If you want to be unique as IT specialists, narrow your industry focus.  

Look for More Prospects Like Your Best Clients

You want to determine the key characteristics of your current clients and find more clients just like them.  Take your active client list and put it into a Microsoft Excel worksheet with columns.  Enter the client name, their revenue for the last 12 months, then divide by 12 to find out the monthly income and find out who your most valuable clients are.  

This exercise helps you figure out who your best clients are so you can decide who gets the best customer service, who is worth keeping as a client and who is REALLY paying the bills for your business as IT specialists.  

Clients Go into Categories

Once you’ve done this, look at your best, most active customers and clients.  Who falls into the following categories?  

1.     Micro small businesses – less than 10 systems;

2.    Sweet spot small businesses – 10 – 50 PC’s;

3.    Very large small businesses – those you might not be able to serve adequately without additional staff.  

This can help you find more clients that fall within your range of expertise.  How are your clients similar?  Answering these questions distinguishes between IT specialists and IT generalists.  Find commonalities – perhaps all your best clients are lawyers, accountants or doctors or maybe they are office managers.  Identify who they are so you can find more just like them.   

A Tight Industry Focus

When you narrow down your industry focus, you put yourself with other unique IT specialists and experts.  No matter what your industry, your focus will set you apart from the competition.  

What is Your Professional Background?

Your industry expertise is also a great way to become IT specialists.  When you show yourself to prospects, you will know their field of business, which will be a big selling point for prospects.  These small businesses will choose your firm over someone that is direct mailing a very generic piece to a large number of small businesses in many different industries.  

The Main Idea about IT Specialists

When you narrow your industry focus and examine your current client roster along with your own professional background, you establish your true identity as IT specialists.  

Blogged By:  Computer Consulting 101 Professional Kit