How a Computer Consulting Business Can Take on National Competitors (Slides) by sphomerun

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   How a Computer
 Consulting Business
     Can Take on
 National Competitors
  Courtesy of the
  Small Business Computer Consulting Blog
  http://blog.sphomerun.com
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  There are many
  different kinds of
  competitors
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  Competitors
  • Direct
  • Indirect
  • Pseudo
  • Wannabe
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  National
  competitors are
  not your direct
  competitors
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  Address in your
  • Compare Us
    page
  • Pre-sales
    meetings
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  Five simple ways
  that you can take
  clients away from
  national
  competitors:
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  1. Explain What a
  Single Point of
  Contact Means
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  2. Give Your
  Clients Direct and
  Immediate Access
  to the CEO
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  3. Teach How to
  Compare
  “Apples to
  Apples”
  (Not Oranges)
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  4. Be Transparent
  About Conflicts of
  Interest
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  5. Explain the
  Math in Hourly
  Billing Rates
  (Deal that’s “Too
  Good to be True”)
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  Don’t lose another
  prospective client
  account to an
  indirect national
  competitor
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  Be prepared to
  take clients away
  from national
  competitors
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  How do you deal
  with national
  competitors?
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  Let us know in the
  comments area
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