How do you narrow down your leads and find your prospects? In this article, you'll learn some criteria that will help you narrow down your computer consulting leads and take them to the next step.
One is finding your industry focus. You must laser beam your target market. You need to stand out tremendously from the crowd because everyone other computer consulting professional is chasing after the same hardware services, LAN, and the exact same advertising.
But there are two other really big ways that you can narrow down your leads and improve your batting average. One is size.
Computer Consulting: Three Different Size Audiences to Pursue:
One is the micro small business where there’s just a handful of PCs. It has more to do with the mindset of the business owner than the absolute number of PCs, but it’s a very small number of employees, a very small number of PCs, and at that size, the micro small business doesn’t usually look for extensive high-level IT computer consulting services. The next step up is really the sweet spot where we see most computer consulting professionals still continuing to do very well even in this challenging environment, and that’s the 10- to 50-PC space. A number of different studies have confirmed that the two to one ratio holds across different industries, so if you’re maxing out around a 50-seat LAN, a lot of times that equates to anywhere from a 90- to 100-employee company. At that size, once you get that many PCs, IT is usually a lot more strategically important to the company. Down time becomes much more expensive. You can do simple calculations like taking their annual revenue and dividing by 250 business days a year and eight hours a day and give them real simple ideas of a company doing $4 million a year in annual revenue with 2,000 business hours a year is losing on average $2,000 an hour for down time. A computer consulting professional can save them money in the long run. When you start to get to 50 PCs or 100 PCs or more, you start to enter what we consider the borderline of the top of small business and the bottom of medium-sized business. What can often happen at that size is the IT services bills from your company start to approach what could become a full-time salary of a real IT manager. They’re no longer going to need to outsource the generalist roles--instead they'll hire their own, on-site person.
The Bottom Line About Computer Consulting
To set yourself apart from the crowd, you need to further define your ideal client in order to find the prospects among your leads.
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Rabu, 18 Agustus 2010
Selasa, 17 Agustus 2010
Computer Consulting: Find Paying Clients during Start-Up
Even if you are just starting out your computer consulting practice with rather basic desktop support level technical skills, make sure that your computer consulting firm gets some paying clients who are at your current technical skills comfort level. In this article, you'll learn which types of clients to pursue first.
Start out by working with home offices and very small stand-alone businesses and companies with really, really small peer-to-peer simple networks. At least you're getting some paying clients and some reference accounts.
Make The One-Shot Deals a Stepping Stone
Recognize however, that you need to move beyond that. You want to be able to have a successful small business computer consulting practice that's built on recurring revenue retainer agreements and sophisticated kinds of dedicated server solutions. When you're first getting started with your computer consulting business, there's certainly no reason why you can't take on some of these smaller, one-shot deal accounts. Just recognize that you need to be moving towards more sophisticated, more profitable, long-term client accounts.
Continue Learning
If you feel that your lack of technical training is holding you back from clients that need more sophisticated solutions, put aside some time each week for training (even if its just two or three hours). Go through tutorials and resource kits. And install your not-for-resale (NFR) software. Then, break the installation and troubleshoot the setup process. Then, reinstall the applications until you get more and more comfortable with setup and troubleshooting.
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Start out by working with home offices and very small stand-alone businesses and companies with really, really small peer-to-peer simple networks. At least you're getting some paying clients and some reference accounts.
Make The One-Shot Deals a Stepping Stone
Recognize however, that you need to move beyond that. You want to be able to have a successful small business computer consulting practice that's built on recurring revenue retainer agreements and sophisticated kinds of dedicated server solutions. When you're first getting started with your computer consulting business, there's certainly no reason why you can't take on some of these smaller, one-shot deal accounts. Just recognize that you need to be moving towards more sophisticated, more profitable, long-term client accounts.
Continue Learning
If you feel that your lack of technical training is holding you back from clients that need more sophisticated solutions, put aside some time each week for training (even if its just two or three hours). Go through tutorials and resource kits. And install your not-for-resale (NFR) software. Then, break the installation and troubleshoot the setup process. Then, reinstall the applications until you get more and more comfortable with setup and troubleshooting.
