results in a call to your firm to upgrade their server (and several related highly lucrative product sales and service opportunities for your small networking firm), all as a result of the "domino effect" from an ISV calling the shots.

Let Them Know What Their Competition Is Doing

In addition to fears of unreliable systems and vendor-mandated upgrades, you can also overcome apathy toward small networking by discussing your prospect’s or client’s competition (without naming names, of course).

If you work with many small businesses in the same industry, and you’re seeing a software or more general technology trend that drastically alters the competitive landscape in your prospect’s or client’s industry, by all means call this to your prospect’s or client’s attention.

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