If you’ve been in small business computer consulting industry for more than 10 minutes, you’ve probably already encountered a fair amount of freeloaders.
Regardless of whether you call these folks moochers, tightwads, cheapskates, tire-kickers, cherry-pickers, or time vampires, left unchecked these vultures can wreak financial and emotional havoc on virtually any small business computer consulting firm.
In this article, we’ll look at what your small business computer consulting company can do to protect itself against freeloaders and other time and financial leaches.
The Root of Problem
So where does problem with freeloaders really originate? And how can you handle prospects that have unrealistic expectations of what professional computer consulting services should cost?
What it boils down to is this: You need to be able to convince prospects that hiring your small business computer consulting firm is an investment (not an expense) in their business.
In other words, tangible, concrete, measurable and irrefutable benefits of what your computer consulting firm delivers must far outweigh their out-of-pocket costs.
Think about it... Would you make an investment in your computer consulting company if you didn't see how benefits were greater than costs?
Back-of-the-Napkin Prediction Tool for Small Business Computer Consulting
Now because you're selling a highly specialized computer consulting service, your sales message and value proposition will be different than your competitor down street.
However, you can dramatically tip scales in your firm’s favor by paying attention to one really universal way to avoid computer consulting moochers.
Simply, look for small business decision makers that are used to paying for other professional B2B (business-to-business) services, such as accounting services, legal services, public relations (PR) services, or marketing consulting.
That means this kind of small business is already used to investing in highly skilled $100+/hour professional services. The notion of having a professional services provider on a retainer arrangement, say $1,000/month or more, is not a foreign concept.
Work Hard or Work Smart?
Remember, it's much, much easier and much more time-effective for you or your sales staff to go after qualified leads and prospects than it is to try to talk an unqualified lead or prospect into needing something that lead or prospect doesn't perceive to need.