Copyright Notice:
Copyright MMI-MMVI, Small Business Computer Consulting .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Senin, 16 Agustus 2010
Computer Consulting: Do Your Homework
Beware of vendors who ask you to explain what you do in your business. Instead, give a basic explaination of what your computer consulting business is all about so a client can determine if he has any product or service that’s in your picture. Rather than be reactive, go to the interview being proactive! Know what they are doing before you go in and be prepared to help them with their needs.
Computer Consulting: Research to Prepare for Your Meeting
Even though it might take you 30 to 45 minutes to do some homework ahead of time, you need to do your research to increase your chances at closing the sale, either on the spot or within a week or two afterwards. For them to agree to your computer consulting services, you will have to build credibility and mind share with that prospect. It shows that you care about their business.
There's really no excuse for not doing your homework anymore. Today, you can easily go to the Google search engine and type in the person's name or phone number or address and find out everything under the sun that you can about them.
Computer Consulting: What You Need to Know about Your Clients
You should really have a complete profile of:
-What their business is all about
-What industry they’re in
-What types of services they provide
-How many locations they have
-How long they’ve been in business
Find Out Recent News about Your Client
You’re probably going to be able to find articles that have been in the local newspaper about them that might either show up in Google or you can find by going to the newspaper doing a search function there. You want to look for anything you can that’s going to give you extra background and an extra edge so when you go in there, you already know what they’re doing.
Copyright MMI-MMVI, Computer Consultants Secrets. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Computer Consulting: Research to Prepare for Your Meeting
Even though it might take you 30 to 45 minutes to do some homework ahead of time, you need to do your research to increase your chances at closing the sale, either on the spot or within a week or two afterwards. For them to agree to your computer consulting services, you will have to build credibility and mind share with that prospect. It shows that you care about their business.
There's really no excuse for not doing your homework anymore. Today, you can easily go to the Google search engine and type in the person's name or phone number or address and find out everything under the sun that you can about them.
Computer Consulting: What You Need to Know about Your Clients
You should really have a complete profile of:
-What their business is all about
-What industry they’re in
-What types of services they provide
-How many locations they have
-How long they’ve been in business
Find Out Recent News about Your Client
You’re probably going to be able to find articles that have been in the local newspaper about them that might either show up in Google or you can find by going to the newspaper doing a search function there. You want to look for anything you can that’s going to give you extra background and an extra edge so when you go in there, you already know what they’re doing.
Copyright MMI-MMVI, Computer Consultants Secrets. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Minggu, 15 Agustus 2010
Computer Consulting: Balancing Your Portfolio
Do you have a balanced portfolio in your computer consulting business? Target 70% of your businesses in the small business state.
Keep a small amount of your business dealing with home networks and the consumer side and then have 5-15% of your business with much larger businesses. This setup works for many computer consulting professionals but it all depends upon where you want to take your business.
Don't Put All Your Eggs in One Basket
Make sure that no single one of these clients accounts for more than 10 percent of your computer consulting revenue. If you get most of your money from one source and then lose that client because they were acquired, sold, or had a change in management, you stand to lose a lot of revenue. It is very difficult to bounce back from something like that.
Fire Your Bad Clients
As crazy as it seems, you may also choose to fire one of your clients. Every once in awhile you’re going to run into some real problem clients that aren’t worth all the money in the world.
These clients will drive your computer consulting staff nuts to the point that they’re taking sick days and everyone’s dreading going out to see them. At some point you'll decide to cut them loose. If they make up too much of your current base, you'll have a hard time firing them.
Reasons to Fire Clients
You may also have some clients that aren’t meeting your monthly revenue goals and aren’t paying on time or aren’t meeting their computer consulting contract commitments. You really need to have the luxury of cutting one or two of them loose each year without it taking a huge chunk out of your revenue.
Lots of management consultant gurus say that you should fire your bottom 20 percent of your customer list every year. You may not need to be that precise, but you are going to find some people that have ridiculous, unrealistic demands and you should be prepared to fire them.
Make Room for Your Ideal Clients
Don't tolerate computer consulting customers that are verbally abusive, harrass you, and cause you too much stress. If you have enough other clients that are the kind you want to work with, it will be easier for you to replace the problem client rather than reform him.
