Small Business Server Business Tips

Top 3 Ways to Maximize Your Small Business Server Consulting Profits

Over the past 7 years, Microsoft Small Business Server (SBS) has gained traction as a widely-respected Small Business Server networking suite.

As a result, many small business computer consultants, systems integrators, and value-added resellers have jumped on-board the Microsoft Small Business Server bandwagon.

However, before you go ahead and bet YOUR company on Microsoft Small Business Server, consider the following three Small Business Server Business Tips... so you can maximize your Small Business Server consulting profits.

(1) Most small businesses in your area have never heard of Microsoft Small Business Server.

Although there may be hundreds, if not thousands, of small businesses in your area that would be excellent candidates for Microsoft Small Business Server, don't make the ultra-common mistake of assuming that the typical non-technical small business owner even knows what Microsoft Small Business Server is.

If you want to maximize your consulting profits and avoid commodity price wars, you're much better off leading off with a pitch for something that's more universally recognized... such as getting rid of computer viruses, stopping SPAM, or preventing computer security breaches.

(2) Sell your small business prospects on YOUR company first.

The real money in Small Business Server is NOT in reselling the Microsoft Small Business Server software. The real money comes from selling the RELATIONSHIP with the small business. So your company essentially becomes your clients' outsourced IT department.

Remember, no small business owner is going to wake up in the middle of the night, in a cold sweat, craving Small Business Server. However, small business owners DO constantly lose sleep over what will happen to their companies if their computer systems fail them. Become the solution to the more primal, survival instinct and you'll get plenty of opportunities to sell Small Business Server, once you've established a solid client/consultant relationship.

(3) Microsoft doesn't value computer consultants as much as they sometimes say.

Little known fact: the first version of Microsoft Small Business Server, planned in 1996 and released in 1997, was code-named "SAM"... because Microsoft's goal was for Small Business Server to completely bypass their reseller channel and be sold at "Sam's Club" warehouse clubs.

So the product team had the mandate to make the Small Business Server product SO simple that a non-technical small business end user could buy Small Business Server at the warehouse club and have the Small Business Server suite running in their office that same day.

Shortly after the first-version shipped, Microsoft realized that the most cost-effective way to reach small businesses with Small Business Server was through their reseller channel. And since then, Small Business Server resources have flowed toward the channel.

However, even today, you can often find 5-user versions of Microsoft Small Business Server in retail stores.

So the point: Microsoft isn't putting all its Small Business Server "eggs" in one basket, so why should you?!? Which brings us back to points one and two: Small business owners aren't actively shopping for a "Small Business Server". So instead of "selling" Small Business Server per se, you're much better off selling a small business on YOUR company, BEFORE you sell Microsoft Small Business Server.

The Bottom Line

In this article, we looked at three Small Business Server business tips that every computer consultant, systems integrator and value added reseller needs to be aware when selling Microsoft Small Business Server.

Copyright MMI-MMV, SmallBusinessServerTips.com, All Worldwide Rights Reserved.

Joshua Feinberg is a 15-year veteran computer consultant, an internationally recognized expert on small business computer consulting. He has appeared in dozens of business and IT trade publications including CRN, VARBusiness, Microsoft Direct Access, TechRepublic, American Express OPEN Platinum Ventures, Entrepreneur, Inc, SCORE, Small Business Computing, and USA Today. He is also author of Building Profitable Solutions with Microsoft Small Business Server. To learn more about Joshua's proven strategies for squeezing more consulting profits out of Microsoft Small Business Server, sign-up for his free one-hour training seminar at http://www.SmallBusinessServerTips.com

---

Business Development Is Not An Event

Cash flow. To stay in business, you've got to keep... Read More

Pressure Washer Concrete Cleaning Equipment

Cleaning concrete is tough and there is an easy way... Read More

Excuses Franchisees Make; When They Violate Exclusive Territory Agreements

One of the biggest excuses franchisees of home based and... Read More

Family Business and Conflicts

What is a Family Business? A family business is basically... Read More

Analyzing Customers in Your Business Plan

The Customer Analysis section of the business plan assesses the... Read More

Big Successes Never Happen Overnight

Treat your business as a serious, full-time business and be... Read More

Small Business Survival Tips

No matter what kind of small business you have, you... Read More

Pressure Washing Companies; Pricing Dock and Deck Cleaning

If you own a Pressure Washing Company and wish to... Read More

Obtain Maximum Results For Your Small Business Through Better Time Management

Most small business owners are faced with so many responsibilities... Read More

Franchise Rule to be Revised; Why?

The FTC, Federal Trade Commission, is considering modifying the franchise... Read More

The Advisory Board: A Business Owners Most Valuable Resource

As a company grows, the owner's role begins to change.... Read More

Wichita KS; Anything is Possible in Wichita Business

Just when the entire state was kissing Wichita goodbye, economically... Read More

Advertising - For Small Businesses (Part 2)

How to do itPeople skim through newspapers and magazines and... Read More

How to Give FREE Advice and Make Money

When is advice free and when should you charge for... Read More

More Rules for Franchising?

The FTC- Mighty Federal Trade Commission has unilaterally decided to... Read More

Top 10 Record Keeping Mistakes Business Owners Make (and How To Avoid Them)

If you interviewed business owners of failed businesses, a majority... Read More

Everything I Need to Know About Business I Learned From My Nametag

So there I was ? sitting in the audience of... Read More

A Lesson From ?The Apprentice? That Can Make You A Master

I have to admit, I was curious. When I saw... Read More

Discover How You Can Start Making Your Small Business Dream Come True

As a teenager I worked for my father's small business.... Read More

Preparing to Launch Your Small Business

Small business owners often enter their field with great expectations.... Read More

So You Don?t Believe in Outsourcing

Entrepreneurs are hardy stock. But sometimes hardiness can get you... Read More

Small Business Debt Collection Laws

In your small business debt collection laws will eventually become... Read More

Franchising in The Middle East There Will Bring Significant Opportunity for US Based Franchisors

As stability emerges in the Middle East there will be... Read More

Basic Psychology of Franchisee Ownership and Expansion

If you are a franchisee of a large franchise system;... Read More

6 Steps to a Successful Medical Spa Expansion

According to the American Society for Aesthetic Plastic Surgery, since... Read More

The Truth About Government Grants for Your Business

Free money! Receive up to $25,000 that never has to... Read More

Have You Thanked Your Competitors Today?

Competition in the business world is often viewed as a... Read More

Five Quick Ways to Speed Up Cash Flow

At one point or another, almost every business runs short... Read More

Your Practice is Only as Valuable as Your Referral Base

Many physical therapists in private practice have the appearance of... Read More

Dynamics of Daylight Savings Time on Service Businesses in the United States

The Dynamics of Daylight Savings Time changes the way we... Read More

How to Avoid the Most Common Reasons for Small Business Failure

The life cycle of the typical small business is short... Read More

Small Business Ideas - Your Image Can Lose You Business

What image do you and your people portray to your... Read More

Never Burn a Bridge

Why should you always maintain a good report with a... Read More