Yes, you can earn more by expanding more slowly and working fewer hours! How? Charge more! But balance your rate to optimise your revenue. There is no point in upping your rates so high that no one takes you up on your services!

When you first start you computer consultancy, you need clients. The faster you can get them, the more secure your business will be and the better you will feel. Having a growing client bank means repeat business. And repeat business is the easiest type of business to get.

One of the biggest mistakes in marketing is to try to appeal to everyone. If you do that, you end up appealing to no one. For example, if you say to a client you can do “everything” (including training, database design, website design etc.), you will be classified as a generalist in their mind. If you come into competition with a specialist, it is likely that you will lose out.

For some strange reason, I went into a Sales career. I do not believe I have a natural aptitude for sales, but I try to overcome that with hard work and the learning of effective sales techniques. I am a great believer that you can learn anything, and I mean anything.