clients into your fold early on, you may find yourself starting all over from scratch later.  

The Importance of IT Audits

If you can do IT audits right as a computer consultant, they can really benefit your business.  You will get paid to write proposals and do needs assessment.  If you can’t do these tasks, you will end up doing a great deal of exploring without getting paid.  The ability to do IT audits means you can get paid for initial consultations.  

Local Partnerships

Partnerships are necessary to grow your business as a computer consultant.  They will bring you great clients, and not having them will probably mean you lose clients to local competitors.

Go Beyond Client Expectations

If you want to get paid a lot as a small business computer consultant, your clients are going to expect great things from you.  Your clients will have a different idea of what is perfect than you will.  Thus, you need to figure out how to exceed their expectations and meet their greatest needs.  

Utilization Rates and Profitability

As a computer consultant, you must make the most of your work week as possible, which means more billable hours.  Eliminate the draining non-revenue-generating tasks and activities.  Deliver small business computer consultant services to build your stable business and get clients that will last a lifetime.

Added By:  Joshua Feinberg

If a prospect has an in-house IT staff you need to know what they are thinking of having you do for the company.  If the prospect wants a deep specialty or if it is a strange outsourcing situation, you need to know.  

Small Business Computer Consulting:  Research Prospects

Finding prospects for your small business computer consulting company is as seasy as Googling towns using area, ZIP and postal codes.  Also try telephone prefixes when conducting a search.  Typically the best prospects will also belong to local or regional chamber of commerce organizations or similar organizations.  You can join these organizations to meet people or attend as someone’s guest.  

Small Business Computer Consulting:  The Location of Your Prospects  

Your prospects will typically be found at B2B events, so market your small business computer consulting firm by going to these events.  Target clients for your computer consulting firm will be covered in business sections of local papers and publications, so subscribe to these or read them in the library or on-line to increase your chances of finding the best prospects.

Small Business Computer Consulting

Narrowing your focus to the best small business computer consulting prospects in your area is as simple as networking at local events and reading about businesses in local publications.

Blogged By:  Joshua Feinberg