How Computer Network Consultants Can Steady Their Cash Flow (Slides)
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Transcript of How Computer Network Consultants Can Steady Their Cash Flow (Slides)
SPHomeRun.com
Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com
How Computer
Network Consultants
Can Steady
Their Cash Flow
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In This Article,
Excerpted From
the White Paper
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7 IT Sales Secrets
For Attracting
High-lifetime-value
Clients,
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We’ll Look At How
Forward-thinking
Consultants
Can Steady
Their Cash Flow
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By Rethinking
Their Business
Models, Marketing
Plans, and
Services Offerings
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Make a Decision,
and Stick to It,
With One-Shot-
Deal Customers
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The Trouble is,
That Instinct Often
Gets Drowned Out
Over Time With
More Pressing,
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But Less
Important,
Long-term Needs
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Let’s First Discuss
Some of the Most
Dangerous Threats
to Steady
Cash Flow
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Topping the
list…one-shot-
deal customers
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Don't Waste
Precious Sales
Resources,
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Or Even Marketing
Resources
For That Matter,
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On Customers
That Don’t Have
Long-term
Potential
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Evaluate Whether
“Bidding” is Really
Appropriate
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For Your Business
Model and Target
Market
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This Means
No Chasing After
Most Government
Contracts,
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Which are Usually
Not a Great Fit
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For Small
IT Businesses
That Cater to Other
Small Businesses
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Avoid Hidden
But Related
Dangers as Well:
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When Small
Business Owners
Act Like
Government
Purchasing Agents
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And Attempt
to Screen Their IT
Providers Through
a Competitive
Bidding Process
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You Need
to Establish
Awareness and
Build Up Credibility
For Your Business
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Arrive Earlier
in the Sales Cycle
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There Are
a Few Ways For
Computer Network
Consultants
to Do This:
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• Publish White
Papers
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• Write Articles
For the Local
Newspaper or
Newsletters
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• Do Speaking
Engagements
For Local Groups
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Of Small
Business
Owners and
Managers
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• Sponsor Your
Own Seminars
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• Participate
Meaningfully
in Select,
Targeted Trade
Shows
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• Use Targeted
Direct-response
Marketing Efforts
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• Build
Relationships
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With Trusted
Local Business
Advisors in Your
Community
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Get Picky About
Where You Market
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Your Marketing
Resources Need
to Be Dedicated
to Prospective
Clients
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That are
the Right Size
to Be Candidates
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For Your
on going Support
Agreements
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By Building
Relationships
With Trusted
Business Advisors
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In Your Local
Business
Community,
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You Can Leverage
Sales From Their
Existing Business
Relationships
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Your Networking
Contacts Will
Sooner or Later
Expect You to
Reciprocate
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By Sending Some
Referrals
Their Way as Well
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So, to Bring in
Steady Cash Flow,
Make Sure You
Focus on the Right
Target Audience
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What Other Advice
Would You Offer
Computer Network
Consultants
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That Need a More
Steady Cash Flow?
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Please Share
Your Tips and Hints
in the Comments
Section Below
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SPHomeRun.com Recommended Reading:
IT Service Contract Secrets
for Getting More Repeat Clients and
Recurring Service Revenue
Download this
Free Special Report Now at
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