Anyone involved in computer consulting is going to come across some freeloaders that can cause major problems for their firm.  Here are three things you need to know to protect yourself against these moochers.

Item 1:  The Cause of the Problem

Where does the problem originate when it comes to computer consulting moochers?  It really starts when prospects have unrealistic expectations about what professional computer consulting services should cost.  

You have to be able to convince prospects that hiring your small business computer consulting firm is an investment and not an expense.  You need to provide proof that the tangible benefits of what you are delivering are greater than any out-of-pocket costs.  They are not going to invest in your computer consulting company if they think the costs outweigh the benefits.    

Item 2:  Think about the Prediction Tool for Small Business Computer Consulting

You are selling highly specialized computer consulting services, so your sales message will be very different from that of your competitors (or should be, if you want to sell yourself).  If you pay attention to the following prediction tool you can tip the scales in favor of your firm and avoid moochers.  

Simply look for small business decision makers that are used to paying for highly professional B2B services – accounting services, legal services, public relations services, marketing consulting, etc.  These people will already be investing in very skilled $100+/hour professional services, so hiring you as a computer consulting firm will not be confusing.  

Item 3:  Work Smart

You will have an easier time and be more efficient if you go after qualified leads and prospects than you will if you try to talk unqualified leads or prospects into something they don’t think they need.

In your local area alone, there are probably tons (hundreds … maybe even THOUSANDS) of qualified leads and prospects with real consulting needs that are used t paying for professional computer consulting services and have fairly realistic expectations about what they should pay.  

Don’t waste time on moochers when marketing your computer consulting business; instead, focus on those that are used to paying top dollar for sophisticated services.

Added By:  Joshua Feinberg