http://ITServiceContractSecrets.com SUMMARY SLIDES: Have you ever refused computer maintenance contracts to customers? This article explores why sometimes doing so makes good business sense. Copyright (C) SP Home Run Inc.

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Selling Computer
Maintenance
Contracts?
Avoid These 3 Types
of Clients
Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com

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IT Businesses are
Likely to Have
Come Across
Some Problematic
Customers

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This Article
Discusses Some
of these Clients

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• Clients
Excessively
Focused on Cost

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Professional
Businesses
Appreciate the Need
to Properly Invest in
their Companies

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These are the
Businesses You
Want as Clients

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• Amateur Techies

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You Don’t Want
Someone
Tinkering with
Them When Your
Back is Turned

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This Confuses
Accountability and
Makes Systems
Hard to Support

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• Late Payers

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This Eats Into
What Your True
Hourly Rate
Works out to for
Each Customer

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Make Your
Expectations
Clear

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Design Your
Service in Such a
Way as to Include
an Element of
Up-front Payment

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When Delivering
IT Maintenance
Contracts, an
80/20 Rule Applies

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20% of Customers
Will Often be
Responsible for
80% of Your
Day-to-day Stress

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Spend Time
Developing
Relationships with
More Professional
Clients

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Have You Ever
Refused Computer
Maintenance
Contracts

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to Potential
Customers?

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Share Your
Experiences in the
Comments Below

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