How to Become a Computer Dealer

Do you want to learn how to become a computer dealer in the small business space?

If so, you should understand an important reality --  most technology professionals that start small companies of their own don’t survive when they label themselves as “computer dealers.”

Why not?  First of all, when you’re selling a commodity – in this case, a computer – you’re going to attract clients that are looking for “low, low prices,” and not anything particularly unique in the way of services.

You’ll run into some serious problems no matter what you do when you’re focusing on just a product sale.  If you don’t offer “low, low prices, you’ll be priced out by competitors that do and make no sales.  If you do offer prices that are low enough to attract the attention of small business owners, you’ll run yourself right out of business.  Because as a small dealer (or any dealer), you’re already facing very low profit margins on computers in the small business space. And when your prices are barely above what it costs you to get the computers in the first place, you’d have to sell a whole lot of computers to come out ahead … probably more than you as a one- or two-person operation could possibly sell.

What’s the answer to learning how to become a computer dealer successfully?  First, you need to focus on services that will add value to your overall offering.  These services will include comprehensive small business solutions and on-going maintenance for your client’s technology assets, a business model supported by on-going service agreements that provide tangible benefits to your small business clients and on-going revenue.  Go way beyond the product sale and offer something that will set you apart from other commodities brokers and show that you really are unique in what you do.

The following 3 tips can help you learn how to be a computer dealer profitably in the small business arena.

1. Build Real Relationships. Developing a bond and a real relationship with your clients is critical to having a successful computer business.  Your relationships are your assets.  Success is not about the size of your customer list or about the revenue you get.  It’s about the longevity and the long-term relationships you build with your customers.  Your best clients could bring you a lifetime value well in the six-figure net profit range, so really getting to know small business owners is worth your time and will pay off in the long run. Remember, the relationship isn't just about selling a box. Not even close.
2. Manage Customer and Client Expectations. If you are running a small computer business, you’ll probably be handling sales initially, so you won’t have to worry that the salesperson talking to your clients will change, causing you to have to start all over again.  When you avoid impersonal sales tactics and build personal relationships with your customers, you can much better manage the expectations of your potential long-term clients from the very beginning of the sales process.  You won’t have to worry that a slick, hyper-aggressive impersonal salesperson is going to try to make a quick sale by misrepresenting the actual capabilities of your company.
3. Personally Train Your Sales Staff. As you learn how to become a computer dealer offering real value-added services to small businesses and not just products, you have to watch how you grow your business with well-trained staff.  When your business gets some long-term clients and you find you need to hire additional staff members to help manage the sales side, make sure you train them properly so they are learning the tactics consistent with your best practices and ethics, so they represent your company well.

In this brief article, we talked about some critical ways to go beyond selling products and add real value with small business solutions for your clients.  Find out more about how to become a computer dealer and attract steady, high-paying clients now at http://www.BecomeAComputerDealer.com

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