Copyright MMI-MMVI, Small Business Computer Consulting .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Keep a small amount of your business dealing with home networks and the consumer side and then have 5-15% of your business with much larger businesses. This setup works for many computer consulting professionals but it all depends upon where you want to take your business.
Don't Put All Your Eggs in One Basket
Make sure that no single one of these clients accounts for more than 10 percent of your computer consulting revenue. If you get most of your money from one source and then lose that client because they were acquired, sold, or had a change in management, you stand to lose a lot of revenue. It is very difficult to bounce back from something like that.
Fire Your Bad Clients
As crazy as it seems, you may also choose to fire one of your clients. Every once in awhile you’re going to run into some real problem clients that aren’t worth all the money in the world.
These clients will drive your computer consulting staff nuts to the point that they’re taking sick days and everyone’s dreading going out to see them. At some point you'll decide to cut them loose. If they make up too much of your current base, you'll have a hard time firing them.
Reasons to Fire Clients
You may also have some clients that aren’t meeting your monthly revenue goals and aren’t paying on time or aren’t meeting their computer consulting contract commitments. You really need to have the luxury of cutting one or two of them loose each year without it taking a huge chunk out of your revenue.
Lots of management consultant gurus say that you should fire your bottom 20 percent of your customer list every year. You may not need to be that precise, but you are going to find some people that have ridiculous, unrealistic demands and you should be prepared to fire them.
Make Room for Your Ideal Clients
Don't tolerate computer consulting customers that are verbally abusive, harrass you, and cause you too much stress. If you have enough other clients that are the kind you want to work with, it will be easier for you to replace the problem client rather than reform him.
Copyright MMI-MMVI, Small Business Computer Consulting .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Sabtu, 14 Agustus 2010
Computer Consulting: A Business of Time and Sweat Equity
Building a computer consulting business requires a lot of time. It involves going out to meetings and it's shaking a lot of hands. You'll need to make a lot of follow-up phone calls. Display ads and direct mail drops and similar marketing efforts do not replace calling up a potential client to try to establish a person-to-person connection. Because of the required hands-on time, you should be realistic about what it takes to get your computer consulting business going.
Franchises Don't Serve Silver Platters
Even with a franchise operation, the franchiser is not handing you a client list on a silver platter. If you want to be handed a client list on one, don't buy a franchise: you need to buy a current business. And of course, buying a current business is even more capital intensive than a franchise. To buy even a small, thriving IT consulting firm could cost anywhere from a few hundred thousand dollars to a few million dollars… pretty much some multiple of its annual sales.
What Are Your Computer Consulting Business Start-Up Costs?
On the other hand, you can start your own consulting firm generally for as little as a few thousand dollars. What do you need? You need a business phone number and voice mail. You need a cell phone. You need business cards and legal licensing registrations. And you probably want to meet with an attorney and an accountant. You'll need some insurance. In many cases you can get started working out of your home office. Start-up costs are certainly higher with a franchise.
Franchises Aren't for Control Freaks
Another downside of franchise can be a loss of control. You have to do things a certain way and according to the established rules. And you can't step too far outside of that. Again, your company would be paying the franchiser a percentage of your company's revenue indefinitely. And you won't have as much flexibility in taking your business in a lot of different directions that you may want to.
The Bottom Line on Computer Consulting
Computer consulting has a few different options for start-up. You can start an independent business, buy a franchise or buy an established business, depending if you want to start from scratch or be handed a client list. A start-from-scratch computer consulting business requires more sweat equity than money.
Copyright Notice:
Copyright MMI-MMVI, PC Support Tips .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Franchises Don't Serve Silver Platters
Even with a franchise operation, the franchiser is not handing you a client list on a silver platter. If you want to be handed a client list on one, don't buy a franchise: you need to buy a current business. And of course, buying a current business is even more capital intensive than a franchise. To buy even a small, thriving IT consulting firm could cost anywhere from a few hundred thousand dollars to a few million dollars… pretty much some multiple of its annual sales.
What Are Your Computer Consulting Business Start-Up Costs?
