Computer Consulting Services: Selling the Network as Security and Data Protection

Small business prospects and clients may view your computer consulting services as part of their insurance policy. You write up a service agreement that lists what’s covered and what’s not, as well as various parameters for coverage. Then each month, quarter, or year you collect some kind of retainer deposit, similar to an insurance premium.

Play Up the Value of your Computer Consulting Services

Part of the reason small business owners never miss a premium is that they want to make sure that your firm will be there in their time of need. So effectively, one of the reasons small businesses hire your firm is for “security”. Rather than go kicking and screaming trying to vehemently deny this, play up the value of your computer consulting services and add security and data protection into your sales pitch – as major parts of your clients’ network investments.

Superior Security Foundation

Be sure to weave some of the following security and data protection points into your computer consulting services sales presentations. In sharp contrast to a client/server network like the one you’re proposing, a peer-to-peer “server” generally isn’t capable of maintaining its own user account security database.

As a result, a standalone peer-to-peer network is limited to “share-level” access control. This means everyone that connects to this peer-to-peer “server” share point has the same user name and password. There’s no way to differentiate between access levels of users and no way to terminate an individual’s password when he or she leaves the company.

Highlight Your Computer Consulting Services

A dedicated server OS, on the other hand, provides much better control over who has access to which shared resources. Each person can be assigned his or her own user name and password. Be sure to highlight how your proposed networking solution takes this into account.

Security with your proposed networking solution is also more flexible or granular. With most peer-to-peer “servers”, security can only be controlled at the share level. When a share point is set up on a dedicated server with a true NOS security can be controlled all the way down to the file level.

The Bottom Line about Computer Consulting Services

Consider adopting this file cabinet analogy for your client presentations: Would you rather grant employees unrestricted access to an entire room full of file cabinets, or just a few select hanging folders in certain file drawers which are pertinent to their job?

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Anticipation Of My First Sale

What’s the a biggest motivational tool out there when you start an internet home-based business? Well for me it was the anticipation of making my first sale.

When I started my internet home-based business I quickly learned that nothing comes for free and you have to work at it to become successful. I thought that I could make lots of money in a short period of time; well I couldn’t have been more wrong.

Yes, I got into the get-rich-quick scams, to begin with, searching on the internet for ways to make money fast. First, there was the “get paid for doing surveys” scheme. Then I thought that I could sell things on e-bay to make a quick buck. While there are lots of people doing this it’s not a way to get rich quickly. Next was the pyramid scheme. As time went on the money kept going out and nothing was coming in.

I could have quite there but I was determined. I changed my way of thinking and started to search for legitimate ways to make money online. That’s when I found my first no “B.S” internet home-based business. I learned everything there was to learn about it, applied the strategies and then reread it all to see if there was anything I missed. Doing those simple things can make all the difference.

While working my new business online I soon learned that one business wasn’t going to be enough to sustain me working at home. So I decided to take on four more legit home-based businesses so that I could obtain multiple streams of income. If I could get each of them making $500.00/month that would be enough to allow me to stay at home. I dedicated myself to learning everything about them as well and all the while I kept repeating the things I had learned. Repetition and Duplication are the keys to making any home-based business work.

Things started to happen after a month and a half had gone by. My site was indexed from the search engines and I got a few signups to my affiliate programs. This in itself was enough to keep me plugging along, but still no sales. I was more determined than ever now, spending countless hours at my desk.

And then it happened. I got my first sale. I couldn’t tell you how happy I was.

Things have been picking up more steadily each and every month. The more I apply the things I’ve learned the more successful I become. The more I repeat things I’ve learned the more successful I become and the more I track and duplicate things I’ve learned….well you get the point.

5 Tips For Closing That Consulting Deal

There are several reasons why consultants ultimately lose deals they should have won. Unless your portfolio is poor, consultants lose contracts because they either didn’t listen or they didn’t speak effectively to convey what services they could offer, that would help the client reach their goals. Here are a few tips to help you sell your services.

Every consultant feels that if there is anything that they do well, it’s talking the talk. Effective speaking is more of an art than a science. If you cant effectively convey how your services are going to help the client, you won’t get the contract.

Reflect Before You React
It’s human nature to say the first thing that comes to our mind when we’re asked a question. Take a moment to think of what answer is best for the client. It will show that you put thought into your work and don’t just plow ahead. Your clients will appreciate that. Your best reaction is not always your first reaction.

Keep It Simple Superstar
Just because you know the ins and outs of your business doesn’t mean that your client will. Speak to them on their level, not yours. Keep the conversation simple and get straight to the point. If your client understands what you can do for them, they are more likely to hire you. If you try and dazzle them with industry-speak, you’ll lose them, and lose the contract.

You may find that if you are speaking to a prospective client on the phone, stand up. For many people, standing makes them get straight to the point.

Let the Client Talk
If you want to learn how to best position yourself, find out exactly what the client wants and ask questions to home in on what their needs are. By asking questions, you gain a better understanding of how you can help the client, and the client feels that they are part of the solution. This gives you a chance to reflect on what you can offer your prospective client.

A Little Enthusiasm Goes A Long Way
Your client feels passionate about what they do, and if you show that you are passionate and enthusiastic about providing them the solution they want, you’ll get the client on board. Enthusiasm will open many doors for you.

Let’s Get Personal
It takes experience and a watchful eye, however, if you show your client that they are more than just another big deal for their portfolio you will learn how to best work with them. Treat all clients the same way, and you will find your schedule empty of projects. Remember that clients say things for a reason. If they volunteer that they can’t talk right now because they are getting ready for Bobby’s birthday party on Saturday, on your follow-up call, ask them casually how the party went. Don’t pry, and don’t send balloons. By casually asking about the party, you show that you pay attention to details. Knowing how successful the party was will prepare you on how to approach the conversation.

Remember that you need to sell to the customer’s needs, not your skills. Master this and you will have a long career as a consultant.

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