If you want to establish a unique specialty as a business computer consultant, you need to narrow your industry focus.  

Copy Your Best Clients

You need to find more prospects that are just like your current best clients as a business computer consultant.  Put active clients into a Microsoft Excel worksheet in columns.  In the first column, enter the client names then separately list their revenue for the last 12 months in the next column.  Divide by 12 to figure out the monthly income and determine the value of your clients.  

As a business computer consultant, this exercise helps you figure out who should get the best services, who is worth keeping and who is really paying your bills.  

Put Clients into Categories

Look at your best and most active clients and customers and find out who is in three separate categories:

1.    Micro small businesses with fewer than 10 systems;

2.    Sweet spot small businesses with 10-50 PCs;

3.    Very large companies that may not be serviceable unless you get staff with more advanced technical skills.

This exercise will help you find clients more like the clients that are your best as a business computer consultant.  Look for similarities between your best clients and become a specialist in this area.  Are they doctors?  Are they office managers or controllers or lawyers?  Figure it out and find more of them.   

Narrow Your Focus

If you narrow your focus as a business computer consultant you will stand out as an expert.  No matter what your specialty, you can find a good focus.    

What is Your Professional Background?

Your own industry expertise as a business computer consultant can be a good place to start.  When you present your business to prospects, you will already know about their field of business, which will be a major selling point.

Added By:  Joshua Feinberg