I have reinvented my business after 3 years of struggling, we started out as Technology be all to anyone. This led to chaos and problems as we went from fixing computers to developing software. Now we are focussed solely on business operations, specifically working with business management software. On paper we are stronger and better.
With this our ideal customer has changed from the small business owners, to larger business that can afford business managment software and/or our rates.
The question is how do we get started on selling our services to these prospects?
Thanks for the feedback- from the response`s you`ve helped me realize that being very specific is vital. What we`ve done successfully over the past year is help business owners manage information- which means
Helping owners prioritize what facts they need access to in order to manage their business, Determining how often they need to see certain facts (setting up schedules to receive and review vital facts.
Helping Business owners setup systems for handling information efficiently by removing duplication, eliminating unecessary data, simplifying how data is entered, creating accuracy check points
Regarding the comment that all business` are different, yes we have separate programs for helping retail stores, service companies, manufacturing companies and insurance-financial management companies.
We are efficiency experts - we do strengthen systems for core business operations (billing, job costing, inventory management...)
An engagement life cycle is a lead- evaluation - project design/acceptance - work- followup/retainer support
As I look at comparable business` there are the big players-larger consulting firms and software vendors, but there are little if any business` that provide this service to the small business (40 or less employees) owner.
This is creating problems for me in marketing and sales. People ask what you do and I want to answer the question quickly and avoid glazing their eyes over with technical mumbo jumbo or consultant talk.
Took plunge into my own business 3 years ago. Tried to start a full service IT firm that would help small business with hardware, software and training issues. This didn`t work, got in over head with way more than we could deliver. Took some time regrouped and realized we are good at helping small business owners manage data. Problem I have is finding similar models- business`s that help a small business owner manage information- by making database work more efficient and streamlining how information is gathered and handled.
Could use help/advice with this...