In the past decade, Microsoft Small Business Server has become a very well-respected small business networking tool.  The following three tips can help you get the most out of your experience of working with Small Business Server and help grow your computer consulting business.  

Tip 1:  Most Small Businesses Don’t Know about Small Business Server

Even though your area may have hundreds or even thousands of small businesses that would be well served by Small Business Server, most don’t know what it is.  If you want to increase your consulting profits and stop selling yourself as a commodity, you should probably lead off your sales pitch with something that is a more recognizable service than Small Business Server – like virus protection, SPAM blocking or other security issues.    

Tip 2:  Sell Your Small Business Prospects on Your Company First

If you’re going to sell Small Business Server, you don’t want to be just a “reseller” of the product.  The real money is going to happen when you establish a real relationship with your prospects.  You want to become their outsourced IT department.  

No small business owner will be dreaming of working with Small Business Server.  But most small business owners lose sleep over worrying about what will happen if computer systems fail.  You should sell yourself as the solution to business problems, and Small Business Server can be a tool to help you do this for your clients once you have a relationship.  

Tip 3:  Microsoft Doesn’t Really Care as Much about Computer Consultants as It Claims

The first version of Small Business Server was released in 1997 and code-named “SAM” because it was meant to be sold at Sam’s Club warehouse clubs to avoid having to put it into the reseller channel.  Therefore, the people that made the first product made it with the intention that it would be so simple that it could be used by anyone without the help of a computer consultant.

After the first version was on the market, Microsoft changed its mind and realized that the best way to reach small business owners was by going through its reseller channel and changed its plan.  But small business owners can still find 5-user versions of Small Business Server in retail stores.

Microsoft does not really “protect” sales of its Small Business Server, so you should not either.  Sell your company before you sell Small Business Server and build relationships.

Blogged By:  Computer Consulting 101 Professional Kit