Top 3 Ways to Maximize Your Small Business Server Consulting Profits
Over the past 7 years, Microsoft Small Business Server (SBS) has gained traction as a widely-respected Small Business Server networking suite.
As a result, many small business computer consultants, systems integrators, and value-added resellers have jumped on-board the Microsoft Small Business Server bandwagon.
However, before you go ahead and bet YOUR company on Microsoft Small Business Server, consider the following three Small Business Server Business Tips... so you can maximize your Small Business Server consulting profits.
(1) Most small businesses in your area have never heard of Microsoft Small Business Server.
Although there may be hundreds, if not thousands, of small businesses in your area that would be excellent candidates for Microsoft Small Business Server, don't make the ultra-common mistake of assuming that the typical non-technical small business owner even knows what Microsoft Small Business Server is.
If you want to maximize your consulting profits and avoid commodity price wars, you're much better off leading off with a pitch for something that's more universally recognized... such as getting rid of computer viruses, stopping SPAM, or preventing computer security breaches.
(2) Sell your small business prospects on YOUR company first.
The real money in Small Business Server is NOT in reselling the Microsoft Small Business Server software. The real money comes from selling the RELATIONSHIP with the small business. So your company essentially becomes your clients' outsourced IT department.
Remember, no small business owner is going to wake up in the middle of the night, in a cold sweat, craving Small Business Server. However, small business owners DO constantly lose sleep over what will happen to their companies if their computer systems fail them. Become the solution to the more primal, survival instinct and you'll get plenty of opportunities to sell Small Business Server, once you've established a solid client/consultant relationship.
(3) Microsoft doesn't value computer consultants as much as they sometimes say.
Little known fact: the first version of Microsoft Small Business Server, planned in 1996 and released in 1997, was code-named "SAM"... because Microsoft's goal was for Small Business Server to completely bypass their reseller channel and be sold at "Sam's Club" warehouse clubs.
So the product team had the mandate to make the Small Business Server product SO simple that a non-technical small business end user could buy Small Business Server at the warehouse club and have the Small Business Server suite running in their office that same day.
Shortly after the first-version shipped, Microsoft realized that the most cost-effective way to reach small businesses with Small Business Server was through their reseller channel. And since then, Small Business Server resources have flowed toward the channel.
However, even today, you can often find 5-user versions of Microsoft Small Business Server in retail stores.
So the point: Microsoft isn't putting all its Small Business Server "eggs" in one basket, so why should you?!? Which brings us back to points one and two: Small business owners aren't actively shopping for a "Small Business Server". So instead of "selling" Small Business Server per se, you're much better off selling a small business on YOUR company, BEFORE you sell Microsoft Small Business Server.
The Bottom Line
In this article, we looked at three Small Business Server business tips that every computer consultant, systems integrator and value added reseller needs to be aware when selling Microsoft Small Business Server.
Copyright MMI-MMV, SmallBusinessServerTips.com, All Worldwide Rights Reserved.
Joshua Feinberg is a 15-year veteran computer consultant, an internationally recognized expert on small business computer consulting. He has appeared in dozens of business and IT trade publications including CRN, VARBusiness, Microsoft Direct Access, TechRepublic, American Express OPEN Platinum Ventures, Entrepreneur, Inc, SCORE, Small Business Computing, and USA Today. He is also author of Building Profitable Solutions with Microsoft Small Business Server. To learn more about Joshua's proven strategies for squeezing more consulting profits out of Microsoft Small Business Server, sign-up for his free one-hour training seminar at http://www.SmallBusinessServerTips.com
Company mottos can easily be printed on a business card.Sometimes... Read More
Most businesses accept checks as form of payment for goods... Read More
A Brilliant Marketing Idea... sounds great but what is it?... Read More
Achieving real success should be the goal of any good... Read More
Administrative and clerical tasks are the bane of every industry.... Read More
Washing manufactured homes, mobile homes, can be a lucrative and... Read More
Remember those drawings from science class of how a lever... Read More
If you're serious about wanting to start a business, the... Read More
If you're just ramping up your small business email newsletter,... Read More
You make the decision to go into business and for... Read More
Many mobile pressure-washing companies turn to government contacts to make... Read More
What makes a business relationship?What really makes a business relationship?... Read More
Tammy, a skilled and gifted horticulturist, called me to discuss... Read More
Q: A friend told me that as a woman of... Read More
Summer is a time for the outdoors, for that well-deserved... Read More
There will come a time in your business where you... Read More
SBIR vs. STTR: If you are participating in the SBIR... Read More
Now that winter has passed, the annual ritual of spring... Read More
Deciding to start your own franchise is just one of... Read More
A solopreneur I know disappears from my radar screen for... Read More
In the book Women and Small Business author gives all... Read More
Gather round while I tell you the story of Kennebec... Read More
If you are worried about how many different business cards... Read More
Everything starts with a business plan: If you don't have... Read More
One of the primary concerns all small businesses have is... Read More
Today is a Red Letter Day! It's special because today... Read More
There are several well-known truck washes in the Great State... Read More
I have to admit, I was curious. When I saw... Read More
Does your company have a community relation strategy? Have you... Read More
Becoming a contractor or sub-contractor for the U.S. government can... Read More
My colleague, Jane, recently lamented to me an all too... Read More
Is your business making money? Would you know?Figuring out whether... Read More
As a franchisor I am always asked by new and... Read More
Tap these treasures of ideas. The best money you can... Read More
One of the most common horrific mistakes a business can... Read More
The life cycle of the typical small business is short... Read More
When the recent Games of the XXVIII Olympiad came to... Read More
Today required franchise disclosure documents are over 200 pages generally.... Read More
Pet Transportation Services are needed as the number of pets... Read More
Yes, that IS security when nobody can downsize you because... Read More
Thinking of starting a business on line? If so there... Read More
If you are thinking of turning your current into a... Read More
Have you ever wondered what the difference is between a... Read More
Are you a home or small business owner and you're... Read More
Senior citizens are generally not a large marketing segment for... Read More
Ongoing support for a franchise system is omnipotent. A major... Read More
Someone new to business ownership recently told me, "Before I... Read More
In general, all of us know how to accomplish the... Read More
It is estimated that 78% of all small business start-ups... Read More
So you want to start a business but you don't... Read More
|