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If you've been in the small business computer consulting industry for more than 10 minutes, you've probably already encountered a fair amount of freeloaders.

Bank Of America Investment 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.

Bus. Opportunities 87 Buy and sell businesses, look for investors, look for new business ideas, find partnerships and affiliate programs. Computers 11 Buy and sell hardware, software, printers, games, and other computer related items. Domain names Buy and sell domain names for internet websites. line This is the place to start.

Investment Opportunity 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 Bottom Line about IT Consulting Do you need to know all of these to provide IT consulting micro small businesses Preferably you should know half or more. 14 things on the list, so if you know 4 or 5 of them you are kind of ok, you should ideally know half of them or more. MMVI, Computer Consulting 101. All Worldwide Rights Reserved. { Live hyperlink in author resource box required for copyright compliance}

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The Root of the Problem

Potential Client Size In starting your computer consulting business you will want to target potential clients that have 10 to 50 PC's. The prospect should be big enough that they need a real server, which most of the time could translate to 10 to 100 employees. A good prospect for your computer consulting business would be companies that have $1 million to $10 million in annual sales. This information will help you in your marketing efforts, especially if you decide to do some direct mailing down the road.

Banking Investment So where does the problem with freeloaders really originate? And how can you handle prospects that have unrealistic expectations of what professional computer consulting services should cost?

So you're looking for quality accounts as you start your computer consulting business. What are the qualifying criteria for such accounts Consider Proximity First, the potential client for your computer consulting business should be close to you, generally within a 30 to 60 minute drive from where you're located. This is going to have some impact on the networking events you attend or anything else you do from a marketing perspective.

Investment Solution Strategic 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.

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Investment Banking Services In other words, the tangible, concrete, measurable and irrefutable benefits of what your computer consulting firm delivers must far outweigh their out-of-pocket costs.

Bank Investment Think about it. Would you make an investment in your computer consulting company if you didn't see how the benefits were greater than the costs?

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Back-of-the-Napkin Prediction Tool for Small Business Computer Consulting

Online Investment Services Now because you're selling a highly specialized computer consulting service, your sales message and value proposition will be different than your competitor down the street.

Accompany Essential Investment However, you can dramatically tip the scales in your firm's favor by paying attention to one really universal way to avoid the computer consulting moochers.

Investment Company 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.

Investment Management Solution 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.

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Work Hard or Work Smart?

Guide Investment Stock 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 the lead or prospect doesn't perceive to need.

Investment Manual Solution And don't forget, that right in your local area, there are probably already be tons (at least hundreds, if not thousands) of leads and prospects for you that have real computer consulting needs, are used to paying for professional computer consulting-related services, and have at least semi-realistic expectations about the price-tag on professional computer consulting services.

Investment Stock So don't waste your time on those suffering from small business computer consulting sticker shock. Don't waste your time on professional computer consulting moochers and tightwads.

Essential Investment Solution Focus on those small businesses that are accustomed to paying for other professional B2B services and your sales cycle and sales process will go much, much smoother.

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The Bottom Line

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Want to learn how you can most effectively reach those small businesses that have realistic expectations, and desperately need your firm's small business computer consulting services?

Fidelity Investment Services To learn how you can develop an effective computer consulting marketing plan for reaching these small businesses, how to take these small businesses through the sales cycle, and how to move these small businesses from one-time-customer to long-term steady, high-paying client, be sure to take advantage of the free one hour computer consulting business training at

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About the Author

Francisco Investment San Joshua Feinberg is a 15-year veteran of small business computer consulting and an internationally recognized expert on small business computer consulting. He has appeared in dozens of business and IT trade publications including CRN, VARBusiness, Microsoft Direct Access, TechRepublic, American Express OPEN Platinum Ventures, Entrepreneur, Inc, SCORE, Small Business Computing, and USA Today. To learn more about Joshua's proven sales and marketing strategies for smart small business computer consulting firms, visit his Web site and sign up for the free one-hour computer consulting training recording at

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Investment Manual Science Joshua Feinberg has helped thousands of small business computer consulting firms get more steady, high-paying clients. Now you can too. Sign-up now for your free access a one-hour audio training program featuring field-tested, proven Small Business Computer Consulting Secrets.

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Advice Investment Joshua Feinberg, co-founder of Computer Consulting 101, shows computer consulting business owners get more steady, high-paying clients. Learn how you can too. Sign-up now for your free access to field-tested, PROVEN Computer Consulting 101 secrets.

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