If you are in the IT industry, as part of getting contracts for consultants, you will have to market to strangers.  But you can’t sell products as your leading item if you want to get “in!”

Contracts for consultants are not about selling products.  They are about selling yourself – “You, Inc.”  You need to sell your expertise if you are going to get hired!  The following are three tips you can use as you move forward

Contracts for Consultants Tip 1:  Which Selling Points Add Value?

You can’t sell just plain old products by themselves; instead, you have to sell your company’s value and stay away from product-hungry customers.

You can’t compete on just price when you have no value-added services.  If you want to grow your company and stay alive for years to come, you need to think about where you can add value to make your services and solutions more complex and enticing to your prospects.  

How can you sell “You, Inc.”?  How can you change your marketing approach so you are attracting REAL clients and long-term contracts for consultants?  You need to reach long-term clients that will need you on an on-going basis over an extended period of time.  Don’t think you have to have rock-bottom prices to sell services.  You DON’T.   

Contracts for Consultants Tip 2:  Your Expertise Distinguishes You

There are an awful lot of people in your area doing easy computer jobs, but you need to let people know you are doing the difficult projects and that you know the industry more than anyone else around you.  You need to be confident in the concept of being among an elite few in your respective region that can do what you do so you can attract buyers that are not price sensitive.

Contracts for Consultants Tip 3:  Your Experience and Having a Niche Equate to Higher Rates

When you no longer have to deal with price-sensitive buyers, you will be able to add some money to your margins.  Clients will know they have to pay more for the convenience of your very particular expertise.  You need to think about this mindset whenever you are designing marketing materials or advertising.  Successful contracts for consultants mean knowing that your business is about selling “You, Inc.” and not a brand name.

Submitted By:  Joshua Feinberg