Selling Access with SQL Server Jobs with Juan Soto

A seasoned Microsoft Access expert shares an insider's look at building a thriving consulting practice from scratch to seven figures.

Juan Soto, founder of IT Impact and a Microsoft Access MVP, provides a comprehensive breakdown of how to establish and grow a successful Microsoft Access consulting business. Drawing from 30 years of experience, Juan covers everything from setting competitive rates and handling sales calls to leveraging Google Ads and building a professional web presence.

Whether you're considering starting your own Access consulting practice or looking to grow an existing one, this detailed presentation offers practical insights into the business side of Access development that could help transform your technical expertise into a profitable enterprise.

Building Your Foundation

Essential Elements

• Professional website showcasing your expertise
• Live phone answering service
• Clear service pricing strategy
• Professional proposal process
• Credit card payment capabilities
• Multiple ways for clients to reach you

Web Presence

• Domain name should reflect your expertise (e.g., AccessExperts.com)
• Include clickable phone numbers and email addresses
• Showcase case studies and examples
• Implement basic SEO techniques
• Focus on local market first, then expand

Marketing and Lead Generation

Google Advertising

• Most effective lead generation tool
• Requires significant budget ($3000+ monthly)
• Focus on regional markets initially
• Track ROI carefully
• Expect 2-3x return on ad spend

Alternative Marketing Channels

• LinkedIn groups and networking
• Managed Service Provider (MSP) partnerships
• Local business networking
• Referrals from existing clients
• Industry-specific targeting

Sales Process

Initial Contact

• Offer one free hour consultation
• Listen for pain points in first 30 minutes
• Demonstrate capabilities in second 30 minutes
• Show polished demos of professional work
• Address budget considerations directly

Closing Techniques

• Use progressive "yes" questions
• Provide realistic price ranges
• Request appropriate deposits
• Offer flexible payment options
• Focus on long-term relationship building

Pricing and Financial Considerations

Rate Setting

• Start around $185/hour for new consultants
• Increase rates as demand grows
• Consider project-based pricing for larger jobs
• Implement minimum engagement hours
• Factor in non-billable time

Business Operations

• Take deposits for all major projects
• Use QuickBooks Online for invoicing
• Accept credit card payments
• Track billable hours carefully
• Maintain cash flow management

Scaling the Business

Growth Strategies

• Start with solo practice
• Add subcontractors as needed
• Build recurring client base
• Expand service offerings
• Consider hiring employees

Common Challenges

• Managing work-life balance
• Handling multiple projects
• Setting appropriate boundaries
• Maintaining quality standards
• Scaling operations efficiently

Conclusion

Juan's presentation demonstrates that building a successful Access consulting practice requires more than just technical expertise – it demands a strategic approach to business development, marketing, and client relationships. While the path to a seven-figure practice isn't easy, following proven methods for pricing, marketing, and client acquisition can help consultants build sustainable and profitable businesses.

Recording

The full recording is available on YouTube:

Join Live!

Want to get even more out of these presentations? Join the live Access User Group events! The next upcoming events are listed on the AUG Event Calendar.

Attending live gives you the opportunity to:

• Interact directly with presenters during Q&A sessions
• Network with other Access developers
• Share your own experiences and challenges
• Get immediate answers to your specific questions
• Participate in group discussions

With multiple user groups across different time zones (and languages!), you're sure to find a meeting time that works for your schedule.

Acknowledgements

• Base cover image generated by FLUX-schnell
• Initial draft generated by Claude-3.5-Sonnet