The Computer Consulting Business: Overcoming Client Risk Aversion
343
Business > Small Business
Mar 1, 2007
Joshua Feinberg
The Computer Consulting Business: Overcoming Client Risk Aversion
In the computer consulting business, risk-averse small business owners are very similar to small businesses that are apathetic about moving forward with your proposed small business network.
Apathetic small business owners know they have a need, but they?ll just keep putting the project with your computer consulting business on the back burner; indefinitely, if you let them!
Understand Client Fears
Risk-averse small business owners also keep shuffling your proposal to the back burner, but for totally different reasons. They?re truly terrified of what might happen if everything falls apart during the network installation your computer consulting business is conducting.
Fear of your small business network being "painful" (to the owner, managers and staff) prevents the sign-off from taking place - the kiss of death for your computer consulting business.
Some small business owners become risk averse because they think they might eventually outgrow your proposed networking solution.
Help Your Clients Plan for the Future
To help address this concern, computer consulting businesses need to talk about the built-in growth path options offered by the solution that you propose. If it?s just a matter of adding more software licenses or stacking up another networking hub or switch, be sure to highlight how simple and inexpensive these options will be down the road.
Copyright MMI-MMVI, Computer Consulting 101 Blog. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance} Joshua Feinberg of Computer Consulting 101 helps computer consultants get more steady, high-paying clients. Sign-up now for free access Joshua's field-tested, proven Computer Consulting 101 strategies at ComputerConsulting101.blogspot.com
Apathetic small business owners know they have a need, but they?ll just keep putting the project with your computer consulting business on the back burner; indefinitely, if you let them!
Understand Client Fears
Risk-averse small business owners also keep shuffling your proposal to the back burner, but for totally different reasons. They?re truly terrified of what might happen if everything falls apart during the network installation your computer consulting business is conducting.
Fear of your small business network being "painful" (to the owner, managers and staff) prevents the sign-off from taking place - the kiss of death for your computer consulting business.
Some small business owners become risk averse because they think they might eventually outgrow your proposed networking solution.
Help Your Clients Plan for the Future
To help address this concern, computer consulting businesses need to talk about the built-in growth path options offered by the solution that you propose. If it?s just a matter of adding more software licenses or stacking up another networking hub or switch, be sure to highlight how simple and inexpensive these options will be down the road.
Copyright MMI-MMVI, Computer Consulting 101 Blog. All Worldwide Rights Reserved. {Attention Publishers: Live hyperlink in author resource box required for copyright compliance} Joshua Feinberg of Computer Consulting 101 helps computer consultants get more steady, high-paying clients. Sign-up now for free access Joshua's field-tested, proven Computer Consulting 101 strategies at ComputerConsulting101.blogspot.com
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