Part of becoming an IT specialist is finding the right niche.  But how can IT specialists create niches for themselves?

IT Specialists:  Horizontal Niche

As an IT specialist, you might discover that most of your clients’ main contacts are office managers and not in the same industry (referred to as a vertical niche).  If you find this happening, you can conduct a casual survey asking what their biggest IT concerns are as well as what they see as major business problems that you can help solve.  

This type of interaction with clients as IT specialists will help with client retention and also inform you about their perceptions of their businesses and IT needs. Knowing this information about your customers will help you hand craft a marketing pitch that will speak to other clients like them.  

The Knowledge of IT Specialists

You need to ask questions about your target market as IT specialists:

1.    Who are your targets?

2.    What are your targets reading?

3.    What trade publications, e-zines and newsletters are there for their particular industry?

4.    What local and regional conferences are targets attending?

5.    What trade groups have local chapters for your targets?

6.    Where do your targets hang out?

7.    What do your targets talk about and worry about?

Talk to your best clients to be an IT specialist that has more clients just like them.  You have probably already established personal relationships, so take clients out to breakfast, to lunch and tell them you want to become an IT specialist so you can ask them questions that will help you better understand their needs and wants and find the best fit for you in terms of new customers.

Added By:  Computer Consulting 101