During the latter part of the past decade, the Microsoft Small Business Server has taken over the market. As a result, many VARs and consultants have started focusing on this system. Before you do the same, consider the following small business server business tips.
1) Most small businesses in your area have never heard of Microsoft Small Business Server.
Though many small businesses could benefit from usingMicrosoft Small Business Server, don't assume that the typical non-technical small business owner has ever heard of it. Focus instead on problems like stopping viruses and spam that you know they'll care about when presenting your pitch.
2) Sell your small business prospects on YOUR company first.
The relationship with the small business is always going to be more important than the price. You need to be sure to sell yourself and your company first. 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. Be the solution, not the problem.
3) Microsoft doesn't always value computer consultants.
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.
Shortly after the first-version shipped, however, the company realized that the most cost-effective way to reach small businesses with Small Business Server was through their reseller channel.
Learn more about the truth behind Microsoft's Small Business Server in the complete article (link above).
Submitted by Computer Consulting 101