Hi there! It’s Joshua Feinberg from computercontratortips.com. And I’m here to talk with today about whether or not it pays for you to specialize, computer contractors doesn’t pay to specialize. We are going to look at four tips to help you be a lot more proactive about your marketing and selling decisions and your selling strategy. So, this is all for computer contractors like yourself and we are going to talk about whether or not it pays to specialize.
Why are we doing this? Well, many computer contractors wonder how they can differentiate themselves from others in the market place you know from there competitors. So, they can attract more great study high paying clients. Now, first to set yourself apart from the competition and get small business owners and managers to take notice of you and choose you, you want to build a strong professional brand around some kind of unique industry twister or some kind of specialty. If you really want to succeed as a computer contractor, you just can’t go on flashing your certifications or your vendor logos and basically you don’t want to just reduce yourself to just another come out of the service provider. Well, you know certainly these features can be part of your background information like on the about us page on your website and there are probably something that you want to talk about with your clients, the features, the buzz words, the jargon, the certifications, logos, and things like that. They should not be your introductory sale speech. What should it be?
Well, let’s talk about four tips that can help you be more proactive about marketing and selling your brand and your unique industry specific value that you bring to the table. First in foremost, you want to fulfill unfulfilled needs. To set yourself apart from other computer contractors, find an underserved local niche and really love to dominate that notch. Put some real working to finding local niches with real problems that you can solve with your unique skill site, your blend of IT skills and business problem solving skills. Now, discovering a good niche can be a simple as asking around you know as you start talking to prospects and customers and people you meet through different kind of networking scenarios and engaging in some targeted proactive networking activities so first in foremost look to fulfill unfulfilled needs.
Second, find your special industry twists. When you’re networking through different kinds of organizations such as the Chamber of Commerce or the Rotary Club talking to prospects at the business to business expos or if you’re engaging in any other kind of focus relationship marketing activities, look for a big IT problem that people are talking about, that they’re frustrated about, that’s currently not being solved. When you spend sometime really asking questions of small business owners and managers, one day a light bulb but it’s likely to go off. As you discover a twist that no ones ever thought of before in your local area. And when you think of a solution, it can really work for a lot of people in your area, you will find the great way to differentiate yourself and your company and be a true IT specialist and not just any old computer contractor. So, second look to find your special industry twists.
Third, make sure that you identify real problems I supposed to imaginary problems. Make sure that you identify real problems, make sure you don’t try to sell solutions to problems that actually don’t exist except that you and your prospect might not always agree on what their problems are. Do you want to waste time selling data security solutions to a small business already that has no idea why data security is even important? Computer contractors like yourself should certainly spend some time educating theier prospect and their future prospective clients on IT security and other important small business IT issues. However, if your prospect just don’t get it, if they don’t understand what you’re selling or why you’re selling it, you probably want to rethink your strategies to get to the heart of what matters most to your target prospects. It’s not about what you think is broken, it’s about what they think is broken. There are certainly will be other computer contractors just down the street, they understand this points of pain much better and will be vying to take your spot as their IT professionals. So, make sure that you identify real problems to offer real solutions.
Fourth, make sure that your sizing up competing computer contractors in your local area. You need to know your local competition reasonably well. So, look to find four or five of your biggest competitors and study their websites in reverse choice to see what they’re up to. Figure out if they all look the same, figure out what’s different about them. And by looking at there pre-sales materials from your local competitors, often you’ll be able to figure out what you need to do to stand out as the ideal choice for your target prospects.
In this short video, we look to four tips that can help computer contractors like you specialize and set yourself apart from your competition. To learn more about how you can get the best and study high paying clients in your area under your client list, go sign up now for computer contractor tips at computercontractortips.com. Again, our URL is computercontractortips.com. This has been Joshua Feinberg from computercontractortips.com. Thanks again for stopping by.
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