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Are IT Consulting Firms Naïve?

What should you concentrate on for finding IT consulting clients and sales?One of the biggest things that IT consulting firms struggle with is scaling client acquisition – at least the kinds of clients that they actually want.

Many may naively believe that the burst of word-of-mouth referrals and personal networking that got their firms to where they are today will continue indefinitely.

But what happens when you exhaust your backlogged supply of referrals from former co-workers, college buddies, cousins, neighbors, and parents of your kids’ friends?

At some point, your IT consulting firm will need more scalable, predictable ways to grow.

We discussed this very issue – how to attract, convert, close, and delight your ideal clients -- at the recent Inbound Revenue Acceleration Webinar for Managed Services & IT Consulting. You’ll find an excerpt from the recording of the live event in this post.

What Should You Concentrate on for Finding IT Consulting Clients and Sales?

The number one thing:

Focus on being the best educator that you possibly can about issues that matter to the ideal clients that you want to attract, convert, close, and delight.

And the better you nail that, the easier it is to differentiate your firm, no matter where they are in the journey – regardless of whether

  • They’re just learning about your firm.
  • They’ve become a lead of your firm.
  • They’re at the opportunity stage and considering hiring your firm.
  • They’re an active client.

Realize that Small Business is Not a Niche

All of that needs to be informed by a really, really deep understanding of who these buyer personas are.

And the biggest mistake that we see – that most small- and mid-sized MSPs and IT consulting firms make – is they think that all small businesses are equal.

Unless you like working for a large bank, a credit card company, a government agency, or something similar, you should never ever think that all small businesses can be lumped into one category.


How do you find ideal fit IT consulting clients? Share your thoughts in the Comments below.


And to learn how to build an engine for scalable, predictable revenue growth, be sure to watch the on-demand recording from the “Inbound Revenue Acceleration Webinar for Managed Services & IT Consulting.”

 Register to Watch the "Inbound Revenue Acceleration Webinar for Managed Services & IT Consulting" (Recording)

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