Do
you want to learn how to become a computer dealer in the small business
space?
If so, you should understand an important reality --
most technology professionals that start small companies of their own
don’t survive when they label themselves as “computer dealers.”
Why not? First of all, when you’re selling a commodity
– in this case, a computer – you’re going to attract clients that
are looking for “low, low prices,” and not anything particularly
unique in the way of services.
You’ll run into some serious problems no matter what
you do when you’re focusing on just a product sale. If you don’t
offer “low, low prices, you’ll be priced out by competitors that do
and make no sales. If you do offer prices that are low enough to attract
the attention of small business owners, you’ll run yourself right out
of business. Because as a small dealer (or any dealer), you’re already
facing very low profit margins on computers in the small business space.
And when your prices are barely above what it costs you to get the
computers in the first place, you’d have to sell a whole lot of
computers to come out ahead … probably more than you as a one- or
two-person operation could possibly sell.
What’s the answer to learning how to become a computer
dealer successfully? First, you need to focus on services that will add
value to your overall offering. These services will include
comprehensive small business solutions and on-going maintenance for your
client’s technology assets, a business model supported by on-going
service agreements that provide tangible benefits to your small business
clients and on-going revenue. Go way beyond the product sale and offer
something that will set you apart from other commodities brokers and
show that you really are unique in what you do.
The following 3 tips can help you learn how to be a
computer dealer profitably in the small business arena.
-
Build Real Relationships. Developing a bond
and a real relationship with your clients is critical to having a
successful computer business. Your relationships are your assets.
Success is not about the size of your customer list or about the
revenue you get. It’s about the longevity and the long-term
relationships you build with your customers. Your best clients could
bring you a lifetime value well in the six-figure net profit range,
so really getting to know small business owners is worth your time
and will pay off in the long run. Remember, the relationship isn't
just about selling a box. Not even close.
-
Manage Customer and Client Expectations. If
you are running a small computer business, you’ll probably be
handling sales initially, so you won’t have to worry that the
salesperson talking to your clients will change, causing you to have
to start all over again. When you avoid impersonal sales tactics and
build personal relationships with your customers, you can much
better manage the expectations of your potential long-term clients
from the very beginning of the sales process. You won’t have to
worry that a slick, hyper-aggressive impersonal salesperson is going
to try to make a quick sale by misrepresenting the actual
capabilities of your company.
-
Personally Train Your Sales Staff. As you
learn how to become a computer dealer offering real value-added
services to small businesses and not just products, you have to
watch how you grow your business with well-trained staff. When your
business gets some long-term clients and you find you need to hire
additional staff members to help manage the sales side, make sure
you train them properly so they are learning the tactics consistent
with your best practices and ethics, so they represent your company
well.
In this brief article, we talked about some critical
ways to go beyond selling products and add real value with small
business solutions for your clients. To learn more about how to become a
computer dealer and attract steady, high-paying clients, go sign-up now for the free
Sample Tips and Excerpts below
from the Computer Consulting Kit Home Study Course.
Sample Tips and
Excerpts
One of the best ways for you to experience the sheer
time-savings and revenue-generating power of the Computer Consulting Kit
Home Study Course is for you to experience it yourself.
To help you do so, we’ve made available extensive
sample tips and excerpts, of the easy-to-customize document templates,
audio training programs, Module workbooks, and special bonuses.
To get started now with free Sample Tips and Excerpts
from the Computer Consulting Kit Home Study Course, just fill in the
super-short form below so you can
