If you are in the business of selling computer maintenance contracts, it may seem strange for someone to suggest that it may serve you well to refuse to take on certain clients.
However, all established IT businesses are likely to have come across some problematic customers, who, for various reasons, can prove to be more hassle than their contracts are worth. This article discusses some of these clients.
Clients Excessively Focused on Cost
Beware of clients who always want the very cheapest of everything. As well as this behavior possibly being indicative of their poor cash flow (which may mean they will pay your company late), you will be in danger of having to support low-quality equipment as part of your computer maintenance contracts.
Professional businesses appreciate that they need to invest in their companies properly —these are the businesses you want as clients.
A common adage amongst IT professionals is that “a little knowledge is a dangerous thing.”
If your computer maintenance contracts make your company responsible for the stability of IT systems, you don’t want someone tinkering with them when your back is turned. This confuses accountability and makes systems hard to support.
If you have to chase each invoice several times before it is paid, this eats into what your true hourly rate works out to for each customer.
Make your expectations clear and design your service in such a way as to include an element of up-front payment. This allows you to withdraw service from your computer maintenance contracts if payment is not forthcoming.
When delivering IT maintenance contracts, an 80/20 rule applies—20% of your customers will often be responsible for 80% of your day-to-day stress—eliminate them and spend time developing relationships with more professional clients.
Have you ever refused computer maintenance contracts to potential customers? Share your experiences in the comments below.
And to follow through on the tips introduced in this short post, especially if you also sell SaaS or IaaS, be sure to enroll now in our free 7-day eCourse: Go-to-Market Strategy 101 for B2B SaaS Startups and Scaleups.
Topics:- Managed Service Provider MSP