On the other hand, you can start your own consulting firm generally for as little as a few thousand dollars. What do you need? You need a business phone number and voice mail. You need a cell phone. You need business cards and legal licensing registrations. And you probably want to meet with an attorney and an accountant. You'll need some insurance. In many cases you can get started working out of your home office. Start-up costs are certainly higher with a franchise.
Franchises Aren't for Control Freaks
Another downside of franchise can be a loss of control. You have to do things a certain way and according to the established rules. And you can't step too far outside of that. Again, your company would be paying the franchiser a percentage of your company's revenue indefinitely. And you won't have as much flexibility in taking your business in a lot of different directions that you may want to.
The Bottom Line on Computer Consulting
Computer consulting has a few different options for start-up. You can start an independent business, buy a franchise or buy an established business, depending if you want to start from scratch or be handed a client list. A start-from-scratch computer consulting business requires more sweat equity than money.
Copyright Notice:
Copyright MMI-MMVI, PC Support Tips .com. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Jumat, 13 Agustus 2010
Computer Consultant Knowledge: Do You Have to Know Everything?
Will you be expected to know anything and everything about anything that could ever go wrong with small-business IT? No.
Do You Need to Be Better at Technical or People Skills?
To be a great computer consultant, you just need to be really well organized and be a friendly person that enjoys helping other people. Yes, you need to be extremely resourceful; but you don’t need to be a technical genius to be a computer consultant.
In a lot of ways, being a technical genius can hold you back. Computer Consulting is very much a people business. But even if you have great tech skills and you’re a little shy when it comes to things like working the room, you can get better at it.
Do You Have the Right Skills?
How does someone know whether they really have the right technical skills or enough skills to become a computer consultant? Don't let a lack of certifications hold you back. It’s just not that important to the typical non-technical small business owner or non-technical small business manager. Until you start selling to an IT director, which typically you only start to see when you get on to accounts that have at least 40, 50, or 75 PCs.
Small Business Owners Want the Whole Package
The typical small business owner or manager is not shopping for credentials. They are buying you, they are buying your business expertise. They are also buying your solution expertise; your ability that you work with other companies like theirs.
Copyright MMI-MMVI, Computer Consulting 101. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Do You Need to Be Better at Technical or People Skills?
To be a great computer consultant, you just need to be really well organized and be a friendly person that enjoys helping other people. Yes, you need to be extremely resourceful; but you don’t need to be a technical genius to be a computer consultant.
In a lot of ways, being a technical genius can hold you back. Computer Consulting is very much a people business. But even if you have great tech skills and you’re a little shy when it comes to things like working the room, you can get better at it.
Do You Have the Right Skills?
How does someone know whether they really have the right technical skills or enough skills to become a computer consultant? Don't let a lack of certifications hold you back. It’s just not that important to the typical non-technical small business owner or non-technical small business manager. Until you start selling to an IT director, which typically you only start to see when you get on to accounts that have at least 40, 50, or 75 PCs.
Small Business Owners Want the Whole Package
The typical small business owner or manager is not shopping for credentials. They are buying you, they are buying your business expertise. They are also buying your solution expertise; your ability that you work with other companies like theirs.
Copyright MMI-MMVI, Computer Consulting 101. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance}
Kamis, 12 Agustus 2010
Computer Backup
It's happened to most of us; we've lost a document or a folder because there was no computer backup. Whether you lost a few lines you were typing because of power failure or your entire system crashed, computer backup is the only way to prevent such mishaps from destroying your files. Computer backup can be basic or sophisticated, costly or simply the price of your average floppy disk. Depending on your needs and the importance of your files, you will need a computer backup system that reflects your budget and your lifestyle.
Many computer users prefer to keep it simple and back up their data with a floppy disk or by copying and pasting documents. This is the most basic form of computer backup, but it is not satisfactory for everyone. Floppy disks often wear out, and you can have files stored on floppy disks for years that might be not perform if they are stored on old disks. On the other hand, if you use your files quite frequently, your floppy disk could wear out, which creates another problem for your floppy disk storage. If you simply store your document elsewhere on your computer, it might not survive a complete computer crash, although minor annoyances should not interfere with your files. Because of problems with viruses, computer crashes are becoming a more frequent occurrence for many PC users, and therefore, computer backup software is the best option for many consumers.
There are many files that are worth the time and investment involved in obtaining good computer backup software. Examples of such files are:
· Bank records
· Personal documents
· Digital photos
· Address books
· Software downloads
· Special projects
The best computer backup software not only creates a copy of your documents automatically, but it uses encryption algorithms to protect your information from unauthorized access and spyware. Your filename will also be encrypted to protect against intrusions. Most computer backup software is quite user friendly, and new files can be added instantly at the click of a mouse.
In addition to many great features, most computer backup software will enable you to:
· Create new backup programs
· Select files and folders for backup
· Define compression settings
· Choose target of backup
· Store backup info in various locations
The best computer backup programs are not rigid, but allow the user the flexibility to choose where and how their files will be stored. You can choose to have everything copied automatically, or specify which files you wish to have a backup. If you have a large volume of material to store, you can select compression settings, which will minimize the size of your documents and will enable you to store more information. You can also choose where you want your backup information to be stored, and you can place the data in various locations automatically, for instance, in your hard drive, USB stick, Network folder, CD, DVD and Remote FTP Server. You can also create a simultaneous backup communication between a remote FTP server and local storage devices.
Your computer backup software should provide easy user interface, the option to store your data in multiple versions and the capability to restore your files to their original folders. Most programs have a very easy to use help menu, and many have service lines to help customers who wish to communicate with an assistant. You can also obtain special features for your computer backup software, such as a disaster recovery CD or DVD, which will get your computer back up and running after a crash. You can have peer to peer backups for extra protection and virus scanning capabilities that will safeguard your valuable files against tampering.
Computer backup software varies in prices, and it is worthwhile to invest in the best program you can afford, especially if your business depends on valuable files. Don't let an unexpected computer crash destroy your valuable data, but invest in computer backup software today.
Many computer users prefer to keep it simple and back up their data with a floppy disk or by copying and pasting documents. This is the most basic form of computer backup, but it is not satisfactory for everyone. Floppy disks often wear out, and you can have files stored on floppy disks for years that might be not perform if they are stored on old disks. On the other hand, if you use your files quite frequently, your floppy disk could wear out, which creates another problem for your floppy disk storage. If you simply store your document elsewhere on your computer, it might not survive a complete computer crash, although minor annoyances should not interfere with your files. Because of problems with viruses, computer crashes are becoming a more frequent occurrence for many PC users, and therefore, computer backup software is the best option for many consumers.
There are many files that are worth the time and investment involved in obtaining good computer backup software. Examples of such files are:
· Bank records
· Personal documents
· Digital photos
· Address books
· Software downloads
· Special projects
The best computer backup software not only creates a copy of your documents automatically, but it uses encryption algorithms to protect your information from unauthorized access and spyware. Your filename will also be encrypted to protect against intrusions. Most computer backup software is quite user friendly, and new files can be added instantly at the click of a mouse.
In addition to many great features, most computer backup software will enable you to:
· Create new backup programs
· Select files and folders for backup
· Define compression settings
· Choose target of backup
· Store backup info in various locations
The best computer backup programs are not rigid, but allow the user the flexibility to choose where and how their files will be stored. You can choose to have everything copied automatically, or specify which files you wish to have a backup. If you have a large volume of material to store, you can select compression settings, which will minimize the size of your documents and will enable you to store more information. You can also choose where you want your backup information to be stored, and you can place the data in various locations automatically, for instance, in your hard drive, USB stick, Network folder, CD, DVD and Remote FTP Server. You can also create a simultaneous backup communication between a remote FTP server and local storage devices.
Your computer backup software should provide easy user interface, the option to store your data in multiple versions and the capability to restore your files to their original folders. Most programs have a very easy to use help menu, and many have service lines to help customers who wish to communicate with an assistant. You can also obtain special features for your computer backup software, such as a disaster recovery CD or DVD, which will get your computer back up and running after a crash. You can have peer to peer backups for extra protection and virus scanning capabilities that will safeguard your valuable files against tampering.
Computer backup software varies in prices, and it is worthwhile to invest in the best program you can afford, especially if your business depends on valuable files. Don't let an unexpected computer crash destroy your valuable data, but invest in computer backup software today.
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