Well hello there folks! It’s Sunday afternoon in Seattle and I am hosting a virtual book reading. Today’s passage, from the above titled book that I wrote, is about landing the first client as an SMB technology consultant by working on the cheap to et a reference and a referral. It’s how the game is played.
Working for half price
Properly proposed in such a way that doesn’t cheapen yourself, working at a reduced rate can help you acquire those first clients. This approach allows you to recognize your SMB consulting limitations (perhaps your technical skill set) as a new SMB consultant. If you explore this wisely, you’ll find that there is no shortage of clients willing to accept a lower rate to pay for your services. It’s a fair deal. You get a client, and the client gets work performed at bargain rates.
BEST PRACTICE: Be careful here. These half-priced clients are seldom long-term fits for your SMB consulting practice. Once a cheap client, always a cheap client. A client that is susceptible to your initial bargain pricing will likely trade you out for the next cut-rate deal that crosses his desk, rather than pay your full consulting rate at a future date. So, if you dance with the half-priced devil, understand it might well be a short dance.
Harry Brelsford, CEO at smb nation www.smbnation.com
Microsoft Small Business Specialist SBSC, MBA, MCSE, MCT, MCP, CNE, CLSE, CNP
PS – did u know I host a technology conference in the New York City area each spring? Save the date for March 6-8, 2009 and watch “voice meet data” in the SMB space!
PPS – my SBS 2008 book will be out in mid-November 2008!
PPPS – my Microsoft Response Point Primer book is here NOW!