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Tips for computer consulting
Here's a tip to gain more referrals that all your readers might profit from. You can attract many more referrals from your clients by taking a few key steps:
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Find out about
your client's business. This means being more than just good in a
technical sense. Understand the business issues your client deals with
and the way your services help him or her gain real business
advantages.
Speak your client's language. Don't hide behind technical talk.
Instead, speak knowledgeably about business challenges and
opportunities.
Solve the right problem. Most often, it's not a software or hardware
solution your clients are after. What is the business process trying
to accomplish? That's where your focus should be.
Practice and improve your questioning and listening skills. You are
demonstrating the thought and expertise you contribute to get results
for your clients. Also, you are positioning yourself as someone who
can add value to their business.
Computer consultants for notorious for "driving to solution" and
appearing to not really listen. This could cost you clients and
referral opportunities.
Develop good relationships. For example, let your client know what you
are up against without involving them in the technicalities of what
you need to do to solve the problem.
Keep in touch with your clients. They are much more likely to think of
you when they have more work or to recommend you to others they know
who have problems you can solve if they hear from your periodically --
no less than once every three months.......
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