By engaging small business decision makers in discussions about their IT networking needs, you can highlight how automating services like faxing will save your prospect’s or client’s company on manual labor, which indirectly translates into substantial salary savings over the course of the year.
At the very least, network-based faxing will free up staff to focus on higher-level activities, rather than "babysitting" an archaic fax machine.
Listen for Other IT Networking Opportunities
As you get to know more about the prospect’s or client’s business, keep your antenna up for additional solution opportunity areas, such as centrally-managed Internet access for each desktop.
Besides faxing and Internet access, a client/server network makes sharing, protecting and securing information much easier. Through permissions and auditing, small business owners can ensure that only those authorized have access to sensitive information.
By centralizing the storage of data, small businesses can also more easily protect data with a tape backup drive, antivirus software, firewall software and an uninterruptible power supply (UPS).
Who Are You Promoting IT Networking To?
Tailoring your message for different audiences and interests is also key. If you’re discussing IT networking with the president or owner of the company, the hot buttons might include costs, the value of proactive technology investments, industry trends, competitive factors and lower labor costs through more automation.
The Bottom Line about IT Networking
If you’re discussing IT networking with middle management or employees in the trenches, make sure to shift gears. Staff and the internal guru will likely want to talk about ease of use and administration, how the network will make their job easier and the amount of training required to become proficient.
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