how computer network consultants can steady their cash flow (slides)

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Courtesy of the

Small Business Computer Consulting Blog

http://blog.sphomerun.com

How Computer

Network Consultants

Can Steady

Their Cash Flow

http://blog.sphomerun.com/

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In This Article,

Excerpted From

the White Paper

Sponsored by ITServiceContractSecrets.com

http://itservicecontractsecrets.com/

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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



SPHomeRun.com Recommended Reading:

IT Service Contract Secrets

for Getting More Repeat Clients and

Recurring Service Revenue

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how computer network consultants can steady their cash flow (slides